5 Simple Steps to New Clients!
If you got into wellness work to help people, you have to take action with marketing to achieve your goal. People will call you – but only if they know about you! You need to be proactive! So if you really want more clients, then get crackin’ with these 5 specific and assertive steps to success:
- Devote 3-5 hours a day to get new clients and fill your schedule. If you don’t have enough clients and you are not marketing, then what are you doing all day? You need to spend business hours doing business stuff – either working with clients or getting clients. If this idea scares you, here’s a simple plan: Decide on your business hours, such as 9-5. Whatever time you are not with clients during your work day should be dedicated to marketing your practice. It is not free time for TV or shoe-shopping! Put marketing into your calendar as an appointment with yourself. And don’t no-show on yourself for anything except a paying client! Your business is your client for a marketing appointment! And remember – this intense marketing schedule is not a forever thing; it’s only temporary until you fill your practice. And you will – if you follow this plan.
- Target one specific problem, pain or challenge you will treat and market only to that (ie, back pain, headaches, allergies, etc.) Or target a specific population group, such as athletes or pregnant women. Then tailor all of your marketing – emails, blog, ezine, presentations, etc. – to that one problem or group and get as specific as possible. Once you’ve targeted one problem or population and marketed it to the max, repeat the process with another, then another and another – until your appointment book is consistently full. You can target as many populations or a many health conditions as your practice can support, but only one at a time! Remember this guideline: One person, one problem, one solution per marketing campaign.
- Big Marketing Blitz! Don’t just trickle, like when the car tire is parked on the garden hose. Bring out the fire hose! Write into your schedule specifically what you will do with each block of marketing time. Create a 2-week blitz marketing campaign that includes:
- Send a letter (a real postal letter, not email) to every single family member, friend, acquaintance, colleague and client you know. Discuss the target problem or group you selected above in Step 2 on what you’re offering. Explain how your work can help this problem – focus on benefits to the client. Ask them to refer people they know who may need what you offer. Have a way to draw people in, such as enclosing a few coupons for a free introductory session or consultation.
- Schedule 2 presentations within a 2-week period to talk about your work – local organizations that feature speakers at their meeting, such as Rotary Club; a free talk at the public library; a hiking club meeting; a golf course clubhouse; networking meeting; a pregnant mom’s group; meet with a school athletic coach; take a doctor or dentist to breakfast and talk about how you can help their patients.
- Do at least one print advertisement, such as a classified ad, a press release in the newspaper, an article in a local publication, etc. Do not post flyers around town – it’s amateur.
- Participate in a local event, such as Relay for Life or a marathon, by offering brief introductory treatments. If your modality doesn’t lend itself easily to public demos, hand out your info and free offer with a low-cost incentive gift that will help people remember you. (Low-cost gift ideas: pain gel sample, warm/cold pack sample; tea bags; vitamin/supplement sample; energy bars/drinks.)
- Donate a Gift Certificate to a public charity event, such as a school fundraiser or community benefit.
- Give a Free Sample! Come up with a generous and authentic free offer to give potential clients a taste of what you do. Some ideas are: a teleclass, an article, a workshop, an introductory session, or an audio or video on your website. When you give away a high-quality sample, people will think: “If her free stuff is this good, her paid services must be fantastic!” Remember to emphasize the benefits you offer and make clear how people can take the next step to work with you.
- Believe in Yourself! We’ve saved the most important step for last. Keep your self-confidence strong and deeply believe that what you offer is of great value to others. If you don’t believe in yourself and your potential for success, how can you expect others to do so? People need your gifts, your talents and skills. You can ease their pains, challenges and struggles. You attract clients by deeply knowing that you are needed, and the way you share that is through marketing.
It is not selfish, materialistic, pushy or needy to market your services. Marketing is a divine tool that makes others aware of how your work can make their life better! How can you help them if they have no awareness of what you do and how it can benefit them? A fortunate by-product of serving others is success for yourself!
These are just a few ideas to get you started. What other ways can you think of to promote yourself? Share your solutions and your success in the Comments Section below!