We’ve written and podcasted a whole bunch about the potential for retail and treatment add-ons in your practice. I do love me some foot scrubs and warm pillows and aromatherapy. So when a reader asked about less-spa-like options for a more clinical practice, I was excited to dive in and make a big list.
Then I was flummoxed. Huh. What does fit in at a practice where eye pillows and foot scrubs don’t? I asked a few of my trusted advisors, with years of evidence-informed hands (and feet)-on massage experience, and here’s what we came up with.
Self Care Tools and Training
One step up is The Roll Model Method and similar mobility classes. After proper training, a practitioner can teach classes using the Roll Model tools (and sell those tools).
Depending on a practitioner’s training and skill set, one could also designing a custom mobility training and give private lessons, (or short teaching add-ons to treatments) or small workshops.
Hot and Cold packs
If you ever recommend heat or cold, or you refer back and forth with PTs or orthopedists who do, this is a great fit. Sure, you may initially get a ‘spa’ vibe from a lavender scented, floral printed neck wrap. But free your mind, folks, it’s not all snuggles and chimes over here.
My favorite brand is Mother Earth’s Pillows. They have a variety of shapes and sizes of flax-filled packs that are great for holding heat and cold and provide a seriously therapeutic weight. Yes, they’ve got scent and pattern options (pretty!). They also have everything available with no scent and solid colors, and versions with and without removable/washable covers.
They are durable, utilitarian, and I sold a pile to professional athletes back when I did that work. And I sell even more to laborers and people with chronic pain issues. So I don’t wanna hear how hot and cold pillows are only for delicate ladies and spa aficionados, thankyouverymuch.
There are a zillion other hot and cold options, including topicals like Tiger Balm and Biofreeze and Cryoderm and Prossage and Pure Pro Arnica Relief Lotion, that are suited to rehab and clinical environments, too.
After you help a client through an initial issue, it’s their job to keep it going with self care. But just like many people need a trainer to get them to a gym, some need a nudge and handholding to make that self care happen.
A structured course, complete with reminder emails and demo videos, to walk a client through regular mobility, self massage, or whatever kind of training is appropriate can be a solid income-generator.
Don’t up-sell or add-on
There is always validity in not doing a common ‘thing’ in your business. There is merit to being a practice without retail products and up-selling. In fact, not doing that may lend to a more clinical atmosphere.
When clients are paying a premium, out-of-pocket fee for exceptional clinical massage and bodywork, additional up-sell may just be too much to process. Just do the hands-on work. Charge a premium for it. Let that be enough.
If you’ve got a more clinical, non-spa-ish kind of practice, we would love to hear about the products and services you add on to generate more income. Get friendly in the comments!