Issue link: https://www.massageandbodyworkdigital.com/i/494122
F r e e S O A P n o t e s w i t h M a s s a g e B o o k f o r A B M P m e m b e r s : a b m p . u s / M a s s a g e b o o k 25 BUSINESS SIDE What can you do? Know the assumptions and plan your countermove. Younger therapists, be prepared to address professionalism in a job interview. Older and petite therapists, include client testimonials praising your level of pressure in your marketing materials. Challenge: Confidence Almost all female therapists I've met in 14 years of practicing and teaching have struggled with confidence at one time or another in areas ranging from setting rates and enforcing policies to promoting their practice. We get into the field because we love helping people, but the business of helping people doesn't always come naturally or feel super comfortable. Whether you have your own practice or work for someone else, your level of confidence when communicating (verbally and nonverbally) conveys an impression of the quality of your work. If you drop eye contact, lower your voice, and hunch your shoulders when sharing your prices, clients will believe you don't think your work is worth that price, so they won't believe it's worth it either. Is it uncomfortable to ask for money? Yes, it can be. But it doesn't have to be! Set a fair price based on your experience and your local market, and then practice saying it out loud to people until it's easier. This might sound a little wacky, but try it, it works! To increase your confidence in all business situations, remind yourself that what you're selling—your work— helps people. Believe that what you offer is valuable. Trust that you deserve to have a full practice. If you have to "fake it 'til you make it" for a while, that's OK—your confidence will grow. Don't let a little nervousness limit your ability to do what you love. Les Sweeney is ABMP's president and resident blogger. Contact him at les@abmp.com and read his blog on www.abmp.com. Kristin Coverly, kristin@abmp.com, is the manager of professional development at ABMP and 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. To increase your confidence in all business situations, remind yourself that what you're selling—your work—helps people. Challenge: Safety Female therapists also have concerns about physical safety and clients with questionable expectations. We can get nervous when working with new clients in an outcall situation, home office, or isolated office space. My first rented massage room was in a physical therapy suite in a large office building. After 6:00 p.m., the building cleared out and had a slightly dark and eerie feel to it, and no one else was working in my office suite. For a few evening appointments with first- time male clients I didn't know, I turned the lights on in the empty offices and had a friend sit and read in the waiting room during our session so there was someone else present in the space when my new client arrived. Was this absolutely necessary? Maybe not, but it gave me the peace of mind that she was nearby if I needed her and allowed me to focus on the session. You can also set up a buddy system with a friend to check in with each other before and after sessions. Moral of the story: do whatever you need to do to protect your safety and reduce worry. Have a solid phone interview with new clients and, bottom line, be willing to say no if you don't feel comfortable scheduling a session with that person. Most of the time it's a bonus to be a female therapist in our profession. What do you do when it's not? I suggest forming a group with your colleagues to help each other with challenging situations when they pop up. It's nice to have a community to lean on when you need support. Find ways to clear those hurdles so you can keep doing what you love!