The Importance of Sales Training as a Massage Therapist

Massage therapist selling product to a customer

Are you a natural at working with people? Want to help others relieve pain, stress, and discomfort? If this sounds like you then becoming a massage therapist may be the right career path for you. In addition to learning the many massage techniques, you also gain many soft skills like sales training and customer relations management. Why is this important for someone who gives massages? Because sales and customer service are what drive business to a massage therapist in the first place, especially if you want to offer your services independently or run your own business.

If you want to become a massage therapist, there are a variety of skills you’ll need to master. By studying both technical and practical skills, you can increase your career opportunities and boost customer satisfaction. Whether you want to become a spa specialist or open your own massage therapy practice, a massage therapy program at a vocational school will help you learn about sales training and other important skills for massage therapy.

Some of the Most Important Skills for a Massage Therapist

While you’ll need technical skills to give massages and treat clients, there are many other skills massage therapists need as well. You’ll often see these non-technical skills referred to as “soft skills,” but that doesn’t mean they’re any less important. In fact, soft skills are essential abilities that help you work well with others regardless of your line of work. In addition to massage techniques and an understanding of physiology and anatomy, a massage therapist must be good at communication, have an attention to detail, impeccable time management and good customer service.


Communicating with your clients ensures they’re always comfortable and relaxed on the massage table. Open communication builds trust, which helps clients speak up if they ever feel pain during treatment or would like a different type of massage. Communication also helps you clearly identify a client’s needs and apply the right type of massage for their body and health. Good communication promotes the utmost relaxation during a session.

Attention to Detail & Time Management

Attention to detail and time management are necessary for easily getting through daily tasks. This includes booking and managing appointments, keeping your workspace clean and planning ahead for any supplies you’ll need for a massage. In is important to not leave clients waiting. The longer they wait, the less likely they will return.

Customer Service and Sales Management

Customer service and sales management are crucial because they allow you to provide the best level of care for your clients. Although you shouldn’t become a massage therapist just for the money, you also aren’t there to work for free. Sales training allows you to earn money by advertising your services to the right clients, upgrading their packages, getting them to buy accessories or add-ons and so on. If you work in a spa setting, you may be encouraged by your supervisor to promote specific products to your clients as well.

How Important Is Sales Training as a Massage Therapist?

As a professional massage therapist, you need to master the art of soft selling. This allows you to promote services and products while maintaining the level of comfort, empathy and understanding your clients expect and deserve. Instead of feeling as though they’re being forced to buy something, the soft sale helps clients recognize the benefits in making additional purchases to enhance their experiences.

Sales plays a larger role than you may think in massage therapy. As you operate your own business or work for a spa or clinic, you end up promoting different products and services. Essential oils, accessories and even extended sessions can be offered to clients. You may also build custom massage packages that help treat injuries or support ongoing wellness. Products like natural soaps and massage oils, relaxation music or guided meditations, chiropractic pillows and eye masks can all be sold as an extension of your services.

In addition to retail, you must also know how to sell your services and skills. This ensures you can get clients to book appointments with you, encourage repeat appointments and build your business.

What Are Some Sales Tips a Massage Therapist Can Use?

There are several strategies massage therapists can use in their practice to earn more and attract new clients. Part of your education in massage therapy school will be understanding sales training and mastering the best approaches for you; sales are most effective when you use your real personality and build an authentic connection with the customer. Below are a few tips that you can keep in mind to improve your sales.

Tip #1: Practice Good Communication

Sales is not one-sided. As a massage therapist, you should engage your clients in conversation, ask open-ended questions to learn about them and listen intently. People who feel heard and respected are more likely to listen to others. This creates more opportunities for you to understand what your clients truly need and give them better recommendations.

Tip #2: Know the Products

As a massage therapist, you should know everything you are selling inside and out. You should understand the pros and cons and how those could affect individual clients differently; during a sales exchange, it’s common for customers to ask questions, and it looks unprofessional if you don’t know something. Full understanding of products and services display passion, professionalism, and dedication to the field. This, in turn, makes clients feel comfortable and well-supported.

Tip #3: Marketing Tools and Social Media

The Internet is a fantastic place for you to boost your sales and build relationships with potential clients. You can give viewers an inside look at your work and put your passion on full display. Social media also allows you to get creative and show off your unique personality. This can help you connect with your ideal clients more effectively.

Additional marketing tools include building a good website, optimizing it with SEO and running a blog. Massage therapists who run their own business should register for a Google Business and Yelp page to optimize for local search engine queries.

Set Goals and Build Campaigns

General sales may become a part of your work, but you can benefit from establishing sales objectives as well. You may want to earn a particular amount per month or acquire a certain number of new clients before a deadline. This makes it easier to frame marketing efforts and target prospective customers.

Some employers may require you to sell products they carry; in this case, being well-versed in the stock will make it easier for you to meet your quotas.

Consider the Buyer’s Experience

When someone makes a purchase, it usually isn’t a one-time action. There is often a lot of build-up and research before someone decides to book an appointment with you, and sales training teaches you to recognize the entire buyer’s journey. From the minute someone decides to look for a massage therapist until they book their next session, marketing and sales are there every step of the way.

The buyer’s experience is shaped by many factors, including your location, budget, age, and education. Two vastly different clients may choose the same massage therapists for very different reasons; when you recognize your clients’ unique experiences, you can tailor your marketing to fit what they need.

What Do You Need to Start a Massage Therapy Business?

The flexibility of being a massage therapist draws many to the field. You have the flexibility to set your own hours as you build your practice. Running your own massage therapy business from your client’s location or a rented office can take some time to achieve. First, you’ll have to complete your high school diploma or earn your GED. Then, you must graduate from a massage therapy training program at a vocational school.

Your training will be the most important part of your business development. Here, you will learn about the different types of massages, human anatomy and physiology, reflexology and more. Techniques are taught by experienced instructors who have worked in the field for years.

Once you’ve completed your mandatory training, you can apply for a massage therapist’s license in Minnesota. Then, you will have to purchase the appropriate level of insurance coverage. The next steps are similar to that of setting up any other business. You must decide on a name, buy the supplies and equipment, and start advertising. Your sales training will be one of your greatest assets as you set out to make a name for yourself as a massage therapist

Final Thoughts

Now that you know the importance of sales training in massage, ready to learn more about the massage therapy program at the Minnesota School of Cosmetology? In as little as 13 months, you can become a licensed massage therapist and start helping others in the process. Start a great career and help others at the same time. It’s a win-win.

Massage Therapy Training Program

If you are interested in the healing powers of massage, you can begin your career in massage therapy at Minnesota School of Cosmetology. Our short-term massage therapy training program is designed to be completed in as little as 13 months. Our massage therapy training program is designed as a holistic program that will prepare students to focus on body mechanics of their patients as well as develop positive habits for the therapist. Together, those two areas will provide a foundation that can lead to longevity in the career field.

Contact us today to learn more about becoming a massage therapist and starting a rewarding career in the massage industry.

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