This post a while back from Living Earth Crafts of Taking the 'Sales' out of Retail was a great reminder for me. As a massage therapist, I got in to this line of work to help people, and in general I am turned off from "selling" and I don't think of myself as a salesperson.
This line in particular struck me as crucial: try making it less about sales and more about the client’s health.
The fact is, clients see us as experts and are looking to us for help. If we keep this in mind, selling actually transforms to simply helping our clients (which is what we're trying to do in the first place, right?).
Here's a few tips to help:
- Be passionate about what you're selling.
Only carry products you truly believe in. Have your heart in it.
- Be knowledgeable about the product.
- Show your client how this product can help them.
- Be honest.
Here's a few products that I have available for purchase for my clients because I believe in them:
- Mother Earth Pillows
Seriously. I just love these. And so do my clients.
- Sombra Cool Therapy
I actually had a sample jar from a convention that I started using in sessions, and clients loved it so much they asked me where they could buy it. So that was just a natural progression to having it available for them!
For clients who I think could benefit from this - I send it home with them to try and tell them they can pay for it at their next session or bring it back if they didn't like it. No one has ever brought it back.
These are great to have handy at the studio for myself, too!
*BTW, I'm not an affiliate for any of the above companies. I will not benefit at all if you purchase from them, I'm simply sharing because they are products I carry in my massage studio and feel good about selling them!
What products do you love and have available for your clients to purchase?
Cindy Iwlew is co-founder of Bodywork Buddy Massage Software, a complete online management solution for independent massage therapists that includes online scheduling.