Here’s a powerful method to increase your client retention, generate new massage client referrals, and get more repeat business. I like to call it the power of client education.

As a massage therapist, we frequently take it for granted how much more we know about the human body than the general public. We assume that they know what we are talking about when we make recommendations for their self-care. After all, they have come to us for our professional help and expertise.

The truth is…most clients are too embarrassed to tell you that they don’t completely understand what you are telling them.

Studies have shown that the average American reads on a 6th grade, or 12 year old’s comprehension level. In my own research, I found out that the U.S. Army writes many of its training manuals at a 9 year old’s reading level!

Other studies have shown that there are numerous ways to learn a subject.

Some people have an easier time learning something by audio format than a printed text. In addition, when people can use more than one sense at the same time, they will retain more of the information.

This is why many teachers will write the material on a black board that they are speaking at the same time. It allows the student to hear (audio), see (visual), and write (touch) the information down.

When it comes to professional credentials, I will modestly say that I have plenty.

Besides my training in massage therapy, I have additional training in physical therapy and personal training. I’ve earned two health degrees, that give me an even stronger clinical background. I have been doing massage professionally since 1993.

But all of my credentials won’t matter a bit, if I talk a mile above the heads of my clients! If I start throwing out words like “ischemic” or “radiculopathy”, chances are I’ll see their eyes start glazing over.

This is part of why I created the program “Lower Back Secrets”. I’ve deliberately made the program easy to listen to, without the heavy “medical-ese” which most of the general public silently doesn’t understand.

So how can you do this with your own clients?

First, take your time explaining “medical-ese”. Don’t assume that your client knows exactly what you are talking about.

Next, use examples and explanations whenever possible. Part of the overwhelming great feedback I’ve received on “Lower Back Secrets” has been on the examples and explanations I give. It’s easy for people to understand and use on their own.

Here’s one example I’ve used with my clients:

When I’m talking with someone with a chronically stiff neck, I tell them to imagine they are holding a bowling ball in their right hand. They have to hold that bowling ball perfectly still and tilt it very slightly towards the floor. Now, do not move that bowling ball at all…for 8 hours! That’s what the average office worker asks their neck muscles to do when they stare at a computer monitor for 8 hours every day.

Notice I didn’t talk about muscle fatigue. Or repetitive overuse patterns. Or any other “medical-ese”.

It creates a visual picture. It’s easy to imagine. And most important of all, it communicates the message easily.

The client gains confidence in your skills. They come back for repeat appointments because they feel they are getting more than their monies worth. Frequently, they will tell other people they know how you’ve helped them get better and those people will probably come to you before trying out an “unknown” massage therapist.

Focus on improving your power to educate your clients and your massage practice will grow!