Most clients who book appointments with you both enjoy whatever service you provide and can clearly see the benefits of this service. If they didn't, they wouldn't have booked in the first place.
For example if a client books a massage, they can clearly want a massage and they know they will feel better afterwards. Or for someone who gets their hair cut, they know their hair is going to look better for it and they can look in the mirror afterwards and get proof of this.
What is the possibility that when that person comes in for their massage they think... "Gee this is great, my sore calf muscle is finally relaxing a bit. But you know what, after this, I'm not going to book in for at least another 6 months because I actually enjoy hobbling around when it hurts a bit"?
Not very likely. When that person books in for their massage they know its going to help them and they've got every intention of coming back again to ensure their calf muscle is fully rehabilitated.
And when that person comes in for their haircut, what's the likelihood of them thinking... "Wow, I love this new haircut but I actually quite like it when the style grows out and there's lots of split ends. I don't think I'll book another hair cut for at least 8 or 9 months"?
Again not likely or they wouldn't have bothered booking their haircut in the first place.
In reality those people are probably thinking "gee, I must book in for often, my hair looks fantastic" or "wow my muscle is really relaxing, I must ask if I should come back next week to get it completely back to normal".
So in our marketing processes, we need to educate our clients.
Show them you are the expert and give them the knowledge to understand how they can help themselves. It's like the Chinese Proverb "Give a man a fish and he will eat for a day. Teach him how to fish and he will eat for a lifetime."
If you take the time to build those relationships and you teach your clients WHY their hair starts to look a bit icky after a few months and HOW it is going to benefit them to book in more often, then they will make that decision themselves that they ought to book in more often.
And if you then start showing them what they can do in their day-to-day life to keep their hair looking good until their next appointment... they will respect you and trust your opinion.
And then if you are in regular contact with them, they will never go anywhere else. Because they trust you, they like you, you've been helpful to them and you take the time to share your expert knowledge with them.
Rebecca Kepple specializes in helping business owners massively increase their client base and profits. To get instant access to her free insider secrets report 'The Top 7 Secrets for Massively Increasing Your Client Base' visit: http://www.wellbeingbusinesssecrets.com.