Issue link: https://www.massageandbodyworkdigital.com/i/969285
Signs of Poor Client-Perceived Value How can you tell when clients might not value your work? Signs could include: 1. Frequent appointment changing, canceling, or lateness 2. No rescheduling or referring others 3. Low participation or motivation; passivity 4. Poor results (possibly related to self-fulfilling low expectations) 9 Ways to Communicate Value 1. Communication: Treat each communication as important. Get back to clients promptly and professionally. 2. Logistics and details: Pay attention to the quality and condition of your office, décor, linens, attire, paperwork, website, etc. 3. Professionalism: Practice attentiveness, presence, boundaries, etc. 4. Keep time agreements: Going over your appointed time can communicate that your time isn't valuable. 5. Prepare for each session: Research your client's condition before they come, arrive rested and ready, quiet yourself in advance, etc. 6. Ask your client to "invest" some effort in their work with you. For example, you might have them articulate their desires and goals, work within your scheduling parameters, actively participate (e.g., active movement, simple homework), etc. 7. Charge a price that implies worth. Avoid discount addiction. 8. Show that others value your work. Include testimonials or reviews on your website, ask for recommendations, point clients toward review sites, frame your thank-you notes, etc. 9. Show evidence of ongoing learning and professional development. Tell your clients about your CE studies and share them on your site and social media. Hang your CE certificates in your office. Mean difference in pain ratings (vertical scale), before vs. after placebo, by voltage intensity. Volunteers recruited to test a "new analgesic" pill were instead given a placebo. In response to calibrated electric shocks to the wrist, those who were told they had received a "regularly priced" pill (valued at $2.50) rated their pain as significantly less after taking the placebo than those who were told they were given a "discounted" pill ($ 0.10). Regularly priced placebos reduced pain in over 85 percent of subjects, while discounted placebos (which were otherwise identical) reduced pain in just 61 percent. Adapted from Waber et al., 2008. Chart 1: Pain relief by placebo price A B M P m e m b e r s e a r n F R E E C E a t w w w. a b m p . c o m / c e b y r e a d i n g M a s s a g e & B o d y w o r k m a g a z i n e 101 Watch Til Luchau's "Is Your Work Valuable" video at https://youtu.be/8HFxgHyGulE. Read all of Til's past articles in Massage & Bodywork's digital edition, available at www.massageandbodyworkdigital.com and on Advanced-Trainings.com's YouTube Channel.