Selling Massage, Birthday Cake & 100 Diet Cokes – Huh?
“Please daddy.”
“Pretty please daddy!”
“Pretty please daddy with birthday cake on top!!!!”
“Pretty plllleeeeaaaassse daddy, with birthday cake and 100 diet cokes on top!!!!!!!”, my youngest daughter pleaded with me in our backyard, clawing at my t-shirt to throw her in the air again.
Oh, how savvy (and relentless) these little ones naturally are when they want something, right?!
My daughter knows exactly what my vice is – those nasty diet cokes – and used it quite nicely, I might add, in her quest to get one more toss into the air.
“Alright, come here”, was my “aw-shucks, daddy-is-too-weak-to-say-no-to-that-kind-of-request” response to her.
And up in the air she went again.
As I caught her one final time, both of us giggling and laughing, then sending her on her way, I began to think about what just happened and how it so perfectly appplies to selling massage therapy.
I mean think about it…
My daughter just persuaded me to do something – that I wouldn’t have done if she didn’t – in a way that left me feeling better afterward and thankful I did in fact do it.
Isn’t that exactly how we would want your massage clients to feel after investing in a nice big massage package with you?
Funny thing is, that final 30 seconds with my daughter reminded me of 3 critical principles that must be in play if you’re ever going to comfortably and effectively sell more and more massage to people (without it feeling like selling).
When you include these 3 principles in conversations with clients and prospective clients about purchasing massage with you, your sales are almost guaranteed to go up. Way up!,
Let’s look at how my daughter used these 3 principles in her “persuasion” of her daddy, and how they can then be applied to the selling of more massage for you.
First, there’s no doubting my daughter had PASSION for what she wanted. And, she had no problem letting that passion show through in her communication with me.
How’s your passion level?
How passionate are you when you speak with clients and prospective clients about purchasing more massage with you?
Remember, passion is not only contagious, it also shows how much (or little) you believe in what you’re saying.
Like the saying goes, “It’s not what you say but how you say it!”
If you lack somewhat in the passion department, give this a shot…
Prior to talking with clients about purchasing more massage, with you, remind yourself of the benefits your client stands to gain or lose by the decision they make to your proposition.
Think on a personal level about it.
Allow yourself to think emotionally about it.
Get fired up, for crying out loud, about how you can truly impact your client’s life for the better!!
Next, my daughter knew exactly what made me tick (specifically in this case – what I like – Diet Coke) and used it in her “presentation”.
When you’re presenting a massage purchase to clients and prospective clients do you know what makes them tick and what they want?
Do you use that information as part of your “massage presentation”?
If not, you’re “massage sales” efforts will never be as effective as they could be. Not nearly!
Why?
Because selling massage… like selling anything… is about stirring up emotion in people. It’s NOT about presenting logical facts about the medical and health benefits of bodywork!
Not even close!
It’s about uncovering what people really want to gain from massage with you, then showing them how you can give it to them.
It’s about finding out what people are really looking for from a massage experience. Then, showing them how they can experience it with you.
It’s about talking to clients and prospective clients about THEIR needs, THEIR desires, and THEIR wants.
Then, painting a picture for them showing what their life will be like after their massage purchase with you.
If you’re having a problem doing this with clients… well… go back up to the first principle we just covered and read it again, and again, and again, and then, again!
Lastly, my daughter didn’t stop asking me after just one rejection.
Not a chance.
As a matter of fact, I don’t think either of my daughters have ever asked for something once, gotten a “no”, and then didn’t elaborate on all of the reasons they thought their request should be granted.
How many “no’s” does it take to shut you up and get you to stop sharing the benefits of massage with a client or prospective client?
Do you get one “no” and end the presentation?
If so, you are leaving a tremendous amount of money on the table in your practice.
And, more importantly, you are only helping a tiny percentage of the people you could be with your bodywork!
In fact, I’ll say it this way…
When you stop asking for the “sale” after just one “no”, you are do your clients and prospective clients a gross disservice.
Why?
Because they really do need massage with you and its benefits!
And, to not pull out all stops to show them why, and to get thrown off by one “no”, is just crazy!
Would you accept one “no” if someone you cared about was driving towards a cliff, and they didn’t know about it, and you tried to persuade them to stop driving?
Would you quit on them after just one “rejection”?
I sure hope not.
Nor should you when speaking with people about massage.
You owe it to them to help them see why it’s the best decision for them.
You owe it to them to talk about the negatives of not getting massage, and the immense positives of getting massage regularly.
And, you owe it to them to do it relentlessly.
With passion.
And, with a focus on them – their needs, their desires, and their wants.
Do that, and in the end, you and your client will both benefit big time!
Who knows… maybe the two of you will catch a little giggle in the end.
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