Issue link: https://www.massageandbodyworkdigital.com/i/434495
24 m a s s a g e & b o d y w o r k j a n u a r y / f e b r u a r y 2 0 1 5 7. SALESPERSON LS: We have learned from surveying over the past several years that a majority of our responding members would like more clients and/or sessions. In general, there is a feeling that there is room for growth in the adoption of massage in the United States. So how does that happen? A Super Bowl commercial? Research showing regular massage removes belly fat? News flash: I'm proof that one isn't true. So how do we increase massage's popularity? Well, you're a good start. How much do you sell massage? How much do you sell yourself? How would you rate your "convincing" skills? We know the true value of massage, but many clients or potential clients don't. It's your job to get them on board. I've welcomed students to the profession for years by stating, "Congratulations on your career in sales!" This usually elicits a few frowns and/or terrified looks. And selling gift certificates can't be the only source of revenue. Repeat business is where it's at. Sell your clients on regular bodywork—once they get it, they'll get it. 8. EDUCATOR KC: Think that just because you don't teach in a massage school, the educator role doesn't apply to you? Think again! This one goes hand-in-hand with your salesperson role. Through your marketing messages and conversations with clients, you're constantly educating people about the benefits of your modality. Before clients make the decision to see you for a session, they need to know what's in it for them—how will they benefit? What can they expect? What is myofascial release? How is that different from Thai massage? It's your job to tell them. Our greatest obstacles to people receiving our work on a regular basis are time, money, and not understanding why they need the work. Through education, you can move a session with you up your clients' priority lists by making sure they know the benefits are worth the time and money. You know that a massage with you is worth adding the one-hour appointment to their busy schedule and is a smarter choice than one more dinner out, but do they? 6. LISTENER/OBSERVER KC: When ABMP surveys consumers about massage therapy, one of the main reasons they tell us they don't go back to a therapist is they didn't get the massage they asked for. We all know how important it is to really listen to our clients when they tell us how they're feeling, what they need, and what they want during their session—and to follow through on what they asked for. In addition to that, you must develop the observation skills that go beyond listening. What nonverbal cues are you picking up? Their gait as they walk into your office? How comfortable (or uncomfortable) they are in the face cradle? Their body's actual reaction to the level of pressure despite what they're telling you verbally? Use these observations to fine-tune your session plan with your client. W need to hone our listening and observing skills so we can give clients the session they asked for (and need) and keep them coming back.