Last entry I went through some questions Sandra sent in on dealing with her contractor’s budget cuts. While she and I were chatting, Sandra got on a roll about how the profession of massage therapy is perceived.

Some things you should know about Sandra first. Her job is giving chair massage. She has found her heart’s home working with the frail, elderly and seriously ill. She volunteers once a week at a hospital, massaging terminally ill patients, does qi gong monthly with seniors at a local church and next week will be working at a camp for kids with HIV/AIDS. She is also a woman blessed with a wealth of years. (She told me her age but I’m not sure I’m allowed to share it. I will say that if I am earning a living doing physically demanding work [like massage] when I reach her age no one will be more surprised than I.)

She also looks to the future. Not just her future. The future of massage therapists.

One of her concerns as she was dealing with her contractor was how they would perceive massage therapists if she accepted less money for her work. The contractor’s argument was that she would be guaranteed work for a year. And that is a good argument. But Sandra was concerned that if she accepted lower fees, then any other MT the contractor hired would be expected to take the same fees, too — or lower. She says she’s thinking of the next generation of healers.

Sandra believes strongly in the profession of massage therapy and is frequently discouraged by what people seem to expect of MT’s. Her main example is the common request for donated time at corporate health fairs or what-have-you. The phrase that just gets her dander up is, “And bring your business cards. You’re sure to get a lot of clients.”

This is fairly indicative, Sandra believes, of how businesses think therapists work.

She says, “The problem is, as for massage therapists everywhere, we do give a lot back in terms of volunteering and promoting by giving. I think we are the only profession that has to give so much to get back, yet there comes a time when we have to draw the line. The problem is, that line is so thin.”

Ultimately, Sandra wants to remind you all not to sell yourselves short. You have studied. You work hard. You have earned the right to be treated as professionals. No one assumes a lawyer or accountant will blithely donate hours upon hours of time and then try to tell them they will get a lot of clients out of it.

On the other hand, you are natural givers. You say it every day: “Give massage.”

Donating time and skills is a way to build your practice. And it’s a good way to give back; you’re a giving kind of people. But you have to donate wisely. Handing out discount coupons or doing sessions for a seriously reduced fee is a real attention-getter. That’s great as long as you can see the return approaching at a reasonable pace.

I am a huge fan of bold moves, I encourage them, I admire the strength of them. But Sandra has made me think about how donating and reducing yourself affects how people expect all massage practices to be.

I’ve been spending the last three days in a perpetual, “Hmm…” (which is kind of like an “Omm…” but different).

So what do you think? Agree? Disagree? I’m interested. So is Sandra.

All my best,
Eileen

Forecast: Fran, a regular commentor and question-asker, has the chance to take over management of a spa and wants to know what kind of pitfalls to watch for. Anyone wanting to get in on that before I write it up, email marketingmatters@comcast.net. ‘Til then!