You have a fan out there who thinks your massage is the best thing since Ben and Jerry’s VEGAN Caramel-Almond-Brittle ice cream. And that fan will sell your massage like nobody’s business. But finding that number one fan takes some work. Here’s how I do it. The Client Who Will Sell Your Massage First, we [...]
When I opened an office in my town physical therapists in the area hated me. I spent months pestering them for a meeting—but I literally couldn’t even give my massage away. Then I met a PT named Charlie—and it looked like we were a match made in heaven. We shared similar views on health and [...]
Take my brother-in-law, a natural salesperson, and me, an anti-salesperson, and give us the same vacuum cleaner to sell and it’s pretty obvious who’s going to reach ten sales first. (By the way, I won’t totally be shut out because I’d get a pity buy.) And this is how I went around most of my [...]
I hear this all the time from massage therapists who have been around the block: I know I’m a good massage therapist, so why can’t I get more clients? I have a theory—you’re not getting enough at-bats and you’re not converting enough newbies to repeats. It’s a theory that proved to be the correct for [...]
