3 Steps to Providing Services for Corporate Wellness Programs

Every year brings something new to our lives, our business and our friendships. Now is the right time to think about new relationships, too. I’m not talking about your relationship with your significant other. I am talking about new relationships with new types of clients so that your business can prosper and benefit all year long, and not only during the busy season.

Have you ever considered working with corporations? I frequently ask this question and the first reaction I often get from spa owners and managers is that I’m crazy—or at least very creative and inventive.

It is possible for you to grow your business all year long, gain new clients every day and charge more with less time spent on servicing your clients, all by offering just a handful of services to corporate clients. These three steps will help you get started working with corporations as part of their workplace wellness programs and skyrocket your sales.

Understand Corporate Needs

To start working with corporations, you need to understand who they are and what they need. They are usually focused on growing revenue, cutting costs and taking care of their most valuable assets, i.e., their employees.

Corporations will be more than happy to work with you, if you show them that you can help improve their employees’ well-being and productivity, which will grow the company’s revenue faster and more efficiently. The key to success is to understand who their employees are and what challenges they face.

If you have not worked at a corporation before, contact your friends who do and ask them: What are they struggling with at work? What keeps them up at night? What issues do they experience during their workday? What health and wellness problems do they experience?

The most common response you will get is that they frequently suffer from stress, anxiety, overwhelm, overwork, burnout, lack of focus, insomnia, jealousy, depression, anger, poor productivity and lack of energy. On top of that, you will learn that their body aches, head spins, neck is stiff and more.

These issues also depend on the job the people perform. People who spend eight hours working in construction will experience different problems from those who spend eight hours behind a desk.

Create Irresistible Services

Once you understand what the needs are, focus on creating services that will fix specific issues—at the right price.

For example, many companies organize wellness days, so consider what services you can provide for their event. These employees’ well-being initiatives are organized once a month, once a quarter or once a year, depending on the company size and budget. They are usually organized in their office location, which may give you more options to consider based on the available space.

You can offer a variety of services, such as neck massage, hand and arm massage, reflexology, face massage, acupuncture, acupressure, manicure or pedicure, breathwork training and more. Give them a choice, selecting three to five services from your menu.

The key to success is to price your services accordingly. Some of my corporate clients in the past paid $450 per hour, for example:

• Six hours for two reflexologists and one massage therapist, total: $1,650
• Six hours for five reflexologists and two massage therapists, total: $3,850

A total of $5,500 divided by 12 hours equals $458 per hour.

Rediscover Your Database

Your starting point for finding your corporate clients should be your existing database. The easiest and fastest way is a survey. Use your email marketing system to ask clients if their jobs

offer wellness services and, if so, will they do you the favor

of making an introduction to their HR team? Once an introduction is made via email, set up a call or meeting with the person responsible for their workplace wellness program to discuss options for how you can collaborate.

The key to success is to find the right point of contact. It’s usually someone in the HR department, but HR teams can be large; ask for the person responsible for benefits or corporate wellness. Many firms create internal wellness teams responsible for creating and facilitating internal wellness events, so you may want to ask for them as well.

Some corporations may already offer wellness services, so initially it may seem like they won’t be interested. Remember that your services complement theirs, and that’s how you should position yourself for success. Don’t be shy; offer to help them support their employees in reaching their health and wellness goals faster and more efficiently.

I spent 20 years in corporate America, and I experienced all of these issues firsthand. I’m telling you: Now it is your time to shine! Spas can bring more value to corporations and their employees than you think. Your services are a part of a huge trend called wellness! They will be open to talk to you now more than ever, so don’t hesitate to help their employees and boost your bottom line.

Edyta Satchell, founder and CEO of Finelle.com, is a renowned corporate executive, speaker and wellness practitioner. A certified integrative nutrition health coach who has more than 20 years of global travel leadership experience, Satchell helps spas rejuvenate their revenue with customized, modern and comprehensive sales programs targeting frequent travelers.