Complete Reflexology for Life
by Barbara Kunz by DK ADULT
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Greetings!
Convince 'em is the theme of this week's newsletter, the third in a series about growing your reflexology business. We're pleased that the previous newsletters have sprouted business for reflexologists.
Erma of Albuquerque reports that she owes 2 new clients to the catch 'em article and its advice to hand out the reflexology research brochure, Can Reflexology Help Me?.
Oran of Israel is happy to have a 100% rate of keeping 'em-having clients return for another session-since she started talking about research as noted in the second newsletter. The suggestions for convincing 'em noted below are aimed at encouraging clients to return by discussing the value of reflexology to address a health concern.
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Convincing Your Clients- Developing Loyalty
 � Spainalex, Image from BigStockPhoto.com.
Convince 'em is the final leg in the salesman's axiom for making sales: catch 'em, keep 'em, convince 'em. Previous articles on this topic have noted how to capture interest in your reflexology services and how to show the client in the chair that your work has produced value. Convincing the client to return to see you is a matter of succeeding at meeting your client's interests. The goal is establishing a relationship with the client showing you're both on the same side, working to help with his or her health concern. Below we discuss three ways of showing you've got his or her interests in mind: using research, demonstrating self reflexology techniques and providing an assessment in reflexology's terms.
First, what is the client's interest? It's probable the client will tell you but the simplest way to find out is to ask a question at the start of the session. To find out, ask, What brings you here today? Most clients will respond with a concern about health, tired feet or stress. The most challenging of the three is keeping a client with health interests.
You'll want to be able to respond professionally to the questions a client will ask. Most frequently, the client will ask or infer, Can you help me (with my health concern)? Then there's, How long will it take (for reflexology to help me)? Don't be trapped into answering such questions with a Yes or No or a specific time period. You can't make promises because each individual is different plus there are ethical considerations. Then again, you must respond because saying nothing leaves a question in the client's mind about the value of the reflexology service.
In such a situation, I always, always refer to research. Perhaps I'm aware of research about their health concern. If not, I'll search for the answer. See below. If there's no research, I tell the client. Such honesty in approach establishes two things: (1) a foundation for you as an ethical practitioner who seeks to be straightforward about potential outcomes and (2) a credibility for your services grounded in research.
A recent email from a reflexologist serves as an example about how to best keep and convince a client. The reflexologist wrote to ask how she could have better responded when the new client sitting before her stated that he was undergoing hemodialysis and then asked if reflexology could help. She handed him a written account of a case history about a client experiencing kidney problems. At best, you can say, I have worked with this before and have been successful.
To our way of thinking, there's a better way of responding when a client makes it clear that he or she has a specific interest, a health concern. And, the response to such a question is a key to convincing the client of the value of a series of reflexology sessions.
Imagine this. In response to the actual or implied question, Can reflexology help my hemodialysis concern?, the reflexologist says I don't know if there's any research in that area but let me check. She then turns to a reference book she keeps in her office. See below. She finds the appropriate page and says, Here are three studies that show the impact of reflexology on the kidneys and with hemodialysis patients. Next, she notes that the first study shows that blood flow to the kidneys is improved as reflexology is applied. The other studies, of reflexology applied to Hemodialysis patients, show that a series of reflexology sessions improves three functions of the kidneys.
She then notes, Yes, positive results have been achieved and here's the amount of reflexology work that achieved those results. This helps clarify expectations to the client. Yes, research shows that reflexology helps individuals undergoing hemodialysis-when technique is applied over time with a number of sessions.
The client can see that his interest will require a series of sessions. The client can then consider the potential value of reflexology and can gauge the financial and time aspects of continuing with reflexology sessions.
The reflexologist then says, I always like to suggest home work to speed things up. If you're interested I can show you some self help technique you can use at the end of our session. At the end of the session, she will give the client a set of self reflexology instructions for work with the kidneys. (See below.)
Now the reflexologist begins her work on the feet. She makes an assessment of the reflex area(s) relevant to the health concern, noting visual, touch and sensitivity stress cues. Over the series of sessions, she assesses these areas, evaluating progress from a reflexology viewpoint, e. g. lessened sensitivity. Such an assessment can be shared with the client to demonstrate progress. (See below.)
So what happened here? The reflexologist came across as professional, competent and concerned about the client's interests. She drew upon aspects of reflexology work: research, self reflexology and assessment. The client can see that the reflexologist is prepared, provides something of real value, and addresses his health concern. She will probably keep this client.
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The Reflexologist's Tool Box
 So what are these tools that the reflexologist has on hand to demonstrate value to the client as the session continues? The tools were: Evidence-Based Reflexology for Reflexologists ($29.95), The Reflexologist's E-Books Collection ($50), The Complete Guide to Foot Reflexology (Third Edition) ($21.95). Total cost: just over a $100. *
Tip: If you look at these tools, you can consider first the cost-benefit ratio: how many sessions will it take to cover this investment? What is the overall benefit to your practice? Will it increase credibility? Help with client retention? Make the session flow more smoothly?
*All are electronically available for download.
�davidcrehner Image from BigStockPhoto.com.
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What Is Reflexology?
 This pamphlet makes a great first impression with your clients. It
answers their questions before they ask them. It is a glossy, four color
process, double sided. One of the first questions you need to be prepared to answer is What is reflexology? It is is not just the definition but it is also the benefits of reflexology that need to be addressed. Other questions can arise such as What is the history of reflexology or How does reflexology work. Having answers in hand can make the difference for your business.
Full color, professional, two-sided glossy paper pamphlet. Personalize
with your name, business name, email address and/or phone number.
Free Pamphlet Download |
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Can Reflexology Help Me?
Build instant credibility into your reflexology practice. Did you know that there is research that shows what reflexology can do for your prospective client? "Can Reflexology Help me?" is an easy and effective way to show that reflexology is not just a feel good service but has therapeutic value. Hand it to your client, family or friends and see how it works to add credibility to your reflexology services. This landmark pamphlet was created from research analyzed in a year-long project and presented in Evidence-Based Reflexology for Reflexologists and Evidence-Based Reflexology for Health Professionals and Researchers. Full color, professional, two-sided glossy paper pamphlet.Personalize with your name, business name, email address and/or phone number. Free Pamphlet Download |
People Love Charts
They never throw them away. Buy them in bulk and use them in a variety of ways. They work well with new clients. The charts are great for health fairs, demonstration and talks on reflexology.
The charts can be personalized with your name, business name, email address and/or phone number.
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A Wall Street Journal article talked about what to do in times of economic downturns. Their advice- market, market and market. But once you have a client it is important to convince them that it is critical to keep coming. A focus effort can make all the difference in the world.
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Sincerely,
Kevin Kunz
Reflexology Research Project
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