9 Simple Steps to Sell Massage Packages
How to Sell Massage Packages
1. Create the massage packages
First, create a comprehensive list of all the services that you offer. Then, decide which services naturally go together so that you can create fulfilling experiences for clients. Think about the time required to start and finish each service. This is important.
For example, if your average massage appointment lasts one hour, then you wouldn’t want to bundle too many services together and go overboard. Finishing every service would then take too much time.
You can still create massage packages that last longer than usual. Just be sure to tell the client how long everything will take. Also, be mindful when you create time slots on your calendar. You wouldn’t want one appointment to overlap with another.
2. Name the massage packages
You can be simple by giving each package a numeric value. You can also use the naming process as a marketing opportunity. Think about how clients will feel after they finish the massage package. For example, you can use adjectives such as peaceful, refreshing, and rejuvenating. Use these words to name your massage packages.
3. Finalize prices
As a spa owner, you can determine the prices for your massage packages by first looking at your costs.
Evaluate how much you pay for supplies such as massage oils and lotions. How much of these supplies do you use for each client? If you hire massage therapists, then you must also think about their wages. Add everything up. That is your total cost.
Now, think about the profit margin you want to obtain. Add this number on top of your costs to arrive at your price.
Ideally, the total price of a massage package should be less than the sum of its components. This serves as an incentive for clients to purchase packages as opposed to individual services.
4. Sell to the right people
Everyone can benefit from a good massage. However, some of us need it a lot more than others. For example, some people are on their feet all day because their job requires it. They become physically drained. Their muscles get tense and their bodies become stiff.
One appointment will just not be enough for these folks. They need more. These folks would benefit the most from massage packages. In other words, you can increase massage package sales by first being strategic about the people you sell to. Selling becomes easier when you have the right target audience.
5. Create a website
You need a website if you want to survive in the massage industry. It’s the least that you can do. With a website, you can describe every service that you offer. Yes, that includes how one massage package is different from another. You can also include testimonials from past clients. Let them tell people about how massage changed their life.
In addition, use the website to communicate with your clients. For example, you can create a digital banner to announce a new location or a change to your hours of operation.
Overall, a website makes it convenient for you to tell customers about your massage business.
6. Use commitment as a selling point
As a massage therapist, you can use the concept of commitment to improve your massage package sales. Clients can hold themselves accountable by buying a series of massages upfront. They will then force themselves to go to each session. Otherwise, they will waste their hard-earned money. Some people need that extra push when they have a goal.
Money is a great motivator.
Going to the massage therapist will now be a regular thing on their calendar. They don’t have to think about it. They can just show up and get results. The concept of commitment will help clients improve their physical and mental wellbeing.
7. Utilize limited-time offers
Creating a sense of urgency is a great marketing tactic. Clients will be tempted to purchase the massage packages now instead of later.
What if a service isn’t available later?
What if everything is sold out?
A popular massage therapist can easily have a full calendar for the next six months if demand is high.
As a business owner, you can create limited-time offers to entice customers to buy. You can launch promotions when there is a major holiday. Be sure to end the sale when the holiday is over. Reflect on the promotion by analyzing your sales numbers. Evaluate whether the promotion was successful so that you can make improvements and get ready for the next marketing campaign.
8. Use video
Going to the massage therapist can feel intimidating, especially for first-time clients. You are going to a new place where you are expected to relax and let your guard down. You are supposed to trust that the massage therapist knows what they are doing.
As a massage therapist, you can calm people’s nerves by vividly explaining what each service in the spa will be like. Demonstrate by performing sample massages with a client and record the experience. Of course, get the client’s permission before filming. You can also demonstrate your services by creating animated videos.
The point of using video is to help potential clients get a better understanding of what to expect. They can then make purchases without hesitancy.
9. Do giveaways
People love free stuff. It’s fun. You can start with the basics if you want to convince people to purchase a massage package. First, increase foot traffic to your business by using freebies. For example, consider launching a promotion where you give free massages. Customers are more likely to purchase packages if they enjoy the free massage.
In addition, you can give out free merchandise. You can give these products out by themselves. Or you can tell customers that they will receive a gift of their choice if they purchase a massage package.