I suggest you write out a script or checklist of what you plan to say and practice it before the call. Check to make sure it covers all the key points you want to discuss and has some type of closing question such as "I have some appointments available next week. Is Tuesday or Thursday better for you?" or "Are you interested in coming in during November to receive our special rate for returning clients?" You'll also want to have a list of times ready that might appeal to them based on past visits or your availability so that you are able to book them easily when they agree to come in.

Before you begin each call, take a deep breath, relax and remind yourself that the intention of the call is to reach out to the client and let them know you care about them and their well-being as well as their business.  Make sure to keep breathing and smiling throughout the call and to listen for cues about their schedule, situation or need for massage. Feel free to ask questions to clarify their needs and make notes for reference at their next appointment or future calls. And then if it still seems appropriate, ask them if they'd like to schedule an appointment.

I think it is important to remind yourself that even if a client doesn't book as a result of your call, you are in no worse shape business-wise then you were before you made the call. But you have made an effort to improve their health and life through massage and reaching out. You may also have gained feedback about why they have not been back in (finances, job change, going to another therapist, no more back pain, etc.) which can be very helpful and provide insight into their absence or lack of business.

And if they do come in because of your follow-up, not only have you succeeded in filling an empty appointment time, you've also potentially reconnected with a client that will become a regular or a referral source.

Whatever the case, be proud of yourself for making the effort and give yourself a small reward for doing so. Even if that is just a five minute walk around the block or a hot bubble bath at the end of the day, making the effort to stay in touch with past clients and market yourself is something to be proud of doing

Best of luck to you in your calls. I know you can do it!