I never used to put much thought into my service names on my menu. I would just list them as the modality and amount of time. But after a while, I started to realize a few things. Not only do clients not know all the different modalities (and really, how could they?), but they appreciate a simplified menu that makes it easy to choose which service to request.
According to Psychology Today, the more choices we have, the more difficult the decision. It's human nature to shy away from things we don't know and instead choose the path of least resistance. When a menu looks too complex and complicated, massage clients will naturally choose the cheapest and easiest option. (Swedish massage, anyone?)
It's our job to communicate our services clearly and help our client choose the best service for them.
Here are some tips that I have found helpful for clients when scheduling:
- Rather than list your modality names, create descriptive names that illustrate how they will make your clients feel, or what problem they will solve for your clients.
Which looks more appealing - Column A or column B?
And this list is just using some pretty basic modalities as examples. Imagine a menu with things like Neuromuscular Therapy, Myofascial Release, Trigger Point Therapy...! A lot of clients don't know what those names mean. Make it easy for them with descriptive names. - Take your favorite service or combination of services and call it your "signature massage". Put this at the top of your menu list, and mark it with an asterisk of *Recommended. I'm willing to bet that 90% of your new clients booking online will schedule this service regardless of what it is.
(Thanks to Ginger G. for this great tip!) - Have a non-massage friend look over your menu. Do they have an easy time choosing a service knowing nothing about massage and being a complete bodywork newbie?
- Have an option for clients to choose a "completely customized session" based on their needs that day. They can just choose the time allotment (or have it for a set amount of time only - even better - LESS choices!). This is also a great way to make clients feel like they get a 5 star treatment knowing that you are "creating" a session just for them.
Think of it like going to get your car serviced at the shop or getting a car wash. Notice how the car washes usually have a "recommended" service? And the maintenance shops have "winter tune-ups", etc?
What creative spins have you put on your massage menu to simplify the process for clients? Comment below with any tips you have to add to our list.
Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling. She continues to operate her own private massage practice of 14 years. www.BodyworkBuddy.com
This is awesome it had never dawned on me that something so simple could be so effective. Thanks for the article..
ReplyDeleteThanks, Hector. If you make any changes to your menu, I'd love to hear how it makes a difference in your business.
DeleteA note on the "completely customized session" I do a periodical FB promotion I call Ala Carte. It allows them to pick and choose modalities of their choice to make up their session. I don't offer it on an everyday basis, due to prep work etc, plus it's nice to have a few things that you put out exclusively for small periods of time, I find that some of the regulars will then "squeeze in" and extra service. which is always good I do the same thing with a "sinus treatment" I offer it about 4 times per year, when it seems sinus's are acting up
ReplyDeleteLove it - great idea! Thanks for commenting. I love the sinus treatment during seasonal times it's needed.
DeleteI'm in the process of rewriting my menu, so this article was timely and helpful!
ReplyDeleteHi Sakinah,
DeleteGlad it was helpful :) Would love to hear an update of any changes you notice with your new menu descriptions. Hope your massage practice is having a great summer!
I tried frou frou names for a while but here in the farmland people like basic. So I have mini sessions with names like shoulder-to-hand massage or mini facial. Simple, here in the country, is better.
ReplyDeletethat's perfect! FrouFrou isn't necessary as long as they are descriptive that help the client know how it will make them feel or how it will solve a problem for them, etc. "shoulder-to-hand massage" is easier to choose than, say... "upper body trigger point work". :)
DeleteI love that you have mini sessions on your menu - great idea!
* Fewer choices
ReplyDeleteGreat article, though!I totally agree. I always look at the "signature" offering first.
thanks for the comment. It does make it easier to choose if there is a signature treatment that is recommended first - agreed!
DeleteI could use more ideas of names. What's a great descriptive for Reiki or Healing Touch (both energy modalities) and CranioSacral Therapy? Thanks! ☺
ReplyDeleteHi Kimberly,
DeleteI'm going to ask this on our Facebook page so we can get lots of different ideas for you to work with :)
Hi Cindy! I re-named some of the services on our menu. This blog and an episode of "Hotel Impossible" really helped me hone in on how to name them. Since we have a large tourist population between May and October, I looked at the local region that the tourists (and the locals) would be able to relate to. Some of the "new" items: Chain O'Lakes Custom Massage (30-min); Crystal River Rock Massage (90-min); Pebble Run Foot Reflexology (60-min) and Ice Age Trail Ear Candling. The Hotel Impossible host asked the owners of a hotel set in the middle of a beautiful region (under Mt. Olympus, Greece), why they weren't capitalizing on the beautiful vistas and activities that were was around them. Here in Waupaca, WI, we even have a small lake island that starlet and Olympian Esther Williams owned and lived on during the Summer! In her honor, we created the "Esther Williams Steamed Towel Service" on our add-on menu. If you don't want to re-name all your services, why not create a couple of Signature Services or spa packages? I hope this helps! ☺
ReplyDeleteooOoooh interesting! thanks for the update! I love the new names :)
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