Listen, Just Listen
This blog is about the adventures, trials, tribulations, emotions, pleasures, fears, frustrations and joys of starting a new out-call massage business in Jackson Hole, Wyoming. The blog is written by T. Hamish Tear, one of the two owner / partners of Massage Professionals of Jackson Hole – which is then carried forward into the Social Media sphere by Rochelle Ganoe – the other owner / partner.
LISTEN, JUST LISTEN
When a client comes to you for a massage, the entire session from intake to goodbye is about the client. The client wants, and is paying for, your attention. Some need more, some less. Some are more demanding, others very humble. But whatever it is, a good listening ear will make this massage extra meaningful to your client and hopefully be at least part of a successful conversion from a first-time client, to a regular customer.
With the intake form filled out, it is of course normal and customary to review what the client has written – especially if this is a first-time client with you. Whilst the massage therapist must repeat the information on the intake form back to the client, ask questions and make comments where appropriate, it is essential to do much more listening than talking. If the client has certain specific reasons for coming to you for a massage, listen, empathize, show your understanding of what is being said – but without saying too much. Let the client do the talking.
And it’s not necessary or even advisable to get caught up in small-talk or add to the client’s complaint by adding examples of your own similar issues – just ‘zip-it’. For example, today I had a client, a young lady, who warned me that she had badly bruised her Coccyx about three months previously – and that it still hurt. Well, that was very interesting to me as I had had that exact same injury earlier this summer. I asked her how it happened (MOI, Mechanism of Injury, could be important knowledge to the massage) and she told me that she had fallen on (not off) her bicycle – and landed on the rear wheel hub with her Coccyx. Well – my goodness – there’s an incredibly strange coincidence – that’s exactly how I suffered my own injury. So in fact there was quite a conversation I could have had with her. I could have gotten into the whole story of how this same thing had happened to me and all such other time-wasting small-talk. But the that would have been about me! – And how could this possibly have helped or contributed to the massage or the way I would give the massage? Not one little bit.
So of course I made empathizing noises, said ‘Ouch’ to show that I, as a massage professional, understood the nature of the pain of an injured Coccyx, and left it at that. Therefore she got to do 95% of the talking at the time of discussing the intake form, and I’m sure she felt satisfied that she had been listened to. And after all, what is it we’re after if it isn’t a satisfied customer?
Hamish and Rochelle