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Massage Marketing: 4 Steps to Creating Irresistable Testimonials

Potential clients want to know you are legit and good at what you do. Hearing that from satisfied clients (and not just you) underlines the message. I don’t know about you, but when I’m looking for help from a professional, I ask around. Then I go to his or her website. If there are testimonials I read them. “Oh,” I think, “she helps people with the same problem I have.”

How do you create great testimonials?

1. Ask! When a client tells you, “My legs and feet feel so much better,” OR “I am pain free for a week after I see you,” OR “My wife notices I am way more relaxed with the family,” capture that comment. Respond, “I’m so happy to hear that. May I write that down? I’m collecting testimonials.”

2. Give clients brief evaluation forms, either after every session or every once in a while. Ask how the work is helping them. On the forms, get them to be specific.

— Why are they coming to see you (what is their main problem/concern)?
— If your work is helping, how it is helping specifically?

— May you use their comments and name in a testimonial? (Any time you collect a testimonial, be sure to ask if you can use their full name.)

3. Before you use a testimonial, edit it. Make sure it:

— Spotlights a single benefit.
— Focuses on that benefit, and not on what a great therapist you are. (You want other people to see themselves in it.)
— Highlights any emotion in it. For example, “When pulled a muscle in my back, I was really happy when Massage Works got me in the very next day!” “Frankly, I never thought my headaches could get better. But after 5 sessions of reflexology, they are mostly gone!”
— Captures the main points in 3 sentences or less.

Read more articles at www.MarketingMatters.com!

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Comment by Kelly R. Catt on July 18, 2011 at 12:19am: Wow thanks Diana. This is very helpful information for my site. I love looking here to see what people have done to gain clients, advertise, keep clients etc. I will check out the site. :) Kelly

Comment by Diana Moore on July 13, 2011 at 3:09pm: Daniel, do you then lift those reviews off yelp and put them on your own website? Do you think that's a good idea or not?

Comment by Daniel Cohen on July 13, 2011 at 3:00pm: I have found independent reviews such as on yelp or city search have brought in clients. People put name or phone number in search to read the reviews and are more trusting of these than testimonials on the website that are probably cherry picked. I know when I look for a service or product I search for reviews.