Recently a prospective client quizzed me on the phone about my massage therapy services. This is the type of call I used to be frustrated with – some people only ask about price and hang up.
Price, it turns out, is a boundary, not a barrier.
People who ask questions about the massage, rather than the price, are the most likely to make an appointment. I try to answer as simply as I can and coax enough information to find out if I can be of help. That helps the prospective client understand and appreciate the value of the service.
The odd thing about price-shoppers, too, is the ones who have issues about price rarely have a true need for a lower rate. They are savvy shoppers.
Well, I’m a savvy shopper, too. But I know when I look at a shirt on the rack at a mega-discount store that I can see what I am buying, and I have to be OK with the presumed source of that wonderful discount – someone’s cheap, hard labor.
Massage, it turns out, can be like that too. I feel no “guilt” not booking a price-shopper because I know they will get what they pay for.
I find if I can communicate the value of my service – and there are ears to listen to that message, I can turn that call into an appointment.
Massage therapy is not a shirt.