You don’t need new clients (read this first)
Happy Friday,
Something happened this week that honestly stopped me in my tracks.
I was preparing two presentations for the Professional Beauty Business Summit in Cape Town on Monday, really refining my thinking around what actually drives revenue, bookings, and growth in a spa business.
And then, almost as if the universe wanted to test me…
I got two calls.
Two completely different businesses.
One a hotel spa.
One a countryside day spa.
Different locations. Different setups.
Same question.
“We need new ideas… new packages… new treatments… we need to get new clients in.”
Now normally, I would have jumped straight into solutions. Ideas. Packages. Concepts.
But this time, I paused.
I thought let me follow the exact framework I’ve just built into my presentation. Let me test it in real life.
So instead of giving them ideas, I started asking questions.
Why do you need new clients?
The answer was the same from both:
“To increase revenue and fill our schedule.”
Then I asked:
Why do you need new treatments and packages to do that?
Again — same answer:
“To make more money and fill space.”
So I said, okay… let’s first see if we can achieve that outcome, more revenue and a fuller schedule without adding anything new.
No new treatments.
No new packages.
No new ideas.
Just what you already have.
And what happened next honestly blew my mind.
When we worked through it together, their “problem” wasn’t a lack of ideas at all.
Everything they needed to increase revenue and fill their schedule was already sitting right in front of them.
In their current menu.
In their existing client base.
In what they are already doing.
They just weren’t doing the basics... consistently and intentionally enough.
Which brings me to this:
Why are we always looking for something new...when we haven’t fully maximised what we already have?
Before you create anything new, make sure you are doing these three things properly:
1. Reach out to your clients daily, with intention. Not a bulk message. Not a generic special. A personal message. Start with two clients per day, once you are doing this move to 4 clients per day.
“Hi Sarah, I was thinking about your last visit and how you mentioned tension in your shoulders... we have a space tomorrow at 2pm that would be perfect for you.”
2. Turn all bookings into a personalised experiences
If a client books a massage, ask yourself why. What do they actually need?
Then build around that:
→ Add-ons
→ Recommendations
→ Thoughtful upgrades
This is where revenue lives.
3. Treat every client like they are your only client
Because the moment a client feels seen, understood, and cared for...
They come back.
They spend more.
They tell others.
That’s how you grow.
Not through more ideas.
Through better execution.
This is exactly what we are going to be unpacking properly in the Marketing Masterclass launching in May.
Not fluffy marketing.
Not trends.
Real strategies that fill your bookings even when things feel quiet before they get quiet.
If you’d like to be part of it or get more information as we release details, you can add your name here:
Let’s stop chasing more…
and start doing what works, properly.
Much love,
MARISA
