Massage Therapy Business Tips
Massage is wonderful all by itself, but the benefits can be enhanced by creating massage add-ons. Adding these services to a massage takes the client experience to the next level and increases profit. Plus, research shows 79% of clients now seek massage for specific health reasons like pain relief and injury recovery; outcomes that are significantly enhanced by targeted add-ons.
1. Aromatherapy
2. Hot Stones
3. Herbal Compresses
4. Guided Meditation
5. CBD
6. Skin Treatments
7. Special Modalities
8. Cryotherapy
TL;DR: Increase your practice revenue by offering massage add-ons like aromatherapy, CBD oil, or hot stones to enhance client outcomes. These upgrades improve the therapeutic experience while boosting your average ticket price without requiring extra time. Using automated tools to suggest these enhancements during online booking can significantly increase your monthly profit and client satisfaction.
Tip: Implementing these upgrades is most effective when the process is automated, allowing you to focus on the treatment rather than the transaction.
Check out this video for 8 of the best massage therapy add ons to increase your practice revenue:
This massage add-on can earn you extra dollars without costing you any time. You need to invest in a variety of essential oils, but a little goes a long way. Use these oils to create custom blends for clients.
Educate your clients, so they understand that this isn’t just about smelling good. It has therapeutic benefits. That’s why it’s called aromatherapy. Different oils have different qualities. Some have a calming effect on the nervous system, while others are energizing.
Promote aromatherapy as a massage add-on by investing in essential oils to create custom blends. Then, educate clients on the benefits. You can do this passively by setting up a display of essential oils in the waiting area or massage room that highlights the benefits of each essential oil.
Setting up online booking allows you to present these add-on options to clients the moment they schedule their appointment.
Many of your clients have heard of hot stone massage, even if they haven’t tried it. Many of them are curious, even if they haven’t asked you about it yet. Which makes it an easy sell.
Hot stone massage provides ultimate relaxation. It provides all the benefits of a hot tub, without getting wet. It’s a significant upcharge many clients are willing to indulge in. It requires extra time to clean up, but it’s worth it.
You can charge up to 50% more for a hot stone massage. Target clients complaining of tension and suggest it as a luxurious gift option if you sell massage gift certificates. Winter time is a great time to promote this massage upgrade, but it’s enjoyable any time of year.
This is something your clients may be unfamiliar with, but they’re going to like it. Much like aromatherapy, different compresses have different therapeutic benefits. Herbal compresses are traditionally used in Thai massage, but you can incorporate them into any massage.
Again, educate your clients about the different uses and benefits of herbal balls and compresses. If someone presents a problem that a herbal compress might help, make the suggestion.
Promote herbal compresses as a massage add-on by emphasizing their natural healing properties. Inform clients how the warmth and herbs can alleviate muscle pain, improve circulation, and boost relaxation. Suggest it as an organic enhancement to their massage for a holistic wellness experience.
If you don’t want to invest in extra supplies or special equipment, meditation is a good add on option. Add 10-20 minutes to the massage session. Then begin with a guided meditation to help clients fully relax before the massage.
Meditation is scientifically proven to improve cognitive function and sleep. It also lowers stress and decreases pain. Use meditation before treating someone with a particularly painful condition. Add it to a relaxation massage for a deeper experience. (Guaranteed to leave with a massage buzz.)
Promote guided meditation as a massage add-on by emphasizing the synergy of mental calm and physical relaxation. Explain to clients how combining meditation with massage can deepen relaxation, reduce stress, and enhance well-being. Suggest it as an ideal pairing for a comprehensive, rejuvenating experience.
CBD is something many of your clients are trying at home. It’s said to be an anti-inflammatory. There’s a long list of ailments it’s supposed to be useful in treating. This is why adding it to massage is a no-brainer.
Manufacturers are putting CBD in massage oils, creams and topical analgesics. It comes at a premium price, so charge appropriately. Let clients know it’s an option by including the new addition in your monthly email newsletter or on a sign where people check in for their appointment.
Promote CBD as a massage add-on by highlighting its potential to reduce inflammation and ease pain. Educate clients on how the combination of CBD with massage can enhance relaxation and promote a sense of well-being. Suggest it for clients seeking a natural approach to pain relief and relaxation.
Is your practice in a spa-like setting? Adding different skin treatments to a massage may be just the thing. Create the ultimate spa experience by combining massage with a salt scrub or facial mask.
Create a list of different skin care options you can add to massage. Then present it to clients, and let them choose which to try. Alternatively, you can create massage packages with different combinations for a flat fee.
Invest in a few products you can use for skin treatments that are within the scope of practice for massage therapists. Advertise them as an upgrade for special occasions and spa days. Mother’s day is a great time to run a special for this type of massage add-on.
To keep track of which clients prefer specific upgrades like aromatherapy or CBD, using digital charting and forms ensures your intake process captures their preferences automatically.
Not all massage modalities are equal. That means you can charge a different rate for different modalities. If you are trained in an advanced method or highly sought after massage speciality, you can charge more for it.
This is a great way to earn more money without investing more time into treatment. Plus, it’ll help pay for your continuing education. Explain to clients the benefits of different massage modalities, and make appropriate suggestions for people who need a more advanced technique.
Advanced SOAP notes help you document exactly how a client responded to a specialized modality, making it easier to recommend it again for their next session."
The simplest way to charge more for certain modalities is to list each modality as its own service on your website. Outline what each service is good for, and who should try it. Set up your online schedule so clients are prompted to select a particular modality when they book.
Cryotherapy is a great way to decrease inflammation and pain, which makes it a great massage add-on. If you’re treating someone with tendonitis, headaches, or a chronic inflammatory condition, incorporating a little bit of cold-therapy can really help.
The use of cold packs, ice, and cold stones are an easy massage add-on to incorporate into your repertoire. It’s also an easy thing to sell, if it’s really needed.
Promote cryotherapy as a massage add-on by emphasizing its ability to reduce inflammation, boost circulation, and aid muscle recovery. Inform clients that combining cryotherapy with massage can enhance the therapeutic effects and contribute to overall wellness. Market it as a cutting-edge addition for a revitalizing treatment.
The truth is, people come to your massage business to relax and feel better. They are looking forward to their time with you, and they trust you to take care of them. If this makes you immediately think, “they don’t want to be sold to,” you’re right.
Your clients don’t want to be sold to. However, they trust you to make recommendations that will benefit them. That’s right. They value your opinion and expertise. That’s why when you offer massage add ons, you shouldn’t try to “sell them.” Simply make a recommendation to people who need that little bit extra. Obviously, if your client has a sensitivity to heat, you don’t offer to add hot stones to their treatment. However, they might find cold stones soothing.
Did your client have a rough week? They might need a little extra pampering. Adding something extra special to increase relaxation may be just what they need. Suggesting someone upgrade their service when they’d benefit from it is not pushy. It’s a gift at best, and an idea they choose to pass on at worst.
Phrase your suggestions in a way that makes them curious, but not obligated.
“I think you’d really enjoy a hot stone massage. Let me know if you want to try it sometime.”
“Aromatherapy could be really helpful for that. Would you like to add it to your massage today?”
“I just started offering guided meditation before massage sessions. Is that something you’d be interested in? It will extend your session by 20 minutes.”
If you are concerned about the extra time required for setup, you can use specialized massage therapy software to automate your schedule and buffer times.
Once you’ve added new services and products, you have to advertise them. That’s the only way people are going to know they are available. Work them into your current marketing strategy. If you’re not doing a lot of marketing right now, here are some ideas for getting the word out.
The best way to consistently market your business, including enticing clients to upgrade their service, is to use massage therapy software. When you use software, you can automate a lot of the upsell process, and you can introduce new services and upgrades to clients before their appointment.
Here are a few ways you can promote and sell massage add-ons using the many features ClinicSense offers:
Need help growing your revenue through add-ons? ClinicSense can help you automate the upselling process through custom intake forms and online booking. You can try it free! Get started here.
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Beth is a freelance writer, wellness advocate and neuromuscular therapist. She has been writing content for ClinicSense for 7 years, and before that, worked as a massage therapist for over 17 years. Beth takes a data-driven yet human approach to her work.
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