4 Marketing Principles for a Successful Therapy Business

NaturalTherapyForAll.com September 26, 2011

Even though NTFA covers over 30 kinds of therapy, the marketing approach used to promote each and every therapy business is generally the same. Whether you’re a counsellor, a massage therapist, or an acupuncturist, your marketing strategy can embody the four marketing principles for a successful therapy business. These are lead generation, lead conversion, repeat clients, and pricing strategy.

1. Lead Generation

Lead generation involves the process of obtaining client enquiries. Therapy businesses and practitioners make use of varying forms of marketing strategy and there are different ways on how you can generate leads. You can do it online by coming up with your own website or by joining an online directory. You may also generate leads by distributing leaflets or giving a small talk in your community. You are free to try different methods to find out which one works best for you. You will know whether you’re doing the right thing when you start receiving lots of enquiries.

2. Lead Conversion

Lead conversion is the process of converting those enquiries into paying clients. According to the marketing research company, The Yankee Group, between 40% and 80% of new business leads aren’t converted due to lack of follow-up.

Here are simple ways you can do to improve your conversion rate:

Record a new message for your answering machine that sounds more accommodating for your clients.
Check your email regularly.
Try returning your voice mails or emails within 24 hours and write it down if you need to contact potential clients again.
Know what your clients need and listen to them; build good rapport during your first conversation.

3. Repeat clients

If you’re a reflexologist and you provide good service, your clients will go back to you over and over again. Give a free voucher to your clients to encourage them to come back. They can even give it to their family or friends. This will help you spread the words.

If the services you offer are those that people need follow-up sessions such as psychotherapy, you can keep in touch with your valued clients by sending them newsletters and email updates. You can ask your clients to join your email list so in case they are in need of your service; they can easily get in touch with you.

4. Pricing strategy

Pricing strategy for therapy businesses is simple. You just need to know how much the other therapists in your area charge their clients. Yours can be slightly higher or lower. When it comes to their health, most clients give more importance to the right therapy that will work for them rather than the price.

You can even raise your price if you run a busy practice and you should stress how the price increase will allow you to improve the overall quality of service they have been receiving. Nevertheless, you should always be committed in providing client satisfaction.

When applying these marketing principles, don’t forget that one of the fundamental aspects of a successful therapy business is still ‘quality service’. Meaning, your clients can really benefit from your services. Whatever kind of therapy you practice, always remember that among all forms of advertisements, nothing beats the word of mouth. And happy customers will be absolutely glad to help you spread the words!