Struggling getting Clients to do their “Homework”? Create a PROGRAMME
So this was the question asked to the Muscle Whisperers this month…
“How do you persuade clients to take a more active role in their treatment goals – for example, how do you encourage them to complete their aftercare exercises?”
Watch me answer your “Ask the Muscle Whisperer” Question below!
I see this question as really being about, “how do we get our massage clients to do their homework?”
This homework can be exercises, meditations, anything we think would help enhance the effects of their massage treatment.
I think there are really 3 methods to help clients with this:
1). Make sure they understand WHY they should this homework
Are they clear on what benefits they will get out of it? Making sure they understand clearly what the reasons are behind their homework is crucial to clients feeling incentivised.
2.) Make sure they understand HOW to do it.
Talking clients through an exercise is not enough. Demonstrate it yourself and give your clients resources so they can refer to them later and do not forget.
3.). Create a programme for your clients.
The first two methods are helpful, but I think this, third method is the most impactful.
First let’s start with what a programme isn’t: It isn’t a package of treatments, a package is a number of certain of treatments but a programme is more of a structure of support for your massage clients.
A programme is goal orientated with an outcome that you are your client are aiming to achieve. This “container” includes the treatments, the homework and any helpful additional materials that you create for them – which you can offer as videos, worksheets, hand-outs etc.
All of this helps clients make the link that the homework is part of the process of moving towards their goals. It also helps them to understand that they are not just paying for the treatments but also for the resources and your ongoing support.
This helps the client because they are more invested and motivated in achieving their goals and it helps you as a massage therapist because generally you will get a better outcome from your treatments because the client is doing the work at home too.
But also, more importantly you can charge more for a programme than a series of hands-on treatments. Even though they will be getting a certain number of hands-on treatments, the prices will be higher because the value of a programme is higher. A programme involves not just your hands-on skills, but also ALL your knowledge, expertise, motivation, encouragement AND accountability to actually achieve the goal you and your client have set together.
Clients who sign up for a programme are usually much more focused to achieve results. You help hold them accountable but they are empowered to take care of themselves and it removes the pressure of you needing to fix them in one session!
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