Move over, Oscars. Take a seat, Golden Globes. This awards season, we’re only interested in the Best of YEG Fitness awards – because three of the nominees for “Best Massage Therapist” are Vicars graduates!
Kory Ring, Andrea Yacyshyn, and Dustin Ring (no relation to Kory) are among the top five finalists for the award, which is determined entirely by public votes.
The awards are presented by YEG Fitness magazine, a local publication that highlights all areas of the local fitness and wellness community.
“We view fitness as healthy living, and it’s all about balance. It’s about taking care of your body: nutrition, different kinds of activity and training, and having physiotherapists, chiropractors, massage therapists working with you to both prevent and treat injury if you need it,” explained TJ Sadler, the magazine’s editor. “The awards are a way for us to showcase those people who are doing great things.”
Discovering that so many of their clients considered them among the city’s massage elite was a great feeling for the three Vicars grads.
“I’m so grateful to all of my clients and everyone who voted for me for this,” said Dustin, who graduated in 2017. “I never thought that I would make a list like this so close to coming out of school.”
“I was so honoured that enough people typed my name – and I have a hard-to-spell last name! It was incredibly validating as I love this work so much,” said Andrea.
Being included on lists does more than just boost a therapist’s confidence. It can have a significant impact on future business. So what can fellow Vicars graduates learn from Andrea, Dustin, and Kory’s success?
A good massage begins before the client is on the table
I asked all three of the nominees to try to identify what it was about their treatments that made clients so excited that they’d go online and vote. I expected to hear about their hands-on expertise and specialized techniques – and I did – but the first thing that each therapist highlighted about themselves was how they try to listen to and relate to their clients off the table.
“The thing my clients have consistently said to me is that they feel like I listen to them, I care, and I don’t rush them,” Andrea said.
“I’ve been told by a lot of clients that they like that I actually take the time to listen and do a proper assessment and address their concerns – just like we were taught to do in school,” Kory agreed. “And they get the results that they’re looking for, a lot of the time.”
And once your clients love your practice, they’ll keep coming back. And they’ll tell their friends.
Word-of-mouth marketing works. Don’t be afraid to ask for it!
Word-of-mouth marketing works. Don’t be afraid to ask for it!“I actually don’t accept tips at my practice at all, and when people do try to tip me I tell them that if they want to pay me a compliment they can just tell their friends and family about me, or leave a Google review,” said Kory. “Ninety-nine per cent of my clients come from referrals, I’d say.”
No one knows how amazing you are – or is as excited to talk about why – like the clients who keep coming back to you. By encouraging your current clients to recommend you to others, you’re getting your name out there in a more authentic and efficient way than any ad could ever deliver. And, you’ll attract the kind of client who is most likely to fit in well at your practice, which means they’ll keep coming back (and refer friends of their own).
It doesn’t hurt to offer a small thank-you in return.
“I offer a $10 referral [gift] when someone sends me a new client,” explained Andrea. “A client I had from school referred another client, who then referred her sister, sister-in-law, brother-in-law, and multiple friends. And then those clients referred people to me. It was a huge domino effect that really paid off and landed me with 10 new regular clients rather quickly.”
Don’t just tell clients about your practice – tell everyone!
One of the ways that Dustin was able to become so successful so quickly after graduating was by tapping into the professional connections that he already had as a yoga teacher. These clients and colleagues became his first cheerleaders.
“By being in the yoga community and immersing myself in different aspects of the fitness industry I’ve developed an ongoing clientele that I never thought that I would have this early in my career,” he said. “I also did a lot of volunteer events. If you’re good, people are going to tell other people.”
Some of your most important connections as a therapist aren’t with clients, but with other health care professionals. Being a source of trustworthy referrals for your clients adds value to your services at the same time as it helps clients get the care they need.
Kory’s clinic is located within Evolve Strength, a downtown gym. This mixed clinical environment has helped him make connections with other professionals.
“There’s a good referral network within the gym,” he explained. “The athletic world, I’ve come to realize, is a pretty tight-knit community in this city.”
Andrea’s practice is in her home, but that hasn’t stopped her from developing an extensive referral list of her own.
“I have a chiropractor, 3 massage therapists, an acupuncturist, a physiotherapist, a Pilates studio, a [naturopathic doctor], a medical clinic, and a pelvic floor specialist that I refer to,” said Andrea. “I have their cards in my treatment room and some of their profiles on my website. By working with them and sending them my clients, they up sending me theirs and we create a collaborative health network for our clients.”
The winners of this year’s Best of YEG Fitness awards will be announced at a ceremony on February 6, 2019.
