Business coaching and strategy for massage therapy practice owners

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How To Educate Your Clients Into A Sale

educate your clients into the sale

Each and every day, the average individual in the Western World gets bombarded with more

than 3,000 marketing types of messages. It is for this reason, that whether you are a teenager

surfing the internet or a CEO of an international corporation; that many people build up a natural

ability to resist a typical sales pitch.

Since traditional selling methods are being ignored, how are you able to get the attention of your

potential customers? The Answer: By educating them, rather than focusing on simply selling to them. So,

how exactly do you educate the general public into a sale? Below are the top four (4) methods

that will help you educate your target audience and finalize the deal.

1. Establish yourself as an expert in your field or specialty, as this will gain you respect. When you have

the respect of your audience, the more likely it is that they will listen to you. Don't settle for simply being a great massage therapist, become the most popular massage therapist for XYZ specialty in your area.


2. Put yourself in the buyer’s chair, and attempt to view the situation from their perspective.

For instance, what exactly are they looking for, when they initially agreed to give you a

few precious minutes of their valuable time? Advice? Information? Ideas? Once you

have provided the data that your potential customer is looking for, they are eager to

learn more.


3. Build a good rapport and trust with customers, so that the door to ongoing sales are

possible. The public needs to be re-educated that selling is not evil, and for many

people, it is a way of life. The big turn off is, that many sales people go in for an

immediate sale, and lose the opportunity to get to know their targeted audience and

nurture the situation. The lines of communication must remain open, even after the

initial deal is made.


4. Learn from the Apple Company, and implement these teaching techniques that have

worked for them for years. Apple does not push their customers into buying their

products, they simply educate the public on how their product will simplify and improve

their quality of life. Their brick and mortar store locations are set up in such a way, as to

allow customers to try out all the products they have on display. The “Genius Bar” is a

service located in many Apple stores that is designed to help customers become

educated on the latest and greatest technology. On a daily basis, more than 50

thousand people will visit a “Genius Bar”, to be able to make an educated decision on

the best purchase to fit their needs. A survey was conducted regarding the “Genius Bar”

and other such educational types of technology, and consumers were so impressed, that

more than 60% of people, who utilized this service, were more than likely to make a

purchase from the company in the future, and also recommend it to friends and family.

Apple has proven that by providing a high quality product, while simultaneously

educating the public, that their profits remain high. Think of ways to create your own "genius bar" while serving your clients.

Mercedes Diaz

Mercedes Diaz is a serial entrepreneur, owner of a small sports massage clinic in Boston,Ma, online marketing and advertising consultant, business visibility strategist and owner of three authority sites including Massage Therapy That Sells. She loves everything business and is happy to share her knowledge with anyone who asks.


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