GETTING OUT THERE - MARKETING IDEAS AND STRATEGIES
By Jacqui Beutel
Back in July this year, one of our newly qualified therapists posted on the private Facebook page, asking
for advice on finding new oncology clients. The OM community really put their heads together and came
up with some great ideas, but none more so than Jacqui Beutel. So, we asked Jacqui to provide us with a
ready reference with heaps of ideas and things to consider when you are looking to attract new clients
and they all make a lot of sense; we hope you enjoy them and we look forward to hear about what
worked for you.
Jacqui has a background as an Executive Assistant, working in private specialist practices and in public
hospitals, mainly in cancer care. After a career change several years ago to a Remedial Massage, she
now specialises in Oncology Massage, Decongestive Lymphatic Therapy and Compression Garment
Fitting. She also works 1½ days a week in an Aged Care facility as an employee (funded through ACFI).
Jacqui’s contact details are at the end of this article and she has generously offered to speak to anyone
who is interested and may want some more information. Thanks Jacqui!
Marketing options
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Business cards
Flyers
Brochures
Banners / Feather Sale
Website – professional personal and Natural Therapies, Google My Business
Facebook business page
Join your local Chamber of Commerce
Subscribe to your local Council Business page
Business Card Tips
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Business name at top of card – if your card ends up in a tiered business card stand a potential
client is more likely to take your card if they can easily see who/what you are about.
Keep front of card uncluttered – logo, business name, contact phone and a tag line if you have on
Back of card – more detail
Have them professionally printed
Flyers / brochures / referral pads
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Get samples of others. What stands out to you?
Have professionally printed
I have designed a referral pad that I leave with each Practice (it works well and is tick and flick). I
am about to have it as an e-referral on my website.
Acrylic stands
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Supply acrylic stands when leaving brochures and business cards (place a sticker on the back of
the stand with your name and contact details because otherwise your brochures will be just put
anywhere and also they can reorder easily when stocks are low).
Client Assessment Forms and Paper Trail
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Keep accurate records.
Programs are available like Power diary for online bookings. They have a free trial.
Develop or buy a database for follow up contacts.
Contacts – phone / public
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Every time someone contacts you record AT LEAST their full name and phone number and store
this in your phone. Good to get contact email (so you can add to newsletter database - permission
to send out newsletters) and how they heard about you (you may wish to reward referrer).
Make a note for each of those contacts – appointment made; no suitable appointment; enquiry
only; why they rang you (people volunteer this information usually), etc etc.
Add these contacts to a database and gather information so that you can use them for mail outs,
etc (you will need to set up an ‘unsubscribe’ because some people do not want to be contacted).
If this person calls you again, you have a lot of information already too hand and will sound more
professional
Contacts – professionals
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This should be done through the Practice Manager or Senior Admin and can be done over the
phone or calling in. Ensure you get the practice address, contact person, Ensure you ask the
Practice Manager what is the usual procedure for “reps” like set up time, how long you are
expected to stay, do they take their break together or come and go, types of clinicians in the
practice (you should already have Googled them and know as much as possible), should
information be left for each practitioner or is there someone else that looks after this.
Providing morning tea or lunch is generally expected – keep it reasonably healthy and get
numbers (tax deductable).
Invite ALL staff to attend SHORT talk (practice nurses, admin, doctor assistants, etc)
Have brochures, business cards and prepare an in-service talk
If you prepare a pack, they may not even get opened so have things laid out on the table they can
take and a pre-packed folder you can leave
Generally you will set up quite informally in the tea room. Make sure you greet and introduce
yourself to every single person that comes in. Admin girls know and talk more than you think.
Offer a 30 min free massage gift certificate with a 4 week expiry that the practice can use how
they want – give to a patient, use as staff incentive, raffle amongst staff (although I have never
had one redeemed)
Print out your in-service notes (dot point one page) so you keep on track.
Generally everyone will come into your talk in dribs drabs – make sure you know your stuff and
get to the point, you don’t want to miss anyone
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Ensure you get a business card from each business and document date of visit, who you spoke to
and anything of note – take a notebook and pen with you.
Wear a uniform and look professional.
Prospects (I call these visits “in-services”)
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GP practices
Allied Health – osteopaths, chiropractors, physiotherapists
Public and Private hospitals – meet with the NUM (Nurse Unit Manager) for each ward
o Oncology ward
o Chemo / radiation unit
o Day respite
o Rehabilitation unit
o Emergency department
o Palliative care ward
o Specialist outpatients
Nursing homes
Hospices
Oncologists
General surgeons
McGrath Breast Care Nurse
Vascular surgeons
Pharmacists
Contact your MT colleagues and let them know you specialise in oncology massage
EVENTS
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Don’t overlook any event – Google search events – use your Facebook Business page to
support/acknowledge upcoming events
Participate wherever you can
Guest speaker at events
Offer in-services
Volunteer at a hospice for a set period each week
Read your local newspaper or subscribe to a website along the lines of “What’s on in (your
town)” to see what is coming up
o Relay for Life
o Daffodil Day
o Cancer Council
o Shave for a Cure
REFERRALS
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If you receive a referral from a colleague (GP, other allied health) keep them in the loop with a
reply letter regarding your consultation. Short, sharp and snappy – they have no time for waffle.
Use correct terminology and correct spelling.
When speaking with any professional like the Breast Care Nurse, enquire as to where the patient
goes for surgery – send a letter of introduction to those people and try and get an appointment.
UPSKILL
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Having an OM certificate under your belt is a great achievement but it really is not enough. You
need to have in-depth knowledge and understanding of lymphoedema, a Manual Lymphatic
Drainage weekend course will not suffice, it will only give you the basics.
Having Decongestive Lymphatic Therapy Training gives you a better understanding and treatment
options when working with more complex cases and compromised health, opens the door to
expand your business into compression garment fitting  vascular issues, lymphoedema,
immobility, oedema, tired aching legs.
Lymphoedema = compression = many companies offering free, full day training with CPD points;
samples; networking; peer support.
If you would like any further information on referral pads, patient intake forms, courses, suppliers, online
bookings, database apps please contact me via my website www.gentlehandsmassage.com.au
Jacqui Beutel – Gentle Hands Massage, Gympie
www.gentlehandsmassage.com.au
mob: 0402 988 423