Building your massage business referral network is a process of finding people who know what you do or are willing to learn what you do. You want to find people who will refer people to you who fit your profile of an ideal massage client.
The biggest thing that needs to be understood when creating a network is that you have to start by making it all about the people you are asking to connect with. Start with being interested in them First.
(I went to a chiropractor early on in my practice for my own health. He ended up sending me clients immediately and he still does today -23 years later.)
Networking is about being curious about people and what they do and what their business is first. That serves two purposes. First you want them to be more open to sending people to you. People will do that when they first feel important or feel heard or appreciated. Secondly, the goal in networking is to find people who have the same values as you do. If they are a health care professional – would you go there yourself or send your mother to them ( if you like your mother that is!)
As far as getting clients to refer other clients to you – that should be a part of your ideal client characteristics. People who like you or I should say love you and your massage will automatically send people to you without having to be given rewards for doing so. They will tell all their friends and co-workers. The one draw back is that as your schedule gets busy make sure you reserve an appointment time for them!
So start thinking about where you need to start with developing your referral network. Start with your family and friends. Offer a low cost massage to them or even a trade. Sometimes just the act of giving a massage in your office can help change the energy around your business. People will be coming and going making you look busy and popular. I know when I first started out that is what I did.
Then start looking for local businesses that you would like to work on their employees or people that they work with. What type of business would compliment your business? Who would you like to be working with? Just take a walk in your neighborhood and start looking around for possibilities. Could that Realtor use some gift certificates for people buying homes? Would those offices be interested in getting chair massage done or being part of a research study on massage?
The next step will be to start looking for other health care professionals that you would like to work with. The most obvious are usually chiropractors although they may already have massage therapists working in their office. Even then you could still be a referral source if you have a different type of massage skill or service that is not offered there. Start by going in or calling to ask about their services. Get to know what they are doing and what types of clients that they are working with. Ask yourself if you want to be working with them too? Would it be a good match for your business model? Do you want to be associated with them? This is one of the most important parts of developing your network. You don’t want to be associated with a chiropractor who is involved in over billing or over treating clients or doing things that you do not agree with as far as treating clients.
Out of these three main areas pick one area to work on each week. It just takes one phone call or one in person visit to start making a difference.
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