LMTs, We NEED to Talk About Massage Add-Ons
If recommending massage add-ons makes you uncomfortable, you're not alone.
Many licensed massage therapists hesitate to bring them up because they don't want to sound salesy or make clients feel pressured to spend more. It's a common concern, especially since most massage education focuses on technique, anatomy, and contraindications, not how to confidently recommend additional services.
But here's a different way to think about it.
If an add-on could genuinely make your client's experience better, choosing not to mention it may mean they're missing out on something they'd truly enjoy.
The key isn't learning how to sell. It's learning how to make recommendations that are thoughtful, relevant, and based on what your client actually wants.
Start With the Consultation
The best recommendations don't happen at the end of the massage. They begin during the consultation.
As you're talking with your client, you're already gathering valuable information:
- What brought them in today?
- What are they hoping to get from the session?
- Are there areas they especially enjoy having worked on?
- Are there things they dislike during a massage?
Those answers naturally guide your recommendations.
For example:
- A client who loves extra attention on their feet may enjoy a reflexology add-on.
- Someone who always asks for scalp work might appreciate a scalp treatment.
- If a client says they love warmth, hot stones may be a natural fit.
The recommendation isn't random. It's a response to something your client has already told you.
You're Not Selling. You're Sharing Something Helpful.
Think about the last time you found an amazing restaurant or a great movie. You probably told your friends about it because you wanted them to have the same experience.
Massage add-ons work the same way.
When you genuinely believe a service will benefit your client, recommending it becomes part of taking care of them. Your goal isn't to convince someone to spend more—it's to make sure they know what's available so they can decide for themselves.
Don't Wait Until the End of the Service
One reason therapists often feel uncomfortable bringing up add-ons is timing.
After a massage, clients are deeply relaxed. That can make it feel awkward to introduce an additional service or cost.
Instead, have the conversation before treatment begins, while you're discussing goals and preferences. Clients are in a better position to ask questions and make informed decisions.
Remember That Every Touchpoint Matters
Your consultation isn't the only place clients can learn about available services.
Guests interact with your spa long before they reach your treatment room.
They may see options while booking online, hear about them when scheduling by phone, or learn about them during check-in. Even consultation forms can introduce available services before the massage begins.
One particularly helpful idea is including add-ons on the consultation form along with a simple question asking whether the client would like to hear more.
If they've already expressed interest, the conversation feels much more natural.
Clients Are Allowed to Say No
Sometimes therapists avoid recommending anything because they're afraid of hearing "no."
But that's completely okay. Your responsibility is simply to make clients aware of options that may fit their goals.
Whether they accept or decline is entirely their choice. A polite "no thanks" isn't a failed recommendation. It simply means the client made an informed decision.
Talk About Pricing Without Making It Feel Transactional
Pricing doesn't have to derail the conversation.
One suggestion is to mention the service first and keep the conversation casual. If you discuss price, avoid making it the focus. Some spas even simplify things by pricing all massage add-ons the same, making them easier for therapists to remember and explain.
The important part is being comfortable enough to mention that there is an additional cost while keeping the conversation centered on the client's experience.
Add-Ons Benefit More Than Just the Client
While clients enjoy a more personalized massage, there are benefits for therapists, too.
Many add-ons create more variety during the workday. Some incorporate tools or techniques that reduce repetitive strain, helping therapists avoid overworking their hands and bodies. They also allow therapists to increase the value of each appointment without extending the treatment schedule.
Just remember that more isn't always better.
It's possible to include too many add-ons in one session, making the treatment feel busy instead of relaxing. Focus on choosing one or two services that genuinely complement the massage and fit within the appointment time.
The Best Recommendations Feel Personal
The most memorable massage experiences aren't built around how many add-ons a client purchases. They're built around how well you listened.
When you pay attention during the consultation and recommend services that align with your client's goals and preferences, the conversation feels natural because it is.
The best add-on recommendation isn't the most expensive one. It's the one that helps your client leave feeling like their massage was designed just for them.
FROM THE VIDEO: If you watched the video and are curious about the three add-on products our LMT recommended, we gathered them in one place so you can learn more and see if they’re a good fit for your massage services.
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