Issue link: https://www.massageandbodyworkdigital.com/i/68012
BUSINESS SIDE Allow clients time to fully express their thoughts about what they need from each session. Even if you plan to offer alternative suggestions, show respect to the client by listening to her thoughts about what she feels needs to be done. SINCERITY In the course of our daily activities, it's easy to fall into a pattern of superficial contacts with friends, family, and clients. If you listen carefully, you'll be able to hear actual examples, like this exchange I once overheard between a business owner and an employee passing in a hallway: Employee: "Good morning, Mr. Smith. Looks like we're going to have a nice day." Boss: "Fine, thank you. And how are you?" One of the most effective ways to develop and demonstrate sincere interest in your clients is to take the time to find out something about each one, and then follow through from time to time with questions that show you care. ENTHUSIASM I don't know about you, but I'm not comfortable with people who never seem to display any sort of emotion. A flat, guarded personality is difficult to read and difficult to trust. Since you're never quite sure of that person's reaction to what you say and do, it becomes almost impossible to build a trusting relationship. On the other hand, people who aren't afraid to display genuine enthusiasm over things that excite them generate an open image that suggests honesty and interest. One of the easiest ways to demonstrate enthusiasm is to smile. Smiling is easy to do and it's a proven way to smooth the path to trust in any relationship. FOLLOW-UP On both a business and personal level, few characteristics are as capable of building a level of trust as effectively as a reputation for following up. If you say you'll get information for someone, get it. No matter what, get it. If you say you'll look into a problem, do it. Any successful person can tell you that a reputation for poor follow-up will be a serious, perhaps deadly, impediment in a career. This follow-up extends to counseling clients about the benefits of continuing bodywork. Give them a chance to rebook immediately after a session. If they don't, make courtesy calls to check in on them and offer additional appointment times. And, it is worth repeating: don't overlook the critical importance of following up on promises. Always remember: a broken promise is an almost certain path to client alienation. Smiling is easy to do and it's a proven way to smooth the path to trust in any relationship. A SOLID REPUTATION You get the idea. Thousands of additional words could be written on the subject of building trust, but most of the basic elements are contained in these few paragraphs. It's no secret: building a reputation for trustworthiness is a tough, never- ending job. Nevertheless, it's a critical element in professional success. While it can be difficult to win it, trust is surprisingly easy to lose. Every time you stray from the basic principles outlined here, you chip away at the trust others have in you and in your practice. consultant and corporate executive who writes on business and financial topics for a number of consumer and trade publications. His latest book, Money: How to Make the Most of What You've Got, is available through bookstores. You can reach Lynott at wlynott@cs.com or www.blynott.com. William J. Lynott is a former management visit massageandbodywork.com to access your digital magazine 25