Issue link: https://www.massageandbodyworkdigital.com/i/557366
No. 1 Obstacle: COST This is one we hear often. While it is true that some people truly cannot afford regular massage, many people can. We spend our money on what we consider valuable. Potential clients need more education on the valuable benefits of massage to truly appreciate the cost. People are happy to spend their money when they feel they are getting something valuable in return. We don't always buy the cheapest vehicle, food, medicine, clothing, or place to live. Why? We want a good value for our money. Let's consider a car. We want reliability and safety. We want it to start when we get in on a dark and cold night. We want it to keep running until we make it home safely. We don't want to have to keep taking it back for repairs. Saving some money initially can end up costing much more over time. Massage is often inaccurately depicted as a luxury for the wealthy. We all have some things that are considered luxuries. Can you live without a cell phone? Yes, of course. Now try to convince somebody to give up theirs. Good luck. Health is not a luxury. When you present a clear vision of what is possible—a good night's sleep, pain reduction, stress relief, feeling good enough to do the things you want to do in life, the list goes on—people will change their view of massage. Toss in the possibility that clients may not need to buy as many pain relievers and may have fewer doctor visits, and massage could actually save money for some people. Not every massage has to be an hour long with add-ons that increase the cost. Consider offering shorter sessions that cost less. Eventually, some clients will realize the benefit of longer sessions and move toward them, but even a short massage can be an enormous benefit for a great number of people. Also, discount packages or plans can save customers money while providing you with regular clients. Having a regular client at a small discount may be better for you than seeing that same person once in a while at your regular price. Frequent massage will also give your client better results than occasional sessions, further demonstrating to them the value of the work. No. 2 Obstacle: TIME You have heard "I would get a massage, if I had the time" or some variation of it. There are some things in life that require our time, like work, home, and family responsibilities. Time is limited and you can't get it back once it's gone. We do have some leeway in how we spend part of our time. People make time for what is important to them. Therefore, we must educate our clients on why massage therapy is worth their Additionally, explain that shorter time periods are available. Some people benefit greatly with just a 30-minute massage on a problem area. Shorter sessions still provide relief from pain and reduce stress. If you have your own business, be creative and offer something even shorter that allows clients to get in and out in less time, while still providing therapeutic benefits. Consider offering a short lunchtime or after-work session that allows clients to get what they need at a convenient time of day. Chair massage can be offered at a variety of places: a workplace, a gathering such as a festival or event, or your office. Ten minutes working on a stiff neck can make a big difference in the rest of the day for that person. Consider having a set walk-in day to provide short chair or table massages. No. 3 Obstacle: GETTING A MASSAGE IS WEIRD Taking off most or all of our clothes and letting a virtual stranger touch us is not something we commonly do. This hesitation can be overcome by giving a complete explanation of what to expect, which is addressed further in the next section. Emphasize that what a client wears or doesn't wear is completely up to that person. Let them get to know you and your training and licensing. Having this information available conveys your professionalism and expertise. Make time for people to meet you in person at your office or at an event. Give one of your current clients a reason to bring somebody with them to get to know you and ask you questions. A brief chair massage is a safe way for them to experience how it can help. We allow touch by other professionals: doctors, dentists, nurses, and hair stylists, to name a few. Touch can occur without any sexual 88 m a s s a g e & b o d y w o r k s e p t e m b e r / o c t o b e r 2 0 1 5 time. Again, make sure they understand the benefits massage provides. Help them realize that while an occasional massage feels good, they can make real progress toward feeling great by coming in regularly. By planning their next massage, they are making a choice to take care of themselves. If possible, offer a flexible schedule to be available for clients when they have the time. Of course, you can't be on call 24-7, but you can offer some evening or weekend times based on your and your clients' needs.