Attract More Clients with Testimonials!

Attract More Clients with Testimonials!

Hau’oli Makahiki Hou – Happy New Year from Hawaii! The start of a new year is a great time to introduce a new marketing strategy into your wellness business!

Start out the year with a little help from your friends – people who know, like and trust you, and ask them for… testimonials!

Image result for client testimonialsTestimonials are statements from people about how you helped them with their problem, pain or challenge. Do you have any testimonials from satisfied clients? If you do, it’s time to get some new ones. If not, it’s time to get crackin’!

Testimonials are an important marketing tool that shows prospective clients that other people just like them have benefited from your services or products.

Getting testimonials can feel uncomfortable at first. We worry about appearing pushy, needy or braggy. Get over it and ask anyway! It’s not for yourself – to brag or pump up your ego! It’s so you can offer your expertise to others who need it.

What if someone absolutely raves to you about your work in person, but when you ask them to write it down, it isn’t as compelling? If you have a system to collect testimonials, you won’t miss golden opportunities for your happy clients to help you attract future clients!

Here are a few tips to get great testimonials: 

1. Write the testimonial yourself. Don’t worry – I’m not suggesting that you make up testimonials! But if someone has complimented your work or the results they got with you,  write up what you think they said, and send it to them for approval or changes. Include a note with the proposed testimonial, asking their permission to quote them, and say ‘This is what I recall that you said to me. Can you approve this, or change it if it’s not quite accurate?’ Usually people will approve because it’s easier and also they may remember their meaning but not their exact words. You get a quicker response with the wording that you want.

2. For clients who want to write their own testimonial, provide a fill-in-the-blanks template with prompts and guidelines to help them provide the most effective information for your needs.

It shouldn’t be about what a great person you are or the techniques you use or how nice your office is. Testimonials should focus on the benefits and results the client got from your work.

3. If you’re with someone in person, record an audio or video testimonial. It’s quick and easy with a smart phone, and then you can use the recording on your website and transcribe it into a written testimonial.

Practitioners or clients who have an ethical or privacy issue about the medical confidentiality of testimonials may be more comfortable if their name and/or photo is not used. While attaching a name may give it more credibility, it is better to use only the client’s initials than to have no testimonial at all. You may offer this option to clients.

If you’d like to offer a gift in exchange for the client’s testimonial, make sure it’s something simple that gives value to the client and supports your business but adds little to your cost or time.

Once you acquire a client’s testimonial, you can use it in your marketing materials, such as a brochure or website. Feature one or two testimonials at a time. As you collect the testimonials, rotate them regularly, so that prospective clients will see that you help many people, not just one or two.

If you’re just starting out and have few or no clients, ask family and friends.  Include people you worked with in school or training, such as fellow students, teachers and clients in student clinics.

Share in the Comments below, or on Facebook, your commitment to ask one person who loves your work to write a testimonial for you today! Then go and do it! Which client will you ask first? Testimonials help you get more clients!

Do You Spend Enough Time on Marketing?

Do You Spend Enough Time on Marketing?

Image result for quote those who stop marketingHow much time every day should you spend on marketing your wellness practice to attract clients? If you’re just starting out, or struggling to get clients, marketing experts strongly recommend – and I agree – that you devote a minimum of four hours of marketing per day for 6-12 months.

Many practitioners are shocked at that number, because they typically don’t even spend that much time on marketing in a week or even per month.

Well… no wonder they don’t have enough clients!

If you’re surprised at the idea of spending that much time on marketing, answer this question honestly:

If you don’t have enough clients and you’re not marketing, then what are you actually doing all day?

The average practitioner claims that she doesn’t have four hours a day for marketing. But you don’t want to be average, right? Wouldn’t you rather be outstanding?

Many entrepreneurs spend a good deal of non-client time in non-business activities. Let’s take a close look at the non-essential things you do throughout the day and the week.

These are the time-wasters in your schedule. Each little thing in itself may not take much time, but they add up to many hours per week that you could be used for growing your business instead.

When you look at this wasted time from a marketing perspective, you may see that, like many self-employed people, you regard non-client time as “spare time.” Do you waste valuable work hours on personal activities, such as housework, errands or social media?

Being busy is not the same as being productive! I could keep busy playing solitaire or shoe-shopping all day long. But what would that accomplish for my business growth?

You need to put your extra-curricular activities on hold while building your wellness practice. These time-wasters sabotage your progress and your success. They limit the number of clients who can benefit from your valuable service, undermining your professional purpose to help people improve their health. You can’t reach your goal to help lots of people and make a good living if you waste your work day on non-work.

It’s actually a very simple premise: The more time you spend attracting clients, the more clients you will attract!

Just because you don’t have enough clients doesn’t mean you’re on vacation! Regardless of how you currently spend your “spare time” during work hours, it’s now time for a change.

Eliminate everything during your work day that is not directly working with clients or attracting clients!

From now on, for the next 6-12 months, or until your client schedule is full, do non-business activities after business hours. As an entrepreneur, you don’t have a boss holding you accountable. It’s up to you to schedule your work hours and stay on track, in order to increase your client base and your income. You need to be a tough boss and hold yourself accountable!

It’s difficult, maybe even impossible, to get new clients consistently when you don’t market consistently. Are you spending time on non-biz activities while hoping for clients?  Hope is not a strategy and it doesn’t pay the rent!

News flash – you need to spend your work day actually working! When you’re not working directly with clients, devote your time to activities that will bring them in – call people, get referrals, network, send a newsletter, give talks, for example.

Exactly how you should you structure your time to get the maximum benefits for your business? Monday through Friday 9 AM – 5 PM (or whatever you decide as your regular work hours), you should be… doing what? Yes, now you’re catching on…

… working with clients and attracting clients!

This, in turn, will produce benefits in your income and lifestyle. 

Suppose your BFF calls and says, “Hey, let’s go shopping!” From now on, instead of jumping on board with that, you say, “Sorry, I can’t today – I’m working. But I can go this weekend or meet up after work.”

Your happy-go-lucky friends may not like this, but when you get results in your business, you will realize you’re doing the right thing. (And maybe your success will motivate them to do the same!)

Here’s a simple system to eliminate your time-wasters:

First, make a written list of all the different activities you do each day – both business and non-business things – during your regular business hours. Every time you do something throughout the day, stop and write it down. Be totally accurate and honest with yourself about this, so you can make the changes necessary to expand your practice and your income. For one week, keep a running list of everything you do during business hours.

Next, go through your entire list and ask yourself these 2 questions for every item:

1. Does this activity involve working with clients?

2. Does this activity involve attracting clients?

If the answer is ‘no’ for any item on your list, cross it off the list and stop doing it during biz hours. Cross off everything you do during business hours that distracts you from your two primary activities – working with your current clients and attracting new clients.

Finally, commit to doing this on a regular, consistent basis and schedule it on your calendar. The only reasons for breaking this appointment with yourself are a true emergency or booking a client appointment

Though this schedule may seem extreme, remember that it’s only a temporary jumpstart strategy. When you start getting consistent results with repeat clients filling your schedule, you won’t need to do as much marketing. So then you can reduce your marketing time and start re-integrating other activities into your daily schedule.

You will still need to schedule marketing on a consistent basis throughout your career – it should never become a once-in-a-while activity. Before long, your marketing will be organized into a system that will reduce the amount of time that you spend on it per day. But you may discover, as I did, that you enjoy marketing so much that it becomes your new hobby!

“Those who stop marketing to save money are like those who stop a clock to save time.”

Mindset Makeover for the New Year!

Mindset Makeover for the New Year!

“If you want to change the fruits, you will first have to change the roots. If you want to change the visible, you must first change the invisible.” – T. Harv Eker.

Related imageHappy New Year! What better time to tune up your mindset and make sure you’re not falling victim to that old business plague – self-sabotage! Sometimes, in spite of knowing better, our old negative self-talk can creep back in. Then, before we know it, we’re stuck in a rut of negative thinking that leads to negative actions that create negative results!

There are many negative beliefs and behaviors, but two are common among entrepreneurs: procrastination and perfectionism. So let’s do an annual check-up and maintenance on each:

1. Procrastination

Does procrastination ever stop you from moving forward? If you’re like me, you can come up with very good reasons not to do certain things – not enough time, not enough skills – the standard lame excuses! And so I put off doing what needs to be done – in spite of my best intentions. We are probably all guilty of this at some time!

Procrastination is not laziness. It is fear – fear of the unknown, fear of criticism, fear of overwhelm, fear of failure. We’ve all experienced procrastination at one time or another. Let’s look at a few ways to deal with it:

1. Start small. If you can’t do a lot, do a little. Do a little bit – lots of times – consistently – until finished!

2. Be accountable. Tell someone what you’re doing and ask them to check in with you at a specific time.

3. Set specific goals. Vague intentions create vague results. Organize one shelf. When? Now. For how long? 15 minutes. Celebrate completion! One shelf done = one piece of chocolate!

4. Avoid time-wasters, such as email. Specify a time for every daily business task and write it into your schedule. For instance, I do Facebook every morning and evening for 10 minutes – not all day long!

5. Just do it! Don’t wait until you have enough time, until you have enough money, until the cows come home. You know you have to do it sooner or later, so JFDI – Just Flippin’ Do It!

How will you get past procrastination? And how will you celebrate?

2. Perfectionism

“Hi, I’m Donna and I’m a recovering perfectionist!” One of the hardest things for me is to do is finish something, be okay with it and be done with it.

Perfectionism is related to procrastination. Both are fear-based – fear of making a mistake or fear of rejection, for example. Where they differ: procrastination is about not starting, while perfectionism is about not finishing!

Are you a victim of Perfection Paralysis when it comes to marketing your wellness business? Do you get an idea and start working on it, work on it some more, and then more?

If I had waited until everything was perfect before moving forward with The Prosperous Practice, we wouldn’t be here now. You’re reading this now because I got over myself and became an imperfectionist!

Here’s how the Laws of the Universe operate: You don’t wait for everything to come together and then commit. No, it’s the opposite – first you commit and then it happens! Waiting for perfection can kill your business! Your practice will not achieve optimum success if you wait for everything to be perfect before stepping out. If you wait for perfection, you will never finish.

Here’s how to become an imperfectionist:

1. Choose one project from your to-do list. You may have trouble picking just one, but do not proceed until you have narrowed it down to just one thing.

2. Set a timer for 30 minutes.

3. Spend the entire 30 minutes working non-stop on the activity, with no distractions.

4. Set the timer again tomorrow and work non-stop for 30 minutes on your activity.

5. Repeat the process every day until the project is imperfectly complete.

6. Celebrate the completion – reward yourself!

7. Go back to #1 and start over. Choose another item from your to-do list…There will always be room for improvement and more to do. But you can learn to be satisfied with things as they are, while still striving for more and better, instead of waiting to achieve perfection before you are satisfied or before you move on.

Successful entrepreneurs claim their key to success is: Take Imperfect Action! Implementation is one of the main components in the formula for success!

What beliefs have you accumulated over your lifetime that no longer serve you? What money and business attitudes hold you back? Have you learned how to replace self-sabotage beliefs with positive action?

As you progress through your career and through your life, continue to identify and break through the self-doubt and limiting beliefs that stand between you and success.

It all starts with a decision to change your mindset – to think differently, act differently and therefore attract differently!

Hau’oli Makahiki Hou – Happy New Year – from Hawaii!

Want more exercises like these to build a strong money and business mindset?  We offer Manage a Mindset of Success: The Inner Path to Prosperity” as a FREE BONUS Module when you order our Signature Program: The Prosperous Practice Home Study System. GO HERE TO LEARN MORE!

 

Your Business Card – Is It Blah… or BOLD?

Your Business Card – Is It Blah… or BOLD?

SeImage result for give business carde that business card over there on the right? It’s blank on one side – WRONG!  Keep reading to find out exactly how to fix it for the best client-attractive results!

Your business card is often the first introduction people have to your wellness business. You’ve got only one chance to make a first impression. So make it a good impression by handing people a well-designed card that will make them want to work with you!

Make a mega-impact with this mini-marketing tool! It can do much more than tell people how to contact you.

Your new business card will tell people what you do and, more importantly, what you can do for them.

Don’t waste half of the valuable “real estate” on your card – use both sides to let people know exactly how you can help them. When someone hands me their business card, I immediately turn it over to see if they use both sides to their best business advantage.

Don’t use the back of the card in the usual way – to write the client’s appointments. (That’s why God invented sticky notes!) And absolutely do not leave it blank on one side! 

Use “magnetic marketing” – client-attractive wording about the benefits you offer, to “pull” or draw clients to you. Then tell them exactly how to learn or do more, such as schedule a Discovery Session, visit your website, or subscribe to your ezine. Or best of all – go straight to booking an appointment! 

The point is to get prospects to take quick action! You want them to feel like you’re talking specifically to them and that you have the solution they need. Your card should motivate them to act – NOW!

Exactly what should be on your business card to attract clients? First, the layout should be clean and legible. Unless you have design software and the skills to use it well, I suggest having your business card professionally designed and printed. You don’t want your first impression to look amateur and homemade! Use fonts that are easy to read and appropriate for the mini-size of the card, while reflecting your business brand.

The back of the card should be about you – yes, on the BACK – and should contain the usual info: business name, logo and tagline; your name, credentials and title; phone, email, website, mail, location.

Add your photo if possible – seeing your face helps people know-like-trust you! It’s tricky to fit so much on one side of the card. Just keep playing around with the layout, making sure to leave enough white space for it to look clear and uncluttered.

So far, this is all standard, boring biz card stuff, right?  It’s about to get more interesting! Read on…

Image result for give business cardNow the real fun begins!

The FRONT of the card is all about the client. Put their needs front and center, because clients are the most important part of your business and they are the target of your marketing!

Ask questions about the needs of your niche – questions to which readers will answer “yes.” Then provide answers.

The questions are about the clients’ problem; the answers are about your solution! Each answer will correspond to each problem or challenge. Example:

– Do you want to feel healthier, have more energy and sleep better? Our 3-month program will enhance your health, boost your energy and improve your sleep!

After the Q&A section, place a call-to-action: something specific you want the reader to do. Is it call your office, go to your website, sign up for your Free Offer? 

When handing your card to a prospective client, make sure the magnetic marketing questions are facing up, so the first thing they read is about them – their problems, their needs, their challenges. And the next thing they read is your benefits!

Your business card is an under-estimated marketing tool that will bring you clients, IF it is specifically designed to show people how you can help solve their problem.

Instead of a boring, ineffective biz card that puts people to sleep, create one that wakes them up to the fact that you can help them!

Hand out a business card that reflects your pride and confidence in your work and helps bring you the success that you need, want and deserve!

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Share Your Gifts in the Giving Season!

Share Your Gifts in the Giving Season!

Mele Kalikimaka from Hawaii!

Image result for share your giftThe Christmas season, with its tradition of giving, is a perfect opportunity to thank your present and past clients for their support of your business, while offering your gifts to potential clients to draw them in!

Most world cultures and religions have winter observances and traditions around the concept of “giving” or “sharing.” What better time of year in your wellness biz to give freely of your gifts? Sharing your time, talent and skill is a way to show appreciation and generosity to your clients – both present and future.

What? Share My Work for Free?!

When selling your services, you are actually offering a gift – the gift of your expertise, experience and excellence! Of course, when offering, you don’t want to make people feel uncomfortable with a high-pressure sales pitch or to think of you as a slick used-car salesman trying to sell them a clunker car!

But when you simply offer a gift, people feel drawn to learn more about your work and how it can help them. Your gift offers exactly what they want – a solution to their problem. It makes them want to know more about you and your work. Offering a gift is certainly more client-friendly than selling!

When you give, you’re not selling. You’re offering service. People get excited when they find the help they need. They are happy to buy from you when they don’t feel pushed of manipulated into it. Your generosity inspires their confidence in you as the right practitioner to help them with their health challenge.

So give them something of value, as an introduction to your work. Let them know you can help them, with no sales pitch and no pressure to buy. Make it clear that you are more interested in helping them than in selling to them!

An effective way to do this is by sharing your information, product or service with an Irresistible Free Offer. Commonly known in the marketing industry as the IFO, this is a product, program, service or information of high value that is useful for the prospect’s problem, pain or challenge. Offered for no cost, the IFO creates strong interest and naturally attracts clients into your wellness practice.

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COMING IN JANUARY to an inbox near you…

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Share Your Goodies!

The way to make people aware of your creative solutions to their challenges, without seeming pushy or needy, is to freely share your service! When people ask about your work, don’t spend your valuable time explaining the same information repeatedly. Simply say, “Visit my website for a free report about XXX and sign up for my weekly health tips.”

Include a special offer or promotion in every issue of your newsletter, which they will receive only if they opt in. This way, you are not pushing or selling anything. You are inviting them to take a look at your offer and then to sign up if it seems like a good fit for them. They will only receive info from you if they request it.

Generously sharing your skill, knowledge or info triggers a sequence of events leading to your success:

  1. You educate potential clients about how you can help them!
  2. Prospects are excited to get valuable info for free!
  3. They’re impressed by the value you share!
  4. They equate your high-value IFO with high-quality work!
  5. They get access to subscriber-only promos and gifts!
  6. When they see your work as their answer, you get more clients!
  7. More clients create more income for you!
  8. More income gives you the lifestyle that you need, want and deserve!

It’s a win-win situation! Prospects get solutions and better health; you get more clients and more money! When you give a small sample of low-cost, high-value information, people will assume that if your free stuff is great, then your paid work will be even better!

An added bonus when you generously give your work is that people will be so impressed with what you share that they will naturally start networking for you. They become your ambassadors, cheerleaders and unpaid sales team, spreading the word to their family, friends and colleagues!

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Boost Your Wellness Practice with the Stocking Stuffer Special! Part 2/2

Boost Holiday Income with the Stocking Stuffer Special! Part 2/2

Image result for your attempt at summing up my personalitySeveral years ago, I started offering my clients a new way to do their holiday gift shopping that would accomplish these goals:

  • Offer low-cost, high-value massage for holiday gifts. – 
  • Help my clients with their holiday gift shopping.        
  • Allow more people to experience my work.
  • Provide me with an income boost
  • Attract new clients into my business.

And here’s what I created – the Stocking Stuffer Special!

Once I figured out the Stocking Stuffer strategy, I needed a system to sell the gift coupons, so as not to annoy people or make myself hoarse by repeating the same offer with every client every day.

So over Thanksgiving weekend, I set up a Gift Station in my clinic – a holiday theme table with a display of beautiful Gift Coupons, colored pens and postage stamps. 

I even offer to mail or email the Gift Coupons for them! (Bonus for me: I will acquire more names for my email list, to send an invitation to subscribe to my newsletter!) Clients appreciate this mailing service, which doesn’t cost me much time and adds more service and value to their experience in my business!

How will you set up your Holiday Gift Station?

To kick off the Stocking Stuffer Special, follow these steps:

  1. In early November post signs around your office, including the restroom – in clear view of the toilet! COMING SOON … The Stocking Stuffer Special! (Build interest – let them wonder what it is!)
  2. Write and pre-schedule an email announcement to go out the day after Thanksgiving: The Stocking Stuffer Special is now available! Explain your offer. Remind them to bring their contact list to their next appointment.
  3. When they come in and purchase their package of gift coupons, they can sit right down and address the envelopes, enclose the coupons and stick the stamps.
  4. Offer to mail or email it for them. PS – Don’t penny-pinch and charge for postage; the extra income and opportunity to get new clients is worth the extra expense!
  5. Continue with promotional emails throughout the holiday season, 3 per week from Thanksgiving through New Years. (Remember – it takes 7 exposures for people to respond to marketing!)
  6. Remove clients’ names as they buy, so as not to pester them after they have made a purchase.

Your clients will really appreciate this one-stop shopping experience and some will take advantage of the sale extras to buy extras for future gift occasions.

Winter holidays present the year’s best opportunity to sell Gift Coupons! Many people have a long gift list and appreciate an affordable way to treat their family, friends and colleagues to the gift of health! You can help them with this by offering packages of gift coupons for their holiday shopping convenience. The Stocking Stuffer Special is an amazingly effective holiday sales strategy for wellness practitioners! It could make the holidays your most profitable time of year!

Mele Kalikimaka – Merry Christmas in Hawaii!

Boost Your Wellness Practice with the Stocking Stuffer Special! Part 1/2

Boost Your Wellness Practice with the Stocking Stuffer Special! Part 1/2

Image result for christmas stocking on palm treeMerry Christmas! Or as we say here in Hawaii – Mele Kalikimaka!

Here’s my most effective strategy for holiday marketing to give your wellness practice an end-of-year boost, jump-start your 2018 income, and offer your clients affordable one-stop shopping for every body on their list!

My holiday marketing campaign involves one of my favorite holiday traditions – Christmas stockings – both giving and receiving! Here in Hawaii, stockings are “hung by the palm tree with care!”

Several years ago, I started offering my clients a new holiday shopping experience! It was an instant success and every year since, they look forward to it!

This annual holiday marketing tradition started because I noticed my clients had similar responses when I offered holiday gift certificates: “With so many people to buy gifts for, I simply can’t afford it!”

I get it! $100 gifts for 20 people makes Christmas shopping a little pricey! So I started brainstorming ways to sell holiday gift coupons that would accomplish 5 goals:

  1. Offer low-cost, high-value massage for holiday gifts.
  2.  Help my clients with their holiday shopping
  3.  Allow more people to experience my work.
  4. Provide me with a holiday income boost.
  5. Attract new clients into my business.

And here’s what I created – the Stocking Stuffer Special – an amazingly profitable holiday marketing strategy for wellness practitioners. Here’s how it works:

Offer Gift Coupons for short treatment sessions, sold in packages of 4 or 8 – the more they buy, the more they save per session. For massage, I offer 15- and 30-minute massages for $20 and $40 per session.

Adjust your offer to fit your modality – a brief, affordable intro to your work, sold in packages.

My clients buy them up like crazy for one-stop Christmas shopping! This short-session, lower-cost strategy works especially well for gift occasions such as Christmas, when we have the large expense of giving presents to many people at once. Of course, you should also offer Gift Coupons for your regular sessions as well.

I recommend selling Gift Coupons as a package deal because of the advantages for clients:

  1. Save money, allowing them to buy more.
  2. Appropriate for any age, size or occasion.
  3. Easy to mail or email.
  4. Always have last-minute gifts on hand.

Now here’s where the fun – and the income – really begins! You can leverage the Stocking Stuffer Special into even more income!

Most of the Gift Coupons will be redeemed after the holidays. So the original coupon sales will boost your holiday income. And after the holidays, you can kick-start your new years income and avoid a post-holiday income slump!

When the gift recipients call for their appointments, offer them an upgrade to a longer session for an additional fee. Because they didn’t pay for the gift, they see it as getting a bigger gift for a low fee – such a deal!

Example: Your client buys her friend a $25 GC for an introductory mini-treatment. When the friend calls to schedule her appointment, you offer her an upgrade to a full session for only $50, letting her know that your regular full-session fee is $80.

It’s a win-win-win – the giver saves time & money, the receiver gets a healthful gift, and you make more money!

One of my massage clients, a corporate human resources director, bought 3 dozen 15-minute Stocking Stuffer Gift Coupons for her employees! Most of them chose to upgrade to 60 minutes for $50 – a great deal for them and more income for me!

Here’s how the money math played out:

36 gift coupons @ $20 each = $720 + 30 upgrades @ $50 = $1500. Total = $2220!

(Two did not upgrade and four of the 36 coupons were never redeemed, resulting in $80 profit that I didn’t have to work for. But I would rather work and have the opportunity to enroll new clients!)

As an added bonus, 13 of these coupon recipients became regular clients who buy gift coupons for their friends, who become regulars, etc. etc. Yes – referral-based marketing the way it’s supposed to work!

Bodywork is ideal for this strategy. Other modalities might be more challenging to adapt to selling packages of mini-sessions.

Example: Suppose you’re a family counselor. You could offer a 15-minute coupon recipient a simple solution to one common family problem, such as: “How can I get my kids to cheerfully cooperate with chores so we have more time for family fun?”

Wouldn’t this be a great gift for an overwhelmed mom?! When she calls for her appointment, offer an upgrade to a longer intro session that delves a little deeper into her situation.

The point is to get creative with your holiday marketing and make it affordable for your clients to share your skills with their loved ones, while boosting your business with new clients and more income!

Once I figured out the Stocking Stuffer strategy, I needed a way to promote it. Don’t miss my special system in next week’s post!

Meanwhile, get started with your very own Stocking Stuffer Special! Decide on your Gift Coupon offer, and design and print your Gift Coupons. Then you’ll be all set for next week’s article – to help you bring in more money, attract new clients and create more time to enjoy your holidays!

Mele Kalikimaka!

Need Quick Cash? Do This!

Need Quick Cash? Do This!

Image result for woman with moneyDo you miss out on money-making opportunities that are right in front of you? Learn some simple, effective marketing techniques to jumpstart your income while you’re implementing long-term strategies.

If you need a shot of cash, there are simple ways to quickly bring money into your practice – and your pocket! Here are two simple ideas to get you started and quickly bring in extra money:

 Quick Cash Strategy #1. Raise Your Rates!

Here is an obvious way to make some extra money quickly – simply increase your fees. Don’t worry about losing clients. Just don’t do it frequently and be careful not to spring the fee increase on your clients unannounced! Start announcing 4-6 weeks in advance. Put it in writing via email, postal mail, flyer and/or phone message to inform your entire client base of the upcoming change in your fees.

Give everyone at least 2 reminders of the fee change. With each notice, include something positive to ease their pocketbook pain – a bonus, gift or amenity – something that supports your work with added value for the client, with little cost or time for you. In your announcements, lead with the bonus offer, followed by the fee increase.

Now… here’s where the fun begins for quick money! With the announcement, offer clients a treatment package – a chance to prepay for a series of sessions at the current fee before your rates go up. Don’t give them much time to “think about it” – a limited-time offer creates a sense of urgency and gets people to act quickly. Use an expiration date on the package so they don’t take months or years to use it up. Use this prepay strategy only if they buy a series, not for single sessions. Make sure you you’re set up to accept credit cards and/or online payments, making it easier for clients to take advantage of your generous offer.

This is the quickest and most obvious way to make more money quickly. The first time I used this strategy, I made an extra $4700 in one week, as my clients scrambled to take advantage of the special limited-time offer to prepay for as many sessions as they wanted!

Quick Cash Strategy #2: The Update Letter

Meet your new BMFF – Best Marketing Friend Forever! The Update Letter is commonly known in marketing circles as a Warm Letter of Introduction – meaning warm and friendly, as opposed to formal and businesslike. From now on, in promoting your practice, you will use this marketing tool frequently in 3 basic ways:

1. An introductory letter for new clients, supporters and referral sources

2. A keep-in-touch strategy to maintain regular, consistent contact with your referral sources

3. An income boost when you need a quick cash infusion, as follows:

Send your Update Letter to everyone you know – yes really, everyone! If this seems overwhelming, just keep at it with 5-10 letters a week, until you’ve contacted everyone on your list. When done right, the Update Letter Campaign can become one of your most effective client attraction strategies for a very affordable cost.

Remember that these are temporary, short-term tactics and should not be relied upon for long-term growth and success in your business. The idea is to leverage some quick income into more marketing for faster business growth.

You will be amazed at how quickly you get referrals and new clients using these simple strategies. It takes a bit of work upfront, but you’ll be rewarded for your efforts – all the way to the bank!

Gratitude Grows Your Wellness Biz!

Gratitude Grows Your Wellness Biz!

Image result for gratitudeHave you ever noticed that what you focus on increases – whether positive or negative? Do you believe that gratitude and appreciation create more abundance in your life? And have you experienced the opposite – that focusing on lack can keep us stuck in limitations? What blessings enrich your life? What lessons inspire new learning? What successes motivate more action? What failures teach you how not to do something?

Remember the principle that what you focus on with sincere feeling increases. So focusing on what you have rather than what you lack will help multiply your blessings. By maintaining an attitude of gratitude each day, you develop the habit of appreciating what you have instead of dwelling on what you don’t have. Is your glass half-full or half-empty? You’ll handle challenges better if you begin with an appreciative mindset, especially focusing on the lesson in the challenge.

Sarah Ban Breathnach, author of Simple Abundance, recommends keeping a Gratitude Journal in which you write a daily list of people, things and events in your life that you are grateful for. She says: “… as you focus on the abundance rather than on the lack in your life, you will be designing a wonderful new blueprint for the future. This sense of fulfillment is gratitude at work, transforming your dreams into reality. As the months pass… an inner shift in your reality will occur. You simply will not be the same person two months from now, after consciously giving thanks each day for the abundance that exists in your life. And you have set in motion an ancient spiritual law: the more you have and are grateful for, the more will be given you.”

What blessings enrich your life? What are you grateful for in this season of harvest and bounty?  Be grateful for all of it, positive and negative – it’s all part of your life!

Narrow Your Niche and Make More Money!

Narrow Your Niche and Make More Money!

Can you imagine trying to have a conversation about ten different topics with ten people at once? After the first few words, you wouldn’t be able to keep it all straight and neither would the ten people! It would sound like gibberish and no one would be able to understand anything. In a sense, that’s what many practitioners do with their marketing – try to give different messages to many people at once! How many different messages are you sending?

For instance, with my modality – massage therapy – here are some typical comments made by one general therapist to a variety of potential clients: “Oh, you strained a muscle? Sure, I can fix it.” And “You’re pregnant – I’d love to work with you!” And “Chronic back pain? Come see me!” And “Frequent headaches? Let me help you!” And… and… and… the list goes on!

The problem with this approach is that you’re competing with every other health practitioner in town for every problem, pain, condition and malady. Narrowing your niche paradoxically attracts more clients than casting a wider net. Your USP – Unique Service Position – defines what’s special about you, while identifying your niche considers what’s unique about the group you serve with your work. By aiming your marketing at several different populations, you will get only a small percentage of these people as clients. That’s because they are spread thin over many different modalities and different practitioners, all competing for everyone’s business – every illness, every injury, every disorder, every problem. Trying to market to everyone dilutes your message so much that there’s no flavor left in it!

You’re the expert!

On the other hand, if you target only people with back problems, marriage problems, weight problems, or whatever fits your modality, you are more likely to get a larger percentage of the target group wanting to work with you. If you aim your marketing for one population group, one condition, one problem, you can instantly be recognized as an expert in that area.

If you market yourself as a specialist in one area, people will assume you are the expert. But if you’re the practitioner who helps people with headaches, backaches, neck pain, joint pain and pregnancy, few of them will recognize you as an expert in what they need. However, if you say “I specialize in helping expectant mothers have a comfortable happy pregnancy,” and you direct your marketing toward obstetricians, midwives, childbirth educators and baby stores, then you will get a large percentage of pregnant women wanting your services, because they see you as the expert for them. How can you word your expertise to attract your niche?

Many practitioners have two concerns at this point:

  1. “I’m not comfortable calling myself an expert; it seems arrogant or phony.”
  2. “Won’t I lose or turn away potential clients if I narrow my target market?”

Let’s look at these, one at a time:

  1. “I’m not comfortable calling myself an expert.” It is not phony or manipulative to market yourself as an expert for a particular problem or target population group. From a marketing perspective, all you need to be an expert is to know more than most people know about your profession or specialty. If you ask the average person something technical about your work which you take for granted, it’s likely they won’t have a clue. But you could do it with your eyes closed. You are an expert and you do know enough to succeed in helping others with their health concerns!

  2. “Won’t I lose clients if I narrow my niche?” Don’t worry – you can still work with         people outside of your niche if they call you (assuming you are qualified to treat               their problem). Specialization does not mean that you turn away people who are             not in your niche. It simply means that the focus of your marketing is directed to             that group – that is where you concentrate your marketing efforts.

Average practitioners have a mindset of lack and competition, so they agree to work with pretty much anyone. Average practitioners don’t give much thought to who will most appreciate and benefit from their particular skills and services. Average practitioners struggle and stress with getting enough clients.

But you’re different! You want to move beyond average. And you can! By following the step-by-step program of The Prosperous Practice Home Study System, your wellness business can grow from average to outstanding!

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