Page 140 - Massage Therapy School Program

Massage Therapy & Retailing – Presentation Outline
19.
It is imperative that you know your products well. You should be able to convey the proper use, benefits and possible side-effects or contraindications to your clients. Restrict detailed conversation about products to before or after the sessions.
20.
If you don’t follow these points you are treading dangerous waters! Don't overuse products or make product claims that the manufacturer doesn't make or would not support. Don't manipulate or coerce your clients.
21.
The 3 C’s of effective sales are consultation, convenience and compliance.
22.
When your selection of sell-thru products closely relates to treatment, product recommendation becomes easier. Give your clients the power to learn more about maintaining their health and making better decisions. Remember that you are ultimately providing a solution to your clients. When you provide the right products to clients, their satisfaction and the value of your advice increases. This is one reason a thorough intake interview is important. This is also a good time to inform clients about Companion Products/Services.
■ Discuss effective ways to educate clients with literature, brochures, articles, and product testers.
23.
Clients have the immediate satisfaction of knowing they can obtain and use products recommended by a hands-on professional. They do not have to decide between multiple, unknown products on a retail shelf. Clients can make future purchases when they return for treatment. Keeping your business top of mind creates passive revenue that builds the practice. This is all about time management. Most people are extremely busy. This is where even selling an item that they could easily buy elsewhere (like Epsom salts) is helpful. Idea: After their treatments, have clients go to separate area for relaxation with available products in clear sight.
24.
You know what treatments work for clients and what clients can do to maintain better health. However, many services are not completely effective unless you can extend and enhance the benefits you offer in treatment. Self-Care is most successful when clients do what a therapist instructs. When you recommend a product for home use and explain how to use it, chances are greater the product will be used properly. Remember that you are the expert! By selling clients the right products, they can increase their wellness goals.
25.
Tip #1: Choose products you trust and believe in. Conduct product research before you offer products for resell. Read the product information sheets. Talk to other therapists. Ask other therapists about their experiences with different products.
26.
Tip #2: Educate yourself on the products you use and sell. Try a product before offering it in any treatment. Try a product for retail in your practice. Use it on yourself, family and friends.
©March 2012, P05507, Rev. 0