Issue link: https://www.massageandbodyworkdigital.com/i/465652
them in decisions that affect their health and gives them more control over their own success. The front desk team, if applicable, is only able to reschedule based on what you do and what you tell the client to do. Therapists need to be able to provide specifi c recommendations for the types, duration, and frequency of sessions, and support those recommendations with the necessary skills and education. A needs-based approach is a win-win-win approach for the client, therapist, and business. Assigning homework for the client to complete before the next session is also important. This will vary depending on your education, experience, and scope of practice. It could be stretches, strengthening exercises, or postural awareness. If you do not have the training to assign this type of regimen, the client's homework can be consulting with a specialist you recommend, such as a chiropractor, personal trainer, physical therapist, or other health-care professional. It is important to have a network of professionals to which you can refer your client. Your referral network will also assist in generating additional clients for you and add to your professional credibility. YOU ARE THE EXPERT Clients come to you for help and relaxation. They see you as an expert in the fi eld, so explain to them the benefi ts of getting regular massage and how often they should schedule for maximum benefi ts. ASSIGN HOMEWORK Tell your clients what they should be doing at home between sessions. Follow up with them before the next session. Did they do the homework? How did it work? EDUCATE THEM Client education is crucial to the success of a practice. To be able to educate your clients with current, evidence-based information, you need to be current with your own education. Continuing education seminars are important to you and your business. PLAN THE SESSIONS Develop action plans for your clients. How often do they need massage? Once a week, twice a month, monthly? What should those sessions include? SET THE EXPECTATION Do not ask your client to rebook; make it an expectation. Every client should leave the offi ce with an increased knowledge of their session, a reminder on the importance of drinking water, homework, and their next appointment scheduled. After your client gets dressed and exits the massage room, you should greet her with a bottle of water and ask how she feels. I personally bring two bottles, one warm and one cold, to give clients an option. While you walk your client to the front, ask her about her body as she moves: "Does your hip feel better?" or "Move the shoulders—how do they feel?" This will help the client bring awareness to her body and to the effects the session had. DEFINE THE NEXT STEP Rather than simply asking your client to rebook, set an expectation. You have provided a top-notch service, educated the client with information specifi c to her needs, and developed a plan for the session; now let her know the next step. There is a big difference between "Would you like to schedule your next appointment?" and "Let's schedule your next appointment two weeks from now so we can continue the pain management and improvements in fl exibility." Keys to Closing the Massage Session WALK YOUR CLIENT TO THE FRONT DESK Due to time constraints and back-to-back schedules, many therapists only walk their clients to the lobby, not to the front desk. 56 m a s s a g e & b o d y w o r k m a r c h / a p r i l 2 0 1 5