Issue link: https://www.massageandbodyworkdigital.com/i/72121
By William J. Lynott It's a simple, declarative sentence containing only nine words, but it reveals one of the most critically important secrets of business success: people like to do business with people they like. The message is obvious, perhaps, but ignored too often in today's high-pressure business environment. When it comes to a highly personal and sensitive service, such as that provided by a massage therapist, likability can spell the difference between failure and success. So how does a therapist achieve the kind of likability score that will help build a successful career? In her book The 11 Laws of Likability (American Management Association, 2011), author and adjunct professor at New York University's Stern School of Business Michelle Tillis Lederman provides step-by-step guidance for improving your likability quotient. Here's a capsule review of her advice. THE LAW OF AUTHENTICITY To be likable, you must learn to be your true self. "The real you is the best you," Lederman says. Lederman suggests that trying to be someone other than who you really are is a major hurdle on the road to likability. "Authenticity is who you are—your honest reactions, your natural energy," she says. "Sharing what is real about you is the key to building a real relationship with others." THE LAW OF SELF-IMAGE The importance of self-image for a massage therapist is obvious. Imparting a feeling of confidence plays a key role in a client's reaction to treatment, and a strong self-image is the foundation for self-confidence. Celebrate ABMP's 25th anniversary and you may win a refund on your membership. ABMP.com. 83