Last week, after 13 long months on the market, we finally received - and accepted - an offer on our house! 🎉

The last couple of weeks have been a blur of estate agents, solicitors, and endless paperwork. My most recent task? Choosing a surveyor for the house we’re hoping to buy.

Simple enough… or so I thought.

We were given three reputable, similarly priced, similarly qualified surveyors. On paper, they were identical. And yet, the choice became surprisingly clear, not because of what they offered, but because of how they showed up in those very first moments of contact.

That experience sparked today’s topic, because the lesson is directly relevant to your wellness business and how you attract your ideal clients.

Why today’s insight matters:

• Your clients are comparing you with others

  • …so what you think is a small detail can be the deciding factor

• The difference between you and a competitor isn’t always your service

  • …it’s the perceived value created in that very first interaction

The Tiny Touches That Make You the Obvious Choice

So back to the surveyors…

Same qualifications.

Same service.

Same general price range.

But the moment the phone was picked up, the differentiation began.

One answered with “Hiya…” - casual, distracted, and without a clear indication I had even reached the right person. I instantly felt unsure.

The other two had professional voicemail messages. They called back promptly. They were attentive, prepared, and followed up with branded, helpful emails that made me feel like my enquiry mattered.

NONE of them offered anything extra in terms of service.

But the experience? Completely different.

And here’s the key:

I would gladly pay more to one of the second two - purely because they made me feel confident, supported, and valued.

This is the power of perceived value.

In your wellness business, your clients are doing exactly what I did:

Comparing you with others who appear to offer the same thing.

The question is:

Are you making the decision easy for them?

You don’t need to overhaul your services or add complicated bonuses.

Sometimes it’s as simple as:

• The tone of your first message

• The speed of your reply

• The friendliness in your voice

• The clarity of your communication

• The confidence you project

• The feeling clients get when they interact with you for the very first time

And here’s the beautiful part…

When your presence, communication, and care stand out, price becomes far less important. People will choose you because they trust that their experience with you will be superior.

Will It Work for You?

Absolutely, and here’s why.

Your prospective clients are often overwhelmed with options. When you show up intentionally in that first interaction, you remove their uncertainty and become the “safe and obvious choice.” And when clients feel safe, cared for, and confident… they stop shopping around.

How to Implement This Week

Try one (or all!) of these steps to elevate your perceived value instantly:

• Create a friendly, professional voicemail message that reassures callers they’ve reached the right person.

• Respond to enquiries within 24 hours (or set up an auto-reply that acknowledges them warmly).

• Prepare a branded email template for follow-ups that feels personal and polished.

• Use their name and reference their enquiry so the client feels remembered and valued.

• Share one small helpful tip or resource in your follow-up, a simple gesture that feels like extra value.

• Show enthusiasm and confidence about how you can help them, energy is contagious!

The Key to This Week’s Implementation

Small touches create big trust.

Your first interaction with a potential client isn’t just admin, it’s your first impression, your brand, and often the deciding factor. Elevate those early moments, and you elevate your entire business.

Wishing you a week filled with clarity, confidence, and clients who say,

“Yes, you’re the one for me.”

If you don’t already know me, my name is Emma Lovelock, I run an award-winning Pilates Studio in Hertfordshire, UK and I am on a mission to help other business owners in the wellness/fitness industry become more knowledgable in running a business and to give the tools and systems to make them more money, with less stress and save them time.

RESOURCES FOR EXTRA MOMENTUM

If you're looking to attract more leads, boost visibility, or get your offers in front of the right people - these two tools are a brilliant place to start.

And the best bit? You can get free access for 1 month using my link below.

Ongoing access to this resource - plus hundreds of other expert trainings, templates, and tools - is just £99 + VAT per month after your free trial. No pressure, cancel any time.

Here are two of my personal favourites:

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