As a massage therapist, upgrading massage services and selling products has always been a challenge. It's a consistent theme with many LMTs in the industry—we' re healers, not sales professionals.
However, much of sales is about perception. It's not completely about selling, but about addressing concerns. How can we fulfill our clients' needs? We should actively listen when completing consultations if we want to exceed their expectations. Listening for key phrases will help you offer products or services that may pique your clients' interests and improve their well-being. Service enhancements can be easy to introduce, and they can increase your overall price per treatment and your client's satisfaction.
Here are three often cited client concerns with add-ons you should definitely try. Not only will you delight your guests, but you'll also boost your revenue. Massage Add-on Opportunity: Suggest a full dry body brush into the service. Use a brush with long, flowing strokes to the heart area before starting the massage.
This increases lymph flow and exfoliates the dead skin, allowing better product penetration. Offer this as an enhancement to normal Swedish massage. Provide the dry body brush as a gift with service or retail it for at-home care. Concern: Client is extra sore and in need of a deep tissue massage. Perform compression massage on the back and shoulders prior to the massage to heat and loosen the muscles. Offer this as an upgrade to your normal deep tissue massage.
Have heated neck and shoulder wraps available in your retail boutique for continued home care. Concern: Client has been traveling, getting over a cold, or has seasonal allergies. Massage Add-on Opportunity: Provide lymphatic drainage to the face, paying special attention to the points on both sides of the nostrils. When your client is face down, put a few drops of the Breathe In essential oil on a moist, heated hand towel in the face rest to ease your client's breathing.
