Massage & Bodywork

November/December 2013

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Page 23 of 141

There are a number of ways clients may fi nd out about you, so make sure that however it happens, they leave with a good fi rst impression. Should the client call or walk in for their fi rst session, Jennifer McElroy in New Jersey suggests starting off with something as simple as, "Why are you here today?" and "How are you feeling?" This lets potential clients know that your primary concern is attending to their needs and making sure they get what they're looking for out of the session. Pamela Gormish in Pennsylvania has even more specific suggestions for speaking to clients about your work: "I use key words like therapeutic and licensed when introducing myself. I use technical vocabulary, and then repeat it in easierto-understand words. I also explain to each client that I am just a phone call away, should they have questions or concerns, which lets them know that I care about more than just making money." Also, consider the physical appearance of your treatment room and yourself. Your working space should be clean, free of tips & tricks PUT THE RIGHT FOOT FORWARD clutter, relaxing, and generally well thought out and well put together. When considering how to present yourself in terms of personal appearance, some little changes go a long way. You don't need to pretend to be someone you're not and dress up in a doctor's smock or three-piece suit; something as simple as an embroidered shirt with your business name and/or logo on it can show clients that you take your work seriously. "You can have it embroidered on your shirt pretty inexpensively. Even a T-shirt with your logo printed on it can give a more professional appearance," says Michelle Wald, a practitioner in Texas. Lastly, one of the most powerful marketing tools we have in the massage profession is wordof-mouth referral. Not to be underestimated, this "old school" marketing technique probably has one of the highest success rates, since it's a personal recommendation. For that reason alone, and many more, "Never speak badly about a client, to anyone," recommends Gloria Coppola in Florida. "I use the lessons learned from my martial arts training: eye contact, relaxed body language, and a smooth, calm voice." Teddy Martin, West Virginia "Maintain ethical boundaries at all times. Respect who your clients are, and who you are." Jules Wallace, South Carolina "Be knowledgeable and confident. Relate to your clients." Daniel Cohen, California "Encourage people to be honest about where they are—many people are hesitant to really come out with how much pain they are in. I create an environment, both on the phone and in person, that encourages honesty." Therese Schwartz, Oklahoma "Above all, put your cell phone away until the client has left the office!" Rosemary Mezera, Missouri Make sure you connect with us to get your voice heard in next issue's Tell Me … @ABMPmassage mp See what benefits await you. 21

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