Issue link: https://www.massageandbodyworkdigital.com/i/78617
How many times do you put your hands on someone who has no problems at all—no taut muscles, no stress knots, no trigger points? I assume, hardly ever. Even those people who claim they're just coming in to treat themselves on their birthday have something going on in their body. Don't preach a sermon during the massage. Wait until after the session is over to tell clients what you felt in their shoulders, or comment on how tight their lower back was. It's OK to give them gentle reminders about the cumulative benefits of frequent massage. Remember, people want to ensure they're spending their dollars wisely. I keep printed postcards that offer $10 off the next of timely research articles from PubMed about massage, and mail or hand deliver the packets to local doctors' offices, along with a supply of your business cards and a cardholder. Make it as convenient as possible for the doctor to refer to you. THE FRUGAL CONSUMER The way to a frugal person's heart—and wallet—is to demonstrate value. It's not that frugal people don't spend money; they just want to be sure they are getting something good at a bargain price. It's time for a healthy dose of client education. Just as with the physicians, we have to educate the public—at least that segment of it that isn't already massage-savvy—that they're helping themselves by getting massage. We know the benefits of massage; what we need is for everyone to know them. massage. If a new client, or someone who is very sporadic with appointments, leaves without rebooking, I'll wait a few days and send a card with an expiration date one month from the previous appointment. Often, the reminder and discount are enough to get clients back in. Package deals are another way to appeal to budget- conscious clients. My own package deal is "Buy Five, Get One Free." It cuts the price of each massage down—but I also have the satisfaction of knowing clients will be here for six visits, which is usually enough to convince them to schedule another appointment sooner rather than later. Don't think it is all about discounting, though—it is about educating the client. We've all had those first- time clients who say they've been in pain for days, weeks, months, or even years. They may have the idea that one massage is going to "fix" them. Avoid claiming that you can fix anyone in any amount of sessions, but do spend a few minutes talking pre- and post-session. Let clients know up front that they will likely experience some relief after just one visit, but that in order to see real progress and get back to optimal condition, massage should be a part of their regular wellness plan. Other than "thank you," the most important phrase to offer at the conclusion of the visit is, "When would you like to schedule another appointment?" 34 massage & bodywork september/october 2012