How to Sell Massage to Employers
By Jean Shea on Jun 19, 2014
Are you looking to expand your massage services to the corporate market? Many companies offer corporate wellness programs that include fitness; healthy workplace food choices; educational seminars on diet and weight loss; and chiropractic, chair massage and other physical therapies.
With wellness programs providing companies a return on investment (ROI) of $3.27 in health plan dollars saved for every dollar invested, according to a Harvard study, you would think most companies would jump on the wellness program bandwagon. The Harvard research suggests that many still are unwilling to make the investment. However, there probably are several companies in your market area that currently are offering employees a series of wellness options and others that could be persuaded to offer massage once they understand the benefits – both to employees and to their bottom line.
Develop a Business Plan
Start your corporate market program by developing a business plan. Define what services you want to offer the corporate marketplace and what benefits they provide. Find out as much as you can about who currently services the local corporate market with massage – on site with chair massage or in their establishment. Identify your unique selling proposition that makes your service offering stand out.
Next, get to know the companies in your area that are appropriate targets. You already may have contacts at these companies who can give you more information on what wellness programs are being offered and/or introduce you to appropriate internal contacts, most likely the director of human resources. If you don’t have contacts, network to develop them. Attend local business events – such as those offered by the local Chamber of Commerce - to build out your network.
You also may find appropriate groups though social networks such as LinkedIn whose members can offer advice and open doors. You might even want to start a discussion about company wellness programs and massage in your LinkedIn groups, as appropriate, to find out what is being offered, how companies view these programs and what some companies would be willing to provide. The input can be helpful in preparing for company presentations.
Create a Presentation
Have something prepared to review with companies when you can get in the door. Develop a slide presentation or short video highlighting the benefits of massage in the workplace by lowering stress and improving health to boost productivity and reduce the number of days employees call in sick. Include what kind of massage you offer and testimonials from clients, if possible. During your meeting ask a lot of questions so you can come back with a more targeted proposal, including costs.
Expand your marketing to look for opportunities to guest blog on the topic of corporate wellness, with the emphasis on massage. Even contact your local newspaper to see if they would be interested in doing a story on the topic and offer yourself as a source on massage.
Also consider partner marketing to boost your visibility among local companies. Work with a local fitness center to offer companies employee discount membership packages and a package of massage sessions.
As you reach out to companies, think partnership. While you are expanding your business, you are helping them become more desirable employers by expanding their benefits to employees and reducing health care costs. It’s a natural win/win.