Turning A No Into A Yes

[massageblog]

Potential clients can be resistant to saying “yes†to a massage appointment, especially if you are an unknown quantity.* The relationship between a therapist and a client is so important that unless initially comfortable, a “no†can be the first thing out of their mouth.* A negative response is almost never set in stone and can often be converted to a positive booking.* When I hear someone say no, it usually means, “You haven’t convinced me yet.* Let’s keep talking for a while until I get comfortableâ€.* I take that as an opportunity to start building the therapeutic relationship, engaging the prospective client about their condition, their massage needs and the value of my services.* After a few minutes there is usually a conversion to a appointment.* But most therapists hear the rejection, focus on it considering the interaction a failure and for fear of offending the person, leave it at that.* No questions, no negotiating, no discussions, no business.
In Sandy Schussel’s book, Become a Client Magnet, there is a quote by Ari Galper that sums it up.* “Objections aren’t roadblocks, red flags or stop signs.* They’re an opportunity to learn more about your prospect’s truth so you and they can decide whether the solution you’re offering can solve their problem or issueâ€.* Well I couldn’t have said it better myself.
Stay focused.
Tags: appointments, bookings, rejection