The products should be germane to your business. Ethically, it should also be something worthwhile for the client. The NCBTMB has some language concerning that. In the Code of Ethics XVII it says “refuse any gifts or benefits that are intended to influence a referral, decision or treatment, or that are purely for personal gain and not the good of the client.” You would want to be sensitive to the ethical Standard. If someone sold a product which was not for the good of the client, they would be in violation of that ethic. Standard IV(f), Business Practices, backs this up by stating “promote his/her business with integrity and avoid potential and actual conflicts of interest.” For one to make money by foregoing the interest of the client in order to simply increase profits would be a conflict of interest.

Luckily there are many great products on the market that easily fit into the massage and bodywork business. Also you will find it much easier to sell products you’re enthusiastic about. Some products are already well known, especially certain brands of skin care products. People seek out the best prices or most convenient place when looking for a source. Remember to mention weight and size. Make it easy for them to make a purchase or place an order. There are products that are appliances that would be nice to sell such an air purifiers. These are usually bigger ticket items but, unlike skin care products and the like, clients are not going to buy them on a regular basis. Do some research and find really good products because you want them to fly out the door. Your good intentions will support you.

You want to be incredibly clear about what the product is offering. Avoid vagueness. Be prepared to explain them by understanding the technical explanation of the product. Remember: you’re the expert. When you demonstrate technical savvy, it gives the client confidence and establishes your credibility. Determine what makes the product unique and prepare to convey this to the client.

Don’t make the client feel obligated to buy. If products are nicely displayed, along with information pamphlets and prices clearly visible, that should be enough to peak their interest. Don’t go all out financially on a product at first. Start slow and see how it goes. It’s a while before products to take off. Try to make the sale but also have samples, which you should get from the manufacturer at no cost. Some manufacturers and their representatives do not have a standard deal. In other words, you can often negotiate how much product you’re going to buy and at what price.