3 Solid Steps to New Clients!
While visiting the websites of hundreds of wellness practitioners, I was struck by the number of sites that were “All about me, Me, ME!” on the home page.
Your website’s home page is often a prospect’s first exposure to you and your work. So make sure the home page is all about the clients! Use short bullet lists of your Ideal Client’s needs and your corresponding solutions. (And save all about you for your About Me page.)
Remember – when people are looking for a solution to a health problem, they don’t care about you and your credentials, your education, your techniques or anything about you. They only want to know how working with you will benefit them. So don’t try to impress people by talking about yourself – your training, your techniques, your equipment. Instead, make sure you educate your potential clients about the results they will get from working with you – not from massage, or acupuncture or chiropractic or counseling, or whatever your modality is – but specifically how working with you will help them.
Tip #1. Get Clear on Your Niche!
What you need to do is get clear on your niche, clearly explain the results you provide and make sure you have effective treatment programs for the problems of your target market.
Then you must repeat these same essentials over and over again in your marketing. It doesn’t matter whether you’re a brand new practitioner, have been in business for years or you’re launching an empire – these basics remain constant. To get and keep clients, you need a repeatable system to keep them coming in for the fabulous results you provide.
Tip #2: Deliver Tangible, Specific, Measurable Results!
The more you focus on the practical, tangible results clients get from working with you, the more clients you’ll have to work with. Even if you offer a less tangible wellness service, such as energy healing or intuitive readings, you can still focus on the tangible results that show up for your clients. You simply need to focus on the impact your service has on your clients’ lives – health, family life, work, finances, relationships, opportunities – everything. I love seeing the look on my clients’ faces when they realize just how far-reaching our work together will be! So make sure they are clear that they will get back to work in x number of days or weeks, or be able to play with their kids again, or get out from under crippling pain or depression, or whatever it is you offer. Don’t do this in a phony way or make unrealistic promises. Be sure you’re able to deliver what you promise – and then deliver it!
Tip #3: Create Treatment Programs!
People love systems, because systems explain in an organized way exactly what the problem is and how you can help eliminate it. So it is very helpful to name your programs and treatments in a way that potential clients can see their problem and the results they will get simply by reading or hearing the name of a treatment, such as “Easy Fix for Computer Abuser’s Syndrome” or “Pain in the Neck Solution” or “Golfer’s Hip Health” or “Eat Yourself Thin.”
Keep in mind that overwhelm, stress and pain are rampant in our culture. People get caught up in – but are reluctant to change – lifestyles that create these conditions. For instance, an avid golfer is not likely to give up the game to avoid hip pain. So they crave simple solutions that make it easy for them to meet their needs, relieve their pain, solve their problem.
Take a good look at how you work with clients and transform what you do into a compelling, simple program or treatment. You’ll be amazed at how this helps people understand how you can help them and they can’t wait to sign up to work with you!
You’re only a few sentences away from your next three clients! All you need to do is hone in on your niche, list a few compelling results you help people achieve and create your program to deliver those results!