Profit with Products

Profit with Products

Profit with Products

Product sales is a great diversification method, and the profits can defray overhead expenses. In addition, it allows you to provide a valuable service since you have access to many products that aren't readily available to the public. Ideally, you would sell only products that you know are reliable, are suitable for use by your clients and are a natural extension of your business. If you are an employee in a spa or massage center, their product lines might not be your favorites, yet a portion of your salary could be based on commissions.

At times, unethical practices such as pushy sales techniques or misinformation are associated with product sales. Fortu nately, this is the exception rather than the rule. Nevertheless, you must be cautious when selling products. Because you are a licensed professional, a power differential exists between you and your clients. Clients assume that you are the authority, and they may feel influenced to purchase products out of a need to please you or because they think you know best. Even if you take care not to exploit this power differential, it still exists. You must not manipulate or coerce your clients.

Image of possible products to sell

Ethical selling involves providing clients access to high-quality products that enrich their well-being. Clients depend on you to give them sound information and guidance when they purchase products. Thus, it's essential to know your products well and convey the proper use, benefits and possible side effects or contraindications of each product. Many manufacturers offer education and training on their products (as well as how to market them).

Just carrying a product isn't going to sell it. Incorporate your products into your treatments and take the time to educate your clients. People are more inclined to buy something they've experienced. Always keep in mind that the top priority is to enhance your clients' health and well-being.

Ultimately, selling products is like marketing your services-simply share your enthusiasm about them. If you make your products visible, accessible, attractive and affordable, your clients will buy them when it's appropriate.

Items to Sell

If local statutes permit, it's totally appropriate for a massage therapist to sell health-care products designed to assist in the relief of pain and promote well-being.

Here are some examples.

  • Hot and cold packs
  • Ice pillows
  • Relaxation tools
  • Support pillows
  • Ergonomic devices
  • Essential oils
  • Sports creams
  • Selfhealth books and videos
  • Gift baskets with self-care items

To find companies who supply these and other products, see MASSAGE Magazine's Buyers Guide at www.massagemag.com/buyersguide.

Tips for Selling Products

• Display your products and promotional literature in the waiting area. If you carry self-health videos, play them before and after sessions.

• Utilize products during the treatment: play a CD (just be sure that it doesn't distract you); apply a hot or cold pack (be aware of contraindications-and while you're at it, tell your client what they may be); give your client an appropriate formula such as a flower essence; or include aromatherapy applications.

• Print fliers that describe all the products you carry. Give these to your clients and mail them for special promotions.

• Offer specials on products and promote them in your newsletters and on your Web site.

• In the post-treatment interview, recommend any reference materials, relaxation tools, support devices, books and other items that are appropriate to the client's goals. Be certain to demonstrate the products and explain all procedures.

by Cherie Sohnen-Moe

Product sales is a great diversification method, and the profits can defray overhead expenses. In addition, it allows you to provide a valuable service since you have access to many products that aren't readily available to the public. Ideally, you would sell only products that you know are reliable, are suitable for use by your clients and are a natural extension of your business. If you are an employee in a spa or massage center, their product lines might not be your favorites, yet a portion of your salary could be based on commissions.</p

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