A stressful day or a period of anxiety can lead clients to your massage table. Sore muscles and joints after a particularly tough day of sports is another reason clients book appointments to get relief. These clients may not be thinking about massage on a regular basis, even though, as you know, the benefits of massage are much greater when clients book them frequently rather than on an as needed basis.
Here is where the importance of educating clients about the ongoing benefits of massage, which includes explaining the distinct types of massage and their goals, comes in. Making education about massage a key to your offering not only helps build business; it also strengthens client relationships. You show your care and concern for the well-being of clients by talking about their needs and explaining what regularly scheduled massage can do for them.
Make education about the client
Educating clients about the benefits of massage starts with learning. The more you learn about a client’s needs the better you can explain what you will be doing during the massage and how the treatment will address their needs. You can discuss the science behind massage and how it can have a positive impact on the mind and body. Keep the conversation as simple as possible, though, so as not to lose a client in a complex explanation.
You have other opportunities to educate clients about the benefits of massage, including your website, social media content, email updates and newsletters. Augment client education with information about distinct types of massage and goals and the latest research on massage therapy, of which there is no shortage.
Today through organizations such as the Massage Therapy Foundation (MTF); National Institutes of Health (NIH), which is part of the U.S. Department of Health and Human Services; and the National Center for Complementary and Integrative Health Clinical Digest (NCCIH), massage therapists have access to an abundance of evidence-based research on the value of massage for physical health and wellness. Research has been conducted in such areas as massage for migraines, cancer, spinal cord injury, recovery from traumatic injury, chronic pain in opioid dependent patients, fibromyalgia, depression, enhanced immune function and more.
Showcase your expertise
Educating clients is also about letting them know about your background and expertise. One of the best ways to do this is to talk about clients you have worked with who had similar problems and how you helped them.
Feature client testimonials on your website and in other marketing materials and social media content. While many clients may be very generous in their praise, they probably aren’t thinking about how their kind words can help you build business. Do not be shy about asking them to become one of your visible “champions.” You may think you are bothering clients, but you will find that many satisfied clients are more than happy to provide a testimonial to help you boost business. In fact, in some cases clients who have their own business may find participating in your marketing is an effective way to get their name in front of potential customers. Do not use clients’ name, however, or in other ways suggest who they might be.
Keep education ongoing after session
Education about the benefits of massage should not stop after the session. Offer recommendations for at-home exercises clients in between sessions to keep up the benefits of massage.
Other recommendations may have to do with ergonomics, such as changing the height of their chair or adjusting the height of their computer keyboard. How to get more quality sleep, meditation to reduce anxiety, even foods they should eat for diet and energy are other areas to discuss as part of client education.
Consider developing handouts to give clients on these assorted topics. Also have a FAQ session on your website. You can direct them to websites or blogs that you follow as well. If you come across an article that reinforces your message about the value of massage therapy, send it to the client in an email or text with a message. Ongoing education and outreach let clients know that you care about their well-being and that you want to partner with them in addressing their issues.
When you educate clients about massage and recommended therapies, you become an advocate for their well-being. The more they know, the more invested they become in the sessions, which encourage them to schedule appointments on a regular basis. They also can help you by sharing their knowledge about the power of massage with others, thereby boosting your business.
Knowledge is power. By educating clients, you are helping to empower them to take charge of their health and well-being.