| Let's say you & I are each opening fast-food | | | | bearing on whether you are successful or not. So, |
| restaurants. And we make a side bet about who | | | | just pick your specialty and let's move forward! |
| can sell the most hamburgers. What advantages | | | | Then spend your time studying people... and learn |
| would you most want to help you win our bet? | | | | how to find the people STARVING for what you |
| You want Grade A Black Angus beef? Sesame | | | | offer. What do your clients and target market |
| seed buns? You want a tasty veggie burger for | | | | want most passionately? How do their desires |
| the non meat-eaters? The best, crispiest fries? | | | | drive them to a buying decision? What gets them |
| Ambiance? An atmosphere where people love to | | | | in a frenzy when they look for a solution to their |
| come? Or maybe uncomfortable chairs... so they | | | | stiff neck/sciatica/sore feet problems? You can |
| eat and get out in a hurry? A playground for the | | | | sure help a few of them...the ones who tell you |
| kids? Lowest price? You want THAT, too? You | | | | they want your help. You're looking for someone |
| are one tough cookie. That is for sure. But OK. | | | | who's looking for you. |
| Done, done, done, done, done, done, done, and | | | | I ask this question of clients all the time: "Do you |
| done! What's that? You say I'm holding back? You | | | | know anybody who has a stiff neck or would |
| want the best location, too? Oh. My. Goodness! | | | | enjoy having their shoulders rubbed?" Never once |
| You're killing me here! | | | | has anyone told me, "No." So my next question |
| OK, fine. You get the busiest crossroads in town. | | | | to them is, "Do you think that person would like |
| Matter of fact, I'll give you ALL OF IT! Every | | | | to know about a service that's all natural, their |
| advantage you want, you've got! Satisfied? Good | | | | first mini-session is free with guaranteed results?" |
| for you. Myself, I only want ONE advantage. And | | | | (My neck/shoulders stress busting massage, of |
| if you give it to me, when it comes to selling | | | | course!) The answer is always "Yes," and they |
| hamburgers, I'll whip the pants off you. The only | | | | are very excited about that. And that person |
| advantage I want is... a MOB OF STARVING | | | | YOU know who has a stiff neck - do you think |
| PEOPLE! Can you see how this relates to your | | | | they may know 10 people who'd like the same |
| massage business? If not, I'll explain... In the | | | | information and solution to their problem? THAT is |
| massage therapy business, I see therapists all the | | | | the kind of excitement you can create with a hot, |
| time who study, study, study, research, research, | | | | sizzling massage service that has people feeling |
| research...to find the PERFECT massage technique, | | | | the difference in days, not weeks or months. |
| modality, etc., etc. Some spend months or even | | | | Look at all the opportunities the above example |
| YEARS preparing to actually DO something! It | | | | presents. Client referrals, massage gift certificates, |
| sounds crazy, I know. But I swear, it's true. | | | | word of mouth advertising, etc., etc. Has the mob |
| Fact is, there are a TON of massage therapists | | | | of starving people found your massage services |
| with the same skills you have, or better. And | | | | yet?? |
| whether you have a great technique has ZERO | | | | |