Massage & Bodywork

SEPTEMBER | OCTOBER 2015

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As a massage therapist, you know all about the benefits of massage and could probably talk about them all day. You also know many people don't get massage even though they would benefit from it. Some of them are curious, but many of their questions go unasked and doubts remain unspoken. You can see them thinking, "I would get a massage if …" or "I don't want a massage because …" Having answers for each of the objections voiced by prospective clients is an effective tactic used by top salespeople. They know what might be keeping you from buying that new car or other item, and they make sure they have a well-informed, persuasive response for you. You can do the same while promoting massage therapy without being pushy. You are simply providing information so potential clients can make educated decisions. Many people's image of massage comes from mass media portrayals. Television shows and films use massage to make a point, sell something, or entertain, generally not to provide accurate information about what massage therapy really is. Think about a product you want to buy. If you found satisfactory answers to all of your questions and the product was in your price range, what would stop you from buying? If you can remove the obstacles a potential client may have, you have a much better chance of getting them in for a session. As a bonus, when they do come in and experience your great massage and all of its benefits, they are likely to return—and spread the word. Let's consider some common massage obstacles and the answers for them. 86 m a s s a g e & b o d y w o r k s e p t e m b e r / o c t o b e r 2 0 1 5 Help Consumers Say YES to Massage By Barry Hatfield Overcoming Obstacles

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