Expanding the Types of Products You Sell

In my last blog I talked about the importance of retailing and how sampling builds sales and customer satisfaction. Today I want to explore the types of products to sell.

One of the major tenets of product sales is to sell items you directly use in your practice. Products that fall into this category are items such as topical analgesics, foot balms, CDs, aromatherapy products and support pillows.

The next tenet of product sales is to carry products that extend the benefits of treatment at home. This includes items such as self-massage tools, bath salts, self-health books and DVDs (e.g., stretching, general wellness), eye pillows, and hot/cold packs. It can also include higher ticket items such as ergonomic devices and motorized massage chairs.

Over the past year I’ve expanded my viewpoint on what products are appropriate for therapists to sell, mainly in the arena of skin-care products. As a therapist, you have a first-hand experience of your clients’ skin conditions, and given that, it could be totally appropriate for you to carry skin-care items such as scrubs, body butters and lotions. Also you have access to very high quality products that clients can’t easily find at their local emporium, so you are doing them a great service by selling those types of skin-care products.

You can be creative and assemble gift baskets with a combination of self-care and skin-care items. Consider including items such as beeswax or soy candles. For special holiday baskets you could even include herbal teas, a mug made by a local ceramic artist, or organic chocolates made by a local chocolatier.

It’s wise to have a mix of products to sell—just don’t go overboard and have too many items, as that can be overwhelming to clients. Unless you operate a day spa, your products are meant to be an adjunct to your services, not the major source of revenue.

Originally published in WIBB (Massage Today‘s Women In Business Blog).