When you tell people you’re a massage therapist, you’re often met with enthusiasm, comments about how long it’s been since they last treated themselves to a massage and even stories of great massages. However, what do you do when the response isn’t so positive?
If someone tells you they don’t like or need massage, it can catch you off-guard. The good thing is, you can educate naysayers about massage’s benefits—and even get massage clients—if you know what to say in advance.
1. Get Curious
When confronted by someone with a negative attitude toward massage, find out what’s behind it. Ask if they have ever had a massage, and if they have, what didn’t they enjoy about it? If they have never had a massage, is there a reason?
It might be that they’ve heard about bad experiences from friends, or they had an underwhelming session themselves. This is a great opportunity to share information about the many different benefits of massage. Explain that every therapist has a unique style and also that as a massage client, they can ask for different pressure even during the session.
2. Learn More
It also helps if you can find out about their lifestyle. Do they have a self-care routine? Maybe they have a yoga practice or own a top-of-the-line jacuzzi tub. If they do, it’s a perfect opportunity for you to let them know massage can complement their self-care routine and make them feel even better. The more you know about them, the easier it is to customize your responses to their needs.
3. Stay on the Offense
It’s hard not to get a little defensive when you’re faced with someone who doesn’t feel the way we do about bodywork, but it’s better to meet them where they are. Find out why they aren’t fans of massage (yet) and see if you can correct any misconceptions. Maybe they think all massage is “fluffy” spa massage or they are nervous because they’ve heard scary stories about painful experiences. Let them know you’re available if they have a change of heart or want to learn more.
4. Get Massage Clients
The person might not be open to the idea of massage themselves, but they may know somebody who is. You can’t convert everyone, but why not use the encounter to sell a gift certificate? Letting people know you’ve got their back in the shopping-for-gifts department is just one more way we can help people de-stress.
5. Show How Much You Care
Inquire about their health while you’re chatting; find out whether they’re suffering from aches or pains, stress or tension. Most people are, and once you have them talking about their health issues, take note of what’s bothering them and use the information to help (and convert) them. Chat about useful home care tips, offer advice on when it’s best to address injury with heat versus ice or even show them a few simple stretches.
You could offer someone a referral to a physical therapist or other health care provider. Offer yourself as a resource and leave them with your business card; when they have questions, they will come to you or go to your website to find out more about massage. Show them you care about their well-being and health—not just about booking a new client.
6. Acknowledge the Facts
People who don’t enjoy massage are absolutely right; massage therapy isn’t for everyone. It’s OK to agree with them instead of trying to change their mind. Let them feel heard, and once they’ve shared their opinions and experiences, gently correct any misconceptions. Even if they aren’t ready to give massage a go just yet, they will remember the positivity of the conversation and may even send referrals your way.
7. Spread the Love
Your love and enthusiasm for your profession will get even the most closed-minded people listening if you approach them with genuine curiosity, caring and expertise. We still have a long way to go in the massage profession to correct some of the misconceptions and inaccurate information out there. We can change people’s minds about massage (and get massage clients), one body at a time.
About the Author
Gael Wood educates massage and spa therapists in marketing, business start-up, customer service and spa services through her business, Elevate with Gael. She is also a MASSAGE Magazine All-Star, one of a group of body therapy masters and experts who have dedicated their lives to empowering and informing massage professionals.