Page 139 - Massage Therapy School Program

Massage Therapy & Retailing – Presentation Outline
11.
Clients like purchasing products from you and appreciate the convenience. They expect you to have first hand experience or thorough knowledge of the products and trust your recommendations.
■ Ask students to list other reasons clients would purchase products from a therapist.
12.
Employers expect therapists to sell products. They know that retailing is a critical element in client satisfaction and rely on the income generated by product sales.
■ Discuss other reasons or expectations of employers.
13.
Some of the concerns that a massage therapist may have is that they feel their job goes beyond touch. They may have concerns about having to “push” products. They feel they don’t have enough time between sessions to sell products. Therapists may have a lack of training in product knowledge and application. Some feel that they don’t have input on products carried. And some products are not within the therapist’s scope of practice.
■ Ask students to list other concerns.
14.
There are many types of products that can be retailed in a therapeutic environment; here are just a few ideas.
■ Pass out samples.
15.
Here are some more.
■ List and discuss other product ideas that students may have.
16.
It is important to consider carefully which products to sell. When choosing the right product, choose one that is NOT commonly sold, unique and if possible, is an extension of your work. It should have a reasonable profit margin, be beneficial, is something you believe in, and is something that your clients need or want.
■ What are the products that are carried elsewhere but you can stock it for your clients’ convenience?
■ What products would you like to see where you get massages?
17.
Ethical product sales involve providing clients with easy access to high-quality products that enrich their well-being. You should only sell products you know are reliable, suitable for use by your clients, within your scope of practice, are a natural extension of your business and congruent with your image.
■ What types of questionable sales approaches have you experienced? ■ How can you ensure that you do ethical sales?
18.
As a massage therapist, a power differential exists between you and your clients. Clients assume that you are the authority, and they may feel influenced to purchase products out of a need to please you or because they think you know best.
■ Describe a scenario that illustrates taking advantage of the power differential. ■ What can you do to reduce the power differential?
©March 2012, P05507, Rev. 0