Changing your target market

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I know many of you long timers have been through this.

Maybe you start out doing relaxation massage but with more training, you want to 'treat and release'.

How do you do it?

My situation is I started in massage then trained in Shiatsu and Tui Na. I want most (of ALL) of my practice to be ABT. It isn't happening though.

Any suggestions? I can't just stop all my MT clients, I would be homeless. :

 

[Phantom]

Educate the clients you have, and look for opportunities to suggest therapeutic work rather than relaxation. If they are on a maintenance schedule, suggest they space treatments further apart.

I tell most of my clients that my job is to get them to the point where they don't need to see me any longer. That always raises eyebrows, but then they smile and nod. They know they're always welcome back, but I don't want to just be their "feelgood" guy.

One possibility is to block out one or two prime time slots for new clients only. Start with one or two days per week, and accept that you may not fill those slots right away. Your regulars don't need to know that you are simply making space for newcomers that may be more interested in the therapeutic work you wish to do. This will enable you to gently bring in new clientele without alienating the clients you already have. Over time, the therapeutic client base may replace the majority of your relaxation clients.

Good luck!