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How giving your chair massage away for free makes companies want to give you money

In the previous article, I showed you how it’s possible to piggyback the connections and credibility other companies have to jumpstart your practice, all without having to pay a penny in advertising. This article is going to show you what you need to do on “game day” when you go in to deliver your day of free chair massages to each company.

To start, you will have been introduced to a key employee in each of the companies by the general manager of the radio station, in order to set up the details of their free chair massage day. These are always warm and friendly conversations. You aren’t a stranger calling in off the street. You’re the special person who is going to make 12 of their lucky employees feel wonderful. What a difference having people happy to have you call! This key employee is key in many other ways. Yes, they’ll coordinate the logistics of the free day – the date, location, the schedule, and people who will be on the day’s massage list, but they’re also going to be the person who will be your “advocate” to gain buy-in for a possible ongoing workplace chair massage program after the free day. Let me explain.

If you think about it, this key employee is going to be the person who determines who gets one of the coveted spots on the free chair massage schedule. In an office with 100 employees, these 12 spots are like gold! That key employee is going to be very popular in the office, as everyone vies to gain a spot on the list. This social currency in the company can’t be understated. Your job ahead of the chair massage day is to develop the relationship with that key employee. Here’s how you’ll do that.

Once you have chosen a date over the phone, you’ll let the key employee know that it’s important you have an opportunity to view the space where they’ll be conducting the chair massages. You would like to drop in and have a look. Nine times out of ten, the key employee will be completely fine with this, and they’ll tell you to ask for them when you drop in. It is really important you meet this person “face-to-face” before the chair massage day. It may only be for a few minutes, but it will help you immensely in building your connection with them. It will also give you a chance to see how their office is configured and the people who work there (all things you want to tuck away in your mind).

You’ll go over how the schedule needs to be organized – 20 – minute sessions: 15 minutes for the massage and 5 minutes to clean the chair and welcome the next person. You’ll want her to set aside a 20 – minute slot after every four massages as a break for you (you’ll need it). Tell her to post the schedule outside the “chair massage room” so people can confirm their times. You’re also going to let the key employee know that as a matter of policy, you’re going to ask each participant to complete a very short written survey after their massage and you’re going to share the feedback with her (this is key).

Chair Massage Day:

I can tell you that these days are very fun, and it’s great to see how welcoming companies can be. You have two groups: those who are excited to be on the day’s schedule, and those who are envious and wishing they could be getting a massage!
You’ll perform your chair massage on each person as you normally would, and you’ll have friendly chats. One thing you’ll let each participant know, before they get onto the massage chair, is that you be asking them to complete a short survey after their massage. Everyone will be fine with that.

The survey has just five questions that relate to how they enjoyed today’s chair massage, and if an ongoing chair massage program were to be offered in their company, do they think they would participate. As you can imagine, they’ve just had a wonderful, relaxing chair massage, and as a result, people tend to be “very” positive about the massage, as well as the possibility of an ongoing program.

These surveys will become your “ammunition” that will help start the conversation about an ongoing chair massage program. The great thing about the surveys is that they are the opinions of the employees – not yours. That will have massive credibility with management.

After the last chair massage is complete, you’ll pack and then bring the stack of surveys to the key employee. You’ll let them know that the response was very positive, supported by their survey results. You sense that there might be widespread interest in having an ongoing program, and you would like to follow up with the key employee in a couple of days to discuss further.

From my experience, this is what happens next. The key employee, armed with the stack of survey results, will go to their boss to let them know how the chair massage day went. The word around the office will be how great the day was and many employees who didn’t get on the list will ask if there might be more chair massage days in the future. The key thing is that this “good feeling” will only last for a few days, before everyone gets back to their regular work. It’s why it’s so important that you follow-up with the key employee no later than two days after the chair massage day. Left any longer and you will have lost the positive momentum.

When you follow-up with the key employee you’re going to ask two things: 1. How was the general response to the day? and 2. Would it be possible to set up a time to come in an discuss how a possible chair massage program could be made to work for their company? There’s more to what needs to be presented on this next meeting but know that if the response to the chair massage day has been positive, eight times out of ten I have been able to get the next meeting with the key employee and usually someone in human resources to discuss the details of how an ongoing chair massage program could be set up.

So, what starts out as free can often lead to some wonderful, ongoing chair massage programs that will pay you very well!

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