To complement the MASSAGE Magazine article, “Guest Editorial: Selling Products is Smart Business,” by Cherie Sohnen-Moe and Lynda Solien-Wolfe, in the August 2011 issue. Article summary: In today’s economy, wise massage therapists need to look at several income streams—and selling products is a smart revenue stream choice. Selling products benefits the client in that it extends the treatment benefits to home and increases your income, all at the same time.

by Cherie Sohnen-Moe and Lynda Solien-Wolfe

Consider unique approaches to product sales, such as creating a special treatment that includes using certain products in a session and sending the client home with the products.

For example, you could create the Weekend Warrior Pain Relief Treatment that includes a massage with the use of a topical analgesic and a hot pack. After the session, the client goes home with the remainder of the topical analgesic and the hot pack.

Let’s say your normal session rate is $75, the retail price of the topical is $15 and the retail price of the hot pack is $20. You set the price for this special treatment at $100. The client saves $10 and you earn an extra $30. It’s a win-win experience for everyone. Plus, if you include a product that needs to be replenished, and the client really likes it, you now have set it up for ongoing sales.

Cherie Sohnen-Moe is an author, business coach, international workshop leader and successful business owner since 1978. She is a founding member of and serves on the board of the Alliance for Massage Therapy Education. Lynda Solien-Wolfe, L.M.T., N.C.T.M.B., is the director of clinical education-massage therapy and spa for Performance Health / Hygenic Corporation. She has been in private practice in Merritt Island, Florida, since 1994 and serves on the editorial advisory board for MASSAGE Magazine. Sohnen-Moe and Solien-Wolfe collaborate on ways to support therapists to work smarter with product sales. For more information, visit or