Even though there are industries where consumers aren’t surprised to find a sales representative urging the use of the company’s products and services, most shoppers appreciate the non-pushy approach. Promoting your business in this preferred way is both an art and a science. Take a further look to see how to sell for the non-salesman:
You have to be 100% self-assured in what you offer your potential clients. Consumers want to do business with professionals who can give them the best bang for their buck. If you sound unsure of your talents or aren’t articulate and professional in your explanation, clients won’t put their trust in your abilities. Continuously perfecting your craft increases your confidence that will make a world of difference to your new and potential clients. After you’ve completed your formal certification and training, it’s imperative to stay up-to-date on what’s new and changing in the world of massage therapy. Learn new techniques and ways to better your business to increase your clients’ trust that you’re willing to stay one step ahead of the competition.
Keep It Genuine
When you explain your services to others, it’s important to listen carefully to the individual needs of each client. Tell them how certain techniques help with their specific issues. People are more receptive to that approach than just a generic sales pitch. And most importantly, be genuine. Show your audience that you care, and keep the tone as conversational as possible. Ask questions for the benefit of both parties to show that you want get to know them better. If it doesn’t feel like you’re trying to push something on them simply for the money, they’re more likely to hear you out and engage in the conversation.
By knowing all you can about your industry, you’re more prepared to handle any skepticism people might have. You should be able to answer almost any question that comes your way. If you don’t know the answer, a little research should do the trick. Be sure to gather any relevant contact information to keep the conversation going while providing useful knowledge. It also shows that you care enough to go out of your way to help them find the answers. If they doubt the power of massage therapy, show them testimonials from clients who experience similar pain. Keep pertinent brochures handy to give them tangible information that they can read later. And if you’re really on top of your game, attach a business card to the brochure in the event that they change their minds and decide to book an appointment.
Seal the Deal
The is the hardest part for therapists who don’t like to sound too overbearing. Whether your objective is to book an appointment or simply gather another contact for your email list, take the initiative to exchange contact information. While you don’t want to seem pushy, trust your instincts based on how the conversation plays out. If they aren’t ready to book an appointment at that time, offer them a tour of your practice so they feel comfortable with you before an official visit. Letting them see your practice without commitment helps ease any insecurity and gets them in the door. Once they are there and can see what the massage entails, they are more likely to set up an appointment.
Finish It Through
After any positive interaction with potential clients, do your best to follow up with them to thank them for their time. While it’s great to do so while the conversation is fresh in their minds, be sure to wait at least a day or two. Again, it’s important to be aggressive but not too aggressive! Once an appointment is booked and completed, be sure to send a thank you note to encourage a second visit. Maintaining regular contact with your clients keeps your business in their thoughts. And if your practice pulls through as promised, more and more beneficial and effective word-of-mouth referrals are sure to start rolling in!
- Author: Mark Volkmann
- Published: March 25, 2015