Are You Responsible?
Loaded question, I know. But hear me out. Better phrased the question is, are you responsible for marketing if you work for someone else? Without hesitation, the answer is yes. However, most massage therapists take a job working for someone else because they don’t want to do any marketing or feel it isn’t their responsibility. It is. In fact, the number one complaint of employers is the inability of the therapist to sell themselves and the cumulative benefits of massage therapy.
When doors are closed, it is just you and the client. The relationship is established and you are put in the position of authority. I am not asking you to take advantage of that relationship but rather, use it as an opportunity to educate the client about massage, how good it is for them and what specific benefits they can expect to obtain if continued. This is what employers want you to do. During the exit interview, point out what you discovered during the massage and educate the client about ways to combat the problem, including returning for additional massages.
Sounds like sales, right? Guess what, it is. But the term “sales” has a bad wrap because it is associated with BAD sales. You know, the telemarketer or the used car salesman. But good sales happens everyday, thousands of times a day and it goes unnoticed because it is subtle and perceived as sharing information. That’s what you can do. Share information. Ask yourself, do you believe in the cumulative benefits of massage? I hope so and if that is the case, “selling” massage to others should be genuine, if not easy.
Make your employers happy and talk about massage benefits during your exit interview. The clients will benefit, you will be busier, your employer will be happy. So to answer the question, are you responsible? The answer is YOU BET.
Stay focused.
I have been a bodyworker for over 28 years and even when I worked for a chiropractor and medical doctor, I taught other therapists and the front desk receptionist how to market. To let clients know why massage therapy is essential for health. How to gently encourage clients or patients to schedule their appointments in advance so they can have the date and time that is appropriate for their needs. It works!Even now in this “down” economy, I am booked weeks in advance. I utilize my clients to “sell” my work. I give each client a “packet of information” which includes brochures and my business card and I then ask them if they know of a family member or friend who could benifit from my work. Almost always they do.Marketing in any form is essential for any business to thrive. Also, education is so important in staying ahead…learning advanced techniques has allowed me to help people in ways I never imagined were possible.Thanks for the article.
I think the “mantra” of “Share Information” is one of the most helpful tips in this post.I tell the same thing to my members in my Internet Marketing Coaching program.I also like to tell my members that they if the focus on educating their clients, they remainpassionate about what they do, and less self conscious about sounding “marketing-ish” or “salesy.” And I also inform my members that if they are optimized in the search engines, they don’t have to sell anything. The “searcher” is already buying in! Are you findable online?Reid Peterson, Foundergrowthinharmony.comHow to better market your services on the Internet
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I can’t tell you how much aftermarket products I’m responsible for the sale of, just by offering the use of a sample portion on my clients during sessions!… and my hands and arms get free treatments a the same time!! Fabulous!!!