To complement the MASSAGE Magazine article, “21st Century Workplace Seated Massage,” by David Palmer, in the October 2012 issue. Article summary: For the past three decades, chair massage has ebbed and flowed with the growth and recession cycles of the economy. The high-tech and biotech sectors, in particular, typically lead the upswing and provide fertile ground for workplace massage. These companies are often created, managed and staffed by a younger generation more interested in quality-of-life issues.
by Renae Bechthold
One of the biggest hurdles massage therapists can encounter in the process of selling their chair massage services to medium-and-large companies is the sales meeting. Most company representatives will want to interact with you in person prior to making a decision to do business with you.
If you’ve been able to land an appointment with the human resources director or wellness coordinator for one of these companies, that means you got through the daunting task of creating a prospect list of companies, calling until you reached the right decision maker, then calling again until you landed a face-to-face meeting.
Here are seven key items to know about and prepare for if you want to have success landing chair massage gigs at medium or large companies.
1. Be professionally dressed for this sales meeting. Research the company to find out what its usual office attire is, and match it or improve on it.
2. Practices your speaking skills so you are able to speak to company department directors with ease, clarity and confidence.
3. Practice your presentation prior to the meeting. Incorporate questions that would be meaningful and relevant to your audience. These questions should uncover your prospective clients’ needs, desires or objectives regarding such conditions as wellness, improved work environment, improved productivity and reduced health care costs.
4. Be prepared with known facts and figures about how companies like theirs benefit from programs like yours. Do the necessary research and have the results incorporated into your presentation materials.
5. Prepare your presentation materials in such a way you can leave a packet with the representatives you meet with. Include your curriculum vitae and résumé, contact information, business collateral materials, relevant articles relating to wellness and business, and any statistical data you have compiled to help them see how valuable your services will be to their company.
6. Companies will have concerns, objections and conditions that vary, from budget, to space, to time to risk exposure. Be prepared with answers to satisfy each question, and then turn any objections into pluses for you and the company.
7. Once you have satisfied their concerns, ask company representatives when they will be prepared to do business with you. Comfortably and simply ask for the sale, and you will have a much greater chance of receiving a contract.
Renae Bechthold (http://metromassage.net) is a professional business coach with 28 years of business-building expertise. She is author of several e-books on topics related to business growth for holistic health professionals. Her programs create an environment where massage-business owners can expand, grow and take their business to the next level.