The first step in establishing long term relationships with clients, and having repeat business, is to listen to their needs. Understanding what your clients’ wants are and the results they wish to see after their appointments is the most important objective in the initial appointment. Once you understand what they are looking for, you can then go about setting up a step-by-step plan to achieving these goals.

Share the plan with your client and tell your client your specific goals for the next visit. Then recommend they book an appointment in advance.

Don’t underestimate the power of social media reviews and recommendations. Sites such as Yelp go a long way to helping you find new clients. Make sure your profile is complete and add images where you can. Most importantly, do not be afraid to ask clients to leave reviews. Let them know how important they are for your business. They may even be willing to leave a review while waiting to check out.

A great and inexpensive way to gain exposure is to find a group to give a talk/presentation to. There are professional and personal organizations out there that could really benefit from your knowledge. Look around and see if one of them is interested.

Continuing education, learning new practices and new equipment, is a key element in keeping your books full. The continuing education will not only keep you on the cutting of edge of your field, it will motivate and excite you, which shows when speaking with clients. Plus this gives you the ability to suggest different treatments to clients who may not have heard about it before. After all, you are the expert they come to time after time.

Still have availability on your books? Fill in the empty slots with complementary treatments. Create first visitor gift certificates and give them to people you think might turn into great clients. If you have the time don’t waste it – use it to introduce yourself to more people.