Issue link: https://www.massageandbodyworkdigital.com/i/135515
business side cuts into it; for best results, I'd like you on the table when the session starts (meaning, on the table at 11:00 a.m. for an 11:00 a.m. appointment, so probably get here by 10:50 a.m.); an hour massage will be 60 minutes if we start on time," etc. You don't have to be militant about it, but you can explain that you want to do your best for them and this will help. The least confrontational ways to do this include posting a sign at your reception area or printing up handouts with these details and giving them to all clients. You can always say, "I've had a few folks that have been tardy," without giving up any names. Now, here's a challenge we might need to call in backup for. Rosemary's challenge is "keeping up with social media (Facebook/Twitter)." Oh, Abram … Abram Herman, ABMP Social Media Coordinator Abram Herman, ABMP Social Media Coordinator: Thanks, Les. Keeping up with social media for your business is all about choosing to make it a priority. In the same way that you set aside time for SOAP notes, taxes, and other business essentials, you should also make a conscious effort to set aside time specifically for social media. Spend one hour a week coming up with content to post throughout the week, and you won't have to come up with something new and creative each day. Once you've created your content calendar, you can even find tools to schedule your posts so they go out automatically, without adding daily work. LS: Thanks Abe! Here's a challenging one: Tori wants to know how to get people "taking what I do seriously" and understanding that regular massage is beneficial to their health. She points out, "It is widely considered a beauty treatment or a luxury, not a preventative healthcare measure." Rebecca said this is a challenge for her as well, but from a slightly different perspective: "Trying to convince people that massage therapy shouldn't be a oncein-a-while treat, but part of their lifestyle. I think some people take better care of their cars than themselves!" KC: Why do people take better care of their cars? Because they know what will happen if they don't. When we're talking with clients about the benefits of regular bodywork, we need to put ourselves in their shoes. What do they need to know to make this decision that affects their time and money? They want to know what's in it for them. It's our job as bodyworkers to tell them! As Les mentioned earlier, use benefits-based language and tailor your message to each person. If they get headaches, stress the benefits specifically for reduced headache occurrence. You may need to do some research to arm yourself with data. In compelling language they'll understand, tell them exactly why regular bodywork is better for them than sporadic sessions. Be confident in your delivery; if you doubt what you're saying, so will they. And you get the last one, Les—a basic, but important, challenge. Carla states, "When it rains, it floods. Everyone calls at the last minute!" LS: I view this as a happy problem. If your biggest challenge is too much business, that's OK. My first question is, "Is it the same people every time?" Then, we have a training issue, like our previous tardy clients. Many people schedule at the last minute because that's how they live their lives, and also because that's when they feel "broken"—"My back's out, can you fit me in?" If it's random, we need to think about changing people's expectations and behavior, and we do that through education, but also reward. What behavior do you want to encourage? What lead time do you want? Are you willing to reward your clients for doing what you want? "Book a week out and receive a free foot scrub!" Thanks to all for your input, and we hope these ideas help! Les Sweeney, NCTM, is ABMP's president and resident blogger. Contact him at les@abmp.com and read his blog on www.abmp.com. Kristin Coverly, RMT, kristin@abmp.com, is an ABMP education facilitator who teaches workshops for therapists and instructors across the country. Both are massage therapists with business degrees who care about you and your practice. Want more? Check out their ABMP BizFit video tips on www.abmptv.com. www.abmp.com. See what benefits await you. 31