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Massage & Bodywork - June 2007 |
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Respectable and Worthy of Payment
Your Responses to “Getting Paid”
…There are also those of us in the field who say they have benefited from giving away their work or reducing their rates. Tiffany Richards-Thibodeaux, owner of The Back Rub Company, LLC, in Phoenix, Arizona, presents the following reflection on my original article (also see her 5 Tips to Help You Realize Your Potential, below). Since she is the only one who wrote from this point of view, I have decided to include her response almost in its entirety:
“I wanted to write to let you know that I disagree with Cynthia Bologna’s article, 'Getting Paid: 5 Tips to Help You Avoid Working for Free.’” I have been a massage therapist since 1998, own a very successful workplace wellness firm in Phoenix, and have a team of fifteen.
“First of all, Cynthia asks, 'What other professionals are asked to work for free or even at a reduced rate?’ I can think of plenty. Many years ago, I sought counseling from a spiritual psychologist to help me realize my goals and get me on the right track. I didn’t have a lot of money to pay her, so she suggested a sliding scale. In the past, I have also seen naturopaths and acupuncturists at reduced rates and know many people who are also on sliding scales for certain services.
“Second, I absolutely love to trade. Hey, we all need certain things, especially if we are in business for ourselves, and it’s great to know you have a reliable network of people who provide quality services you need and can barter for. I trade for almost everything—from haircuts to printing services to oil changes. And by the way, those trades in my network have led to many great paid referrals.
“As far as giving away massage at local health fairs and trade shows, it’s up to the individual, but I have always been successful. When I first started my workplace wellness firm, I was asked to provide chair massage for free at a company’s health fair. I agreed, and a couple of weeks later the company signed up to provide chair massages on a monthly basis for their staff. The company has been a client of mine for exactly two years now, and I generate a profit of $180 per month ($4,320 to date). I certainly think that was worth two hours of my time.
“To address the paragraph about the woman who went around town getting free first-time massages: maybe that was the fault of the therapists who offered free massage. I never give away a massage the first time. We have a $49 first-time massage offer. That way, if we never see the client again, we don’t lose out. I also have a friend who offers a free massage on the second visit and that works very well for her. By the time a client sees her twice, they’re hooked.
“Remember that everyone you meet is an opportunity for potential clients. I agree you should value your services, but don’t overlook the small things that could make your business a huge success.”
5 Tips to Help You Realize Your Potential
1. If someone says, “I have a volunteer opportunity for you,” ask yourself if this is a cause you believe in. In addition, you can ask if there is an opportunity to do future work with the organization. Are you able to set out jars for gratuities and information about your company? Is the opportunity close to your practice, so you can market to individuals who may work there?
2. If someone asks if you have a sliding scale, you may want to make a deal with that person. For instance, “If I can provide you with massage on a sliding scale of $50, instead of my regular rate of $65, would you be willing to come once a month or buy a package and pay in installments?” Or maybe, “I would be willing to work with you on a sliding-scale basis if you can provide me with three great referrals.”
3. If you get a call asking if you’ll provide free massage at a company health fair, it’s up to each individual to decide whether or not to participate, but I have always been successful in similar situations. When I first started my workplace wellness firm, we were asked to provide chair massage for free at a company’s health fair. I agreed, and a couple of weeks later the company signed up to provide chair massages on a monthly basis for their staff. I certainly think that was worth two hours of my time.
4. If someone other than a massage therapist asks if you’ll do a trade, I suggest you determine whether you need his or her services. If so, it may just be a match made in heaven. For instance, I actually have an appointment next week for a facial from a skin care therapist I’ve been trading with for more than a year. If I wasn’t able to trade for these services, it’s probably not a luxury I would spend money on. Remember, these trading partners value their services as much as you value yours.
5. If someone calls and says they can only pay a small amount for your services, like $10, I suggest saying something like, “My regular rate is $65 an hour, but I am willing to work on you for twenty minutes for $10.” This works great if it’s one of your slow days and you can make the time to see someone for a few minutes at that rate.
Tiffany Richards-Thibodeaux is the owner of The Back Rub Company, LLC, in Phoenix, Arizona.
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