In my last blog post, I asked the question “Why do massage therapists hate marketing?” and I made an important distinction that you can check out.
Marketing isn’t the only bad word in a massage therapist’s vocabulary. There’s an actual four letter word… “sell”!
Massage therapist hate… HATE… to sell. They’d rather have a toaster thrown in their bathtub!
But here’s the thing… we actually like selling and we like when people are selling to us. It’s true!
What we hate is BAD selling. The pushy, aggressive, in your face, used car salesman type of sales. (No offense to used car salesmen intended.)
I interviewed Tony Robbins sales manager, Debra Russell. Talk about selling! She had to sell stadium sized numbers of people on the idea of attending Tony’s live events. Her take on selling was interesting.
She used to be a hair stylist. In fact she used to cut Tony Robbins hair. That’s how they first met. So she likes talking about hair. And she pointed out that you never really notice good hair color. You only notice hair color when the stylist (or colorist) does it wrong. Likewise, she said, we only see bad selling and never see good selling.
When someone is really selling the right way, we are completely unaware that it is happening. It’s invisible. When someone does sales the right way we walk away saying, “Wow. That person was really helpful and informative!”
It’s not because they are trying to manipulate you or deceive you into thinking they are helpful and informative. They actually are helpful and informative. They act as your personal consultant, giving you the best advice they can as they try to find the solution that’s best for you.
So how do we get past our fear of selling. We simply need to make a little mind-shift and recognize that…
Selling = Consulting
When you are a consultant you bring your expertise to the table. You look at the various options that are available to your client and give them the best recommendations possible. If you don’t give them the benefit of your knowledge and experience by telling them what they need to benefit from using your services, then you are simply failing to do your duty and are not looking out for the best interests of your client.
The next time you see a client, recognize that it’s your responsibility to tell them how often and for how long they need to see you. You have an obligation to make sure you do whatever possible to help them get the result they came to see you for in the first place. And if that means you need to refer them to someone else who has the needed expertise to help them, so be it.
Given that perspective, how do you feel about selling? If you like this idea, please like or share.