Issue link: https://www.massageandbodyworkdigital.com/i/329694
DS 2 July August 2014 From Pain to Paying from page 1 Turning pain, or "episodic," clients (like a postsurgery patient) into regular clients is a challenge every massage therapist faces. Once the pain is gone or the workers' compensation funds run out, these clients often don't see the point of returning for any more sessions. You need to help them understand why they should make that next appointment. Let the Education Begin What can you tell your pain and injury clients so they will come see you when the insurance money runs out? The fi rst step is to make your education relevant to the client. Is your client with the back injury coming to the end of his prescribed sessions with you? Give him information on research that shows massage therapy alleviates low-back pain, eases medication dependence, and increases joint fl exibility. Relaxation and Stress Release Make it clear that massage can do more than relieve pain. In fact, one of the quieter benefi ts of massage is its role in stress management and relaxation. Explain to clients how stress-related diseases are everyday killers, but massage is a wonderful suit of armor to protect you. Getting massage for relaxation is just as worthy as getting massage for rehab. Impart this simple message: less stress equals longer life. Make It Easy If you want to transition a recovered pain client to a regular paying client, help him make an easy decision. If you haven't already convinced him of the value of rebooking with you on his own, check in with this client a month after his last rehab appointment to see how his progress is. A week later, email him with a "Come Back" promotion that includes a small discount on a relaxation massage, or an extra service (aromatherapy, energy clearing, etc.), along with a note on how you think your continued service might be a valuable component in his health-care routine. You've already developed a good rapport with your pain clients, and you've shown them successful results with your work. That's a good foundation for taking the next step after their pain is gone and getting them in your appointment books regularly. Karrie Osborn is senior editor at ABMP. Turn Gift Certifi cate Clients into Regulars It's wonderful when clients buy massage gift certifi cates for their friends and family. It's not only good business for you, but it's a great way to introduce massage to a whole new group of prospective clients. But how do you convert these one-time, gift-certifi cate clients into regulars? You know you'll provide exceptional service, address their needs the best you can during the session, and help them to feel better than they did when they walked in your door. But your work shouldn't stop there. Remember, this group of clients may include a lot of massage newbies, who, after the session, might think how wonderful your service was and rave about your work … but won't necessarily know it's OK (and customary) to book another session on the spot. Just as you wouldn't assume a new client knows exactly what to do when you exit the room to let her disrobe before her massage, you can't assume that a fi rst-timer will equate that wonderful massage glow with the need to come back for more. Help her answer these questions: • Why do I need a massage? Read more about the benefi ts of frequent massage to make your case: www.massagetherapy.com/Massage-Multiplied. • How often do I need a massage? ABMP members can create customized Client Brochures on these topics, and many more. Log in and look under "Marketing Center" to print yours. Now, ask if she would like to schedule her next appointment. Regardless of her answer, at the very least you've hopefully already secured her contact information (including mailing address and email) when you did your intake. With that information, you can check in with the client about how she's feeling after the session, send her an invitation to join your Facebook page for monthly specials, or put her on your Body Sense mailing list. Body Sense A public education magazine brought to you by The Healing Power of Reiki spring 2014 massage, bodywork & healthy living Spring & Summer Foot Care Skin Breathing Try these scrubs! Ease Growing Pains Through Infant Massage Email this consumer education tool to your clients today! www.abmp.com/bodysense