精东传媒 therapists can expand their incomes by selling retail products. This is no secret; it鈥檚 commonly taught in Oregon . Up to 25% of a therapist鈥檚 income can come from product sales, according to . Most therapists appreciate boosted income and other benefits of selling retail, including augmented business value, and an enhanced client experience. However, for one reason or another, many LMTs avoid adding retail sales.
Some worry about coming off as pushy salespeople. Others claim no space for inventory. Still other LMTs avoid retail because they fear investing in products that can鈥檛 be sold.
However, considering that products can extend treatment and relaxation at home, selling them benefits your clients. It is beneficial for the client to receive your educated recommendations on which retail products would be ideal for home healing. When viewed as a natural extension of your professional services to heal, retail product sales become more appealing.
If you鈥檙e thinking about adding retail products to your massage business, here are a few key concerns to think about.
Important Considerations for Selling Retail Products as an LMT
- Start With a Modest Investment. Many lotions, oils, and sugar/salt scrubs come in packages of six. Even with very limited space, you can display a bottle or two and keep the rest of it in a case tucked away. Consider starting with a case of four or five of your favorite products鈥攖hose that impress you as a professional, and that your clients have enjoyed. If you鈥檙e not sure which products to start with, use your appointment scheduling/billing software to figure out which of your services bring the top 25% of your sales. Then, sell the products that are included in those top selling services.
- Seize Natural Opportunities for Sales. Making a sale doesn鈥檛 have to be pushy鈥攁nd indeed, 鈥渢he hard sale鈥� will rarely work. However, there are many chances to showcase products and share your own enthusiasm. Love a certain shea butter lavender hand cream? Order a box and stick a 鈥渢ry me鈥� sample in the restroom. When a client comes out commenting on the lovely scent, you can reply, 鈥淚 know, isn鈥檛 it the best? We have those for sale in the lobby. I can show you later.鈥�
You can also sample products via add session enhancements鈥攕uch as a peppermint foot wrap to end treatment. Just a few drops of peppermint oil will be needed for each wrap, minimizing your costs. Then, as clients ooh and aah about how great their feet feel, you can point out the peppermint oil display.
- Find the Space. Even therapists who rent single rooms can display retail products. Corner shelves or a small table can display products, while inventory is stored in a dresser. Check out for more retail display ideas.
- Only Sell Products You Believe In. This will make it easy to sell鈥攜our natural enthusiasm will appeal to customers. Don鈥檛 sell products you haven鈥檛 tried personally and thoroughly. Favor unique products that can鈥檛 be found elsewhere鈥攜ou don鈥檛 want to be competing with Wal-Mart, for instance. You might be surprised how quickly your inventory is diminished, with your sincere recommendations swaying clients.
- Align Products with Your Professional Niche. Your retail sales will likely be successful if your product selection aligns with your professional niche. If you specialize in pain management, hot and cold therapy treatments, pain-relieving gels, and similar products will likely sell well. On the other hand, if your focus is on selecting the perfect aromatherapy scent for each client, essential oils will suit you (and your clients) well.
- Do Your Homework. Be aware that . Take time to research your states鈥� laws about selling retail products with your massage therapy services. Understand when retail sales could represent a conflict of interest. It鈥檚 also important to recognize that selling retail products will create more paperwork. At a minimum, you will need to record when you purchased inventory, at what cost, and what it sold for.
If you don鈥檛 want to sell retail products, but you do want access to the best massage products at reasonable prices, a Portland may stock such products. Here at East West, the massage school鈥檚 campus store features massage oils, essential oils, lotions, massage tables, and more. You can stop by our campus, visit with our teachers, and pick up supplies in one convenient stop.
Sources:
If You鈥檙e Not Retailing 鈥� What鈥檚 Your Excuse?, 精东传媒 Magazine
Responsible Retailing, 精东传媒Therapy.com
