3 Easy Massage Add-ons to Try Today
Jeff St. Peters, LMT, Senior Product Development Manager, Universal Companies
"I encourage the massage therapists in our spa to use massage add-ons and retail sales to increase the number of repeat clients and our revenue. But they're all very hesitant and I don't know how to persuade them. Do you have any ideas?"
- — Amy Davis | Pittsburgh, Pennsylvania, USA
Drawing from my past experiences, upgrading massage services and selling products has always been a challenge. It's a consistent theme with many massage professionals in the industry; We all want to be healers and make our clients feel great. We don't want to come off like seedy car salesmen.
Much of sales is about perception. It's not completely about selling, but about addressing concerns. How can we fulfill our clients' needs? We should actively listen when completing consultations if we want to exceed their expectations. Listening for key phrases will help you offer products or services that may pique your clients' interests and improve their well-being.
Service enhancements can be easy to introduce, and they can increase your overall price per treatment and your client's satisfaction. Here are three often cited client concerns with add-ons you should definitely try:
1. Dry Skin
Concern: Client is either detoxing or has dry skin.
Massage Add-on Opportunity: Suggest a full dry body brush into the service.
Use a brush with long, flowing strokes to the heart area before starting the massage. This increases lymph flow and exfoliates the dead skin, allowing better product penetration. Offer this as an enhancement to normal Swedish massage. Provide the dry body brush as a gift with service or retail it for at-home care.
2. Overworked Clients
Concern: Client is extra sore and in need of a deep tissue massage.
Massage Add-on Opportunity: Have client lie face down and apply a heated Back Herbal Pack over the top sheet.
3. Traveling & Congested Clients
Concern: Client has been traveling, getting over a cold, or has seasonal allergies.
Massage Add-on Opportunity: Provide lymphatic drainage to the face, paying special attention to the points on both sides of the nostrils.
Offer a massage with the ESS® Respiratory Massage Blend to help clear air passages. When your client is face down, put a few drops of the Breathe In essential oil on a moist, heated hand towel in the face rest to ease your client's breathing. Have the Breathe In Inhaler available for purchase or retail diffusers for use with any essential oils.
Maintaining Client Loyalty
Upgrades and service enhancements can create loyal clients who recommend your services to their friends and family. It's all about building relationships, listening to your clients, and addressing all of their needs. Keeping a variety of massage add-ons on hand is a great way to make sure that you're catering to every individual client, which lets them know that you're the professional they can come to when they're ready for a new service.
Universal Companies is proud to have a team of experienced spa advisors on staff and welcomes you to consult with our professionals about spa products and supplies, including ingredients, equipment, and retail. Dedicated to the success of spa professionals everywhere, we're grateful to be recognized with the American Spa Magazine Professional's Choice Award, Favorite Distributor of the Year for many consecutive years. (Thank you!)