Cary Bayer, The Business Coach for Massage Therapists
There’s no time a client appreciates massage more than the moment he leaves your table. In my role as business coach for massage therapists, I polled some LMTs I started working with, and was astonished to discover that most failed to take advantage of this ripe moment. I’ll explain.
The first question to ask a client who’s leaving your room is, “How do you feel?” Most therapists do. Clients usually reply, “Great.” What almost all therapists fail to ask at this moment is the critical follow-up question–“Would you like to feel this great next week as well?”
This is a two-part question; the first part’s a no-brainer, because everyone wants to feel great. If he normally sees you every four weeks, coming in the following week can be challenging on one or two fronts:
A) Can he financially afford it?
B) Does he think he deserves such peace?
Too many therapists make the error of taking responsibility for a client’s financial decisions. So I’ll say it simply, “The person in charge of your client’s financial decisions is your client, not you.” If he can afford it, he may book a session the following week, if he can’t, he won’t. You might be able to help him here if you take credit cards that allow him to pay in the future for the treatment he receives the next week.
As for deserving, help your client see he deserves to feel good—often. You’re a body worker and growth facilitator, inspiring clients to live in greater peace. You’ve nothing to lose by asking your clients if they want to feel great the following week. As Jesus said, “Ask and you shall receive.”