The following article is adapted from a piece I wrote for a local entrepreneur magazine in San Diego.

Giving massages should be such an easy business. Everyone LOVES getting one,right? But - when was the last time that you actually paid for a massage? In fact, only 19% of Americans have received a massage in the past year. (Massage Therapy Industry Fact Sheet, 2018). Being successful in this industry isn't easy. Here are my tricks for listening to our customers, focusing on our actual value, and interacting in public. 

Listen to Our Customers

Obvious advice? Not for me. I have a sarcastic voice in my head that labels advice from clients as ‘too much work’ or ‘not relevant.’ Knowing this voice exists and overriding it has improved my business in little ways that make a big difference. 

A client recommended I use music in my treatment room. I downloaded an app and use it in my studio and at client’s homes, making my customer’s experience feel more upscale. What tiny additions to your service can improve the client experience?

Making connections starts with having updated business cards and always having business cards in my wallet and car. Asking a fellow health professional for THEIR cards so I can refer my clients to them is a great way to deliver value to someone that might refer clients to ME.

What People ‘Think’ We Do

What I do for a living versus what people THINK I do for a living. This is a common challenge for many professions, including real estate, coaching, and financial services. 

My elevator pitch? I provide lymphatic massage for clients to reduce swelling after plastic surgery and with a diagnosis of lymphedema or lipedema. Having a quick intro gets to the point and shares my specific expertise to dispel any ideas that I give a “relaxing rub down.’ 

I recommend setting the tone for an interaction by saying more than just our job title. Who do we serve and how do they benefit? Knowing the answer to those questions will allow someone to recommend us with confidence. 

Put Ourselves Out There

That little voice in my head tries to scare me when I try to give a presentation or network. I tell my little voice that I’m going to do it anyway. Sure enough, I’m always happy I attended. 

I give presentations on women’s health issues and I have found that using plenty of visuals makes the talk seem more ‘fun.’ I also tell stories and bring my box of recommended books and tools. How can you use ‘show and tell’ to get your message across? 

I believe that everyone at networking meetings is just intimidated as I am, so I just walk right up to people and join the conversation. How many opportunities are lost because we are too scared to say hi?