Spring Treats to Keep Your Wellness Clients Coming Back! Part 1/2

Spring Treats to Keep Your Wellness Clients Coming Back! Part 1/2

Image result for happy springSpring is the perfect time to pamper your wellness clients with a special gift to show your appreciation for their business. I make little spring goodie bags, filled with healthy snacks and wellness treats. But there’s much more you can do every day – not just for Spring – to treat your wellness clients to special customer service! Let’s look at simple ways to boost client loyalty with extra-special, yet low-budget, services – before, during and after each appointment.

Before the Appointment. Change your friendly voicemail greeting at least twice a month, and always offer a special promotion! Send intake paperwork via postal mail or email, for new clients to fill out and bring to their first appointment. Give all clients a reminder the day before their appointment.

Reception Area. Be there – or have a receptionist – to greet clients when they enter your office. Eliminate ‘waiting room’ from your vocabulary and from your office – arrange your schedule so that you never keep anyone waiting! Have drinking water available.

Before the Treatment. Go over intake paperwork item by item with new clients, to make sure they understand your policies and procedures. This eliminates the awkwardness of a surprise later – such as paying for a no-show. With first-time clients, give a tour of your office. Offer a drink of water and use of the restroom.

Treatment Room. First and foremost, make sure your treatment area is impeccably clean! Comfort and attractiveness rate a close second. Maintain a comfy temperature with a heater, fan or open window. Pre-warm the treatment table. Get rid of clutter; let your work – not your artwork – be the main attraction. Let your décor reflect your personality, while still looking uncluttered and professional.

During the Session. Play serene ambient music. With bodywork, careful draping helps the client feel safe and comfortable, further establishing trust. Remind the client to let you know if anything is uncomfortable. Check in occasionally for feedback.

After the Session. Use hot washcloths to clean off oily residue from bodywork. Have a cup of water or tea ready when the client comes out of the treatment room. Schedule or confirm their next appointment. Always give a new client a welcome gift. In fact, give something to everyone every time – a handout with home care tips, a product sample, an apple, a tea bag – a tangible reminder of you and your practice!

Helping clients feel better with great technical skills is the bare minimum you should give. Spoil them with amenities every chance you get! Amenities – a key factor in keeping loyal ideal clients and getting their referrals!

Next Week: Keep ‘em Coming Back – Part 2/2!

6 Warning Signs of Bad Clients

6 Warning Signs of Bad Clients

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It’s an age-old question: Can one rotten apple spoil the whole barrel? Maybe. Can one bad client ruin your entire practice? Probably not.

But dealing with a difficult client can certainly affect your day, in terms of your mood, your productivity and your finances.

And if you have several challenging people to deal with, it can limit your success over the long run, to work with clients who drain your energy, violate your boundaries, disrespect your policies, or in some other way do not fit comfortably with you and your wellness biz.

How do you handle negative client challenges? Do you have policies and procedures to handle – or even better, prevent – sticky situations? As you can see in the “About” section of my website, I am very selective about my clients. I state exactly whom I work with and whom I don’t.

But it was not always so! In the beginning of my massage career – probably like you – I took on anyone and everyone who wanted to work with me, despite sometimes sensing that I might regret it. And guess what – every single time I’ve taken on a non-ideal client, it was a disappointment or a downright disaster! Either their attitude was negative or they missed appointments or their credit card declined or they didn’t follow my suggestions. And sometimes they blamed me when their condition didn’t improve!

Even if you’re hungry for new clients, it’s usually not worth the hassle to take on non-ideal ones. Not only can such a customer disrupt your day, their presence in your practice closes off better opportunities.

If you don’t get a positive feeling from a prospect, listen to your intuition. In assessing a new prospect or reassessing an existing non-ideal client, here’s how to weed out the “bad apples,” with 6 reasons to NOT work with someone – no matter how much you need clients! Avoid working with people who make trouble!

Make sure all your policies are clearly explained in your intake paperwork and that the client reads and agrees to abide by them. Prepare in advance by writing and rehearsing scripts for difficult client issues!

For the most success and satisfaction in your practice, there are certain “bad apple” clients you shouldn’t work with, no matter how much you need the money! Avoid working with people who:

1. Don’t show up for the initial appointment. This could be an indication that the person is not prompt and punctual, or that they test boundaries. It’s up to you whether to give them a second chance. But unless you’re convinced that their reason is legit, do yourself a favor and pass on this person to clear the space for an Ideal Client who respects your time.

2. Don’t follow instructions, such as filling out pre-session paperwork. I send intake forms to new clients prior to their first session. This serves 2 purposes: it saves time at the first appointment and it gives a peek at this person’s MO. If they don’t comply with requests or instructions, they’re sending a clear message that this is how they operate. If they don’t follow instructions from the get-go, it’s unlikely they will change once they start working with you. You don’t need people like this in your practice. Tell them they don’t qualify to work with you and move on.

3. Are rude to you or your staff. There’s absolutely no excuse for someone to be rude or disrespectful to you or anyone who works in your business. Let this person know that they are not a good fit for your way of doing business. When you overlook or tolerate someone’s rudeness, you send a signal that their behavior is acceptable and they may repeat it.

More warning signs of difficult clients – they…

4. Whine, complain, resist, make excuses, tell lies.

5. Ask if you have a money-back guarantee. (Yes, you should have this policy, but be wary of people who ask about it upfront.)

6. Try to negotiate on price, ask for a discount or criticize your fees.

To reach the point in your business where your schedule is always full, you need to set high standards for how you want to work. If you’re just starting out, get it right from the start. If you’ve been in business for a while, but you don’t work exclusively with ideal clients, it’s time to set and keep higher standards! The Prosperous Practice Home Study System gives you a step-by-step guide to marketing your practice with fun, creativity and effectiveness! Weed out the bad apples!

3 FAST Ways to Get Great Clients!

3 FAST Ways to Get Great Clients!

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Do you run and hide at the mere mention of marketing your wellness practice? Well, you’re not alone!

Marketing seems overwhelming to many practitioners! But we’re about to change that – right here, right now! This market-phobia is simple because they haven’t yet learned simple and effective ways to make it easy and fun!

Marketing is simply a matter of sharing your solution in a compelling way with people who are already looking for it! It’s easier to do this when you know exactly who you are marketing to – who your Ideal Client is.

Here are 3 easy steps that you can use right now to attract and keep more of the people you’d love to work with!

  1. Position Yourself to Spark Interest

Do you limit yourself with a labels. Being a “chiropractor” or “nutritionist” may not spark much interest for the majority of people. Bo-or-ring!

Which of these two statements would most make you want to work with me:

  1. “I’m a marketing expert.”
  2. “I help struggling wellness entrepreneurs attract great clients and make more money in less time.”

I know, right?!

You can fire up your client-attraction factor by focusing on the benefits and results that you create for your clients. For example:

 “I help overweight women lose weight and keep it off.”

–  “I help injury patients have less pain and heal faster.”

This phrasing serves 3 purposes:

  1. It identifies your target market (overweight women/injury patients).
  2. It describes what you do, what problem you solve (lose weight/less pain).
  3. It attracts their attention (mentions their problem).

Suddenly you’re someone who solves problems instead of just another one of many practitioners whose cookie-cutter ads all look the same!

  1. Go Where They Gather

Once you have positioned yourself to draw interest, you need to network with your ideal clients where they meet or gather, instead of waiting for them to call or walk through your office door. Social media can make this a lot easier. Find groups, forums and networking events – virtual and live – that are popular with your ideal clients, such as:

– Groups where people in your niche gather. For example, if you work with athletes, think about where they go as a group, such as a gym or running group, and go there.

– Local support groups for health conditions you specialize in. Become part of that community and become their go-to resource for helpful information related to your service. For instance, I attend a support group for fibromyalgia patients, and let them know that my work can help relieve their pain.

– Host a monthly Lunch & Learn! Provide a simple, healthy lunch and invite healthcare professionals who treat the same conditions as you. For example, invite OB docs, midwives & childbirth educators to your Lunch & Learn on prenatal massage. Position yourself as an advocate to help their patients have a healthy, comfortable pregnancy. What’s your Lunch & Learn topic?

When you research your ideal clients and show up as a friendly, helpful resource, you’ll be the first person that they think of when they – or their patients – need what you offer!

3. Reactivate Former Clients

Have you thought of reaching out to former clients? Some practitioners shy away from previous customers, not wanting to risk rejection from that person again. But people can fall off our radar for many reasons. Clients often disappear without an explanation, but don’t take it personally. If it was a long-time or repeat client, their mysterious disappearance is usually because of a change in their life and not because of anything you did.

Studies have proved it’s easier to sell to an existing client than a new one. Be sure to use this to your advantage. Here’s how to welcome them back into wellness practice!

Make a friendly “just checking in” call and ask about the following:

  1. What’s new in their life and, especially, their health?
  2. How are they doing with the health challenge they originally came to you for? Remind them how they felt before they worked with you and the results they got. Example: “I remember your back pain was so bad you couldn’t work and our treatments helped you get back to work in 2 weeks. How are you feeling since you started back to work?”
  3. What are their health needs/goals now? Maybe their old problem has kicked up again, or maybe something else is bothering them. “Sounds like you need a tune-up! I’d like to invite you to come in for a special program called…”
  4. Make a time-limited offer, such as a special service or extra treatment time. Example: “For the next 2 weeks, we’re offering a complimentary hot stone massage with each Back-in-Action massage series.”

Reactivating former clients should become a regular marketing activity in your wellness practice – monthly, annually, quarterly, whatever works best for you.

Learn step-by-step exactly how to boost your income with former clients in our affordable mini-course – Welcome Back: The Prosperous Practice Client Reactivation Campaign.

Get ready – here they come! New clients will be magnetically drawn into your health practice when you follow these 3 simple tips:

1. Go where they gather!

2. Position yourself strategically!

3. Reactivate former clients!

We’d love to hear how these strategies work for you Please share in the Comments below!

Stop Chasing After Clients!

Stop Chasing After Clients!

Image result for chasing businessMy wellness practitioner marketing students learn that marketing is about creating value and trust over the long term. It’s about establishing yourself as a solver of your clients’ problems. It’s about providing the results they want, rather than a particular technique or treatment

It’s about developing a relationship so that clients want you, you and only YOU! And when they feel ready – not when you think they should need you.

There’s a fine line between the need to market and appearing needy.

That fine line is really about chasing after clients. If someone seems too eager about something, we question their motives: “If you’re so good, why are you so available? Why do you need to chase down clients?”

First of all, you should… Never. Chase. Business. It seems cheap and annoying, and it doesn’t make people want to work with you. You know the icky feeling you get in a store when the salesperson follows you around and keeps offering you things? It’s like that! If you appear to need them more than they need you, then you’re chasing away business!

Remember – chasing clients = chasing away clients! Here’s the formula for successful marketing:

Value + Trust + Time = All the Clients You Need

Now that you’re getting away from the idea of chasing business, of appearing too needy or pushy, how would you answer the question: “Why do you need to market when you always have plenty of clients?”

Here are some answers I use:

“I always have clients because I’m always marketing.”

“A couple of clients recently finished their treatments and I want to fill those openings.”

“I want more clients because it means I’m helping more people.”

What’s your answer?

Hopefully by now it’s clear that you have to market! But do you know where to begin or what to do first… and second… and third? You can quickly attract more ideal clients and make more money with The Prosperous Practice Marketing System, a step-by-step guide that provides all the strategies, tools and techniques you need to market and promote your wellness practice, so you can share your talents with the many people who need your unique services!

Attract More Clients with Testimonials!

Attract More Clients with Testimonials!

Are you ready to introduce a new marketing strategy into your wellness business?

Get a little help from your friends – people who know, like and trust you, and ask them for… testimonials!

Testimonials 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 refresh with some new ones. If not, it’s time to get crackin’!

As an important marketing tool, testimonials show prospective clients how other people with similar problems 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 satisfied 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 ask for their approval or changes: ‘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 not remember their exact  words. When you pre-write the testimonial for the client, you get the wording that you want, and usually get a quicker response.

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 either use the recording on your website or 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 the testimonial more credibility, it is better to use only the client’s initials than to have no testimonial at all. You may offer this option in your letter or on the template.

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. Do not inform them of the gift prior to getting the testimonial because it can look like a bribe and raise ethical questions. Simply present them with a simple thank-you gift after you have collected the testimonial. Or skip the gift and simply thank them for supporting your business.

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 our Facebook page, 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!

Upgrade Your Income with the Update Letter

Upgrade Your Income with the Update Letter!

Related imageMeet 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. This is in addition to your Welcome Letter for new clients, or the thank you note you send to a referral source.

 2. A keep-in-touch strategy to maintain regular, consistent contact with your referral sources. The Update Letter should not replace your newsletter or ezine.

3. An income boost when you need a quick cash infusion. The Update Letter will usually generate a few appointments for quick cash. Then try to enroll these clients into a series for repeat business.

What better time to start this marketing strategy in your practice! Get started now with  your mailing list and composing your letter, so it’s ready to go out in March – to kick off your spring marketing campaign!

Send your Update Letter to everyone you know – yes really, everyone – family, friends, clients! If this seems overwhelming, just keep at it with a schedule, such as one per day or 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 this is a temporary, short-term tactic and should not be relied upon for long-term growth and success in your business. The idea is to catch people’s attention, remind them of your business and leverage some quick income into more marketing for faster business growth. Any appointments you book from this campaign should be leveraged into sales of your packages and programs for sustained business growth.

You will be amazed at how quickly you get referrals and new clients using this simple strategy. It takes some work, but you’ll be rewarded for your efforts – all the way to the bank!

4 Tips to Stretch Your Start-up Budget!

4 Ways to Stretch Your Start-up Budget!

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Many wellness entrepreneurs start out their private practice with a handicap – the belief that they need costly investments to be successful – an upscale office, a bells-and-whistles website, state-of-the-art equipment and so forth.

As wonderful as these things are, they are not the reason people will choose to work with you.  It’s our ability to let them know, like and trust us, based on the service and value we provide.

Hey, don’t get me wrong – I love a nice office. But it’s not worth going into debt for fancy furniture, before you’ve established a solid clientele and consistent income.

Here are 4 simple tips to stretch your start-up dollars and attract high-quality clients, without breaking the budget.

Tip #1. Mind Your Mindset

90% of business success is based on mindset, while only 10% can be attributed to marketing!

This is especially true for wellness practitioners. As a group, we seem to have more mindset issues than entrepreneurs in other fields, around charging money for our work. We may doubt our potential for big success. Some practitioners feel guilty about profiting from people’s pain. So it makes sense that overcoming these limiting beliefs and habits will help you grow your practice more quickly and easily.

Working on mindset will help you avoid the stress of overwork, overwhelm and underpay that many practitioners commonly experience. Fear and doubt can cost you more than financial investment in growing a prosperous practice.

Did you know…? When you order The Prosperous Practice Home Study System, you also get a FREE BONUS: The Prosperous Practice Guide to a Mindset of Success!

Tip #2. Hold Off on High Rent!

Clients generally do not work with you because they like your office. Most people decide to try your work before they ever see your location. The result they get from their first session determines whether they will return – not the appearance or location of your workplace.

Consider sharing an office while building up your biz, until you are more established. Renting full-time space is a waste of money if you’re seeing only a few clients per week. Let friends, clients and colleagues know that you would like to share an office. Or share your own space, for more control over your environment than if you move into someone else’s office.

If your heart is set on an upscale location, ask building managers or receptionists which businesses might be open to sharing. If there’s no on-site person to ask, go door-to-door and ask tenants if they might be interested in sharing. Write a letter or create a professional-looking flyer explaining your service and your need. Maybe there’s a building bulletin board where you can post a request for shared office space.  Many businesses have unused space that is expensive to maintain, so they may welcome an opportunity to reduce their costs by sharing.

Many hotels and business centers have special rooms or suites that they rent out for meetings. There is a growing trend for office space rental by the hour or day, called co-working space. If your practice involves only meeting with clients, such as consulting or counseling, and you don’t do exams, treatments or need special equipment, check out local hotels and business centers.

Do some research to determine the average fee in your area, prepare a proposal for a lesser amount and present it to hotel management. Keep the upper hand in negotiating the fee – be prepared to walk away if they won’t accept your terms. Often they would rather accept a lower fee than not rent the space at all. Make sure the fee includes restroom usage and use of the hotel business area for internet and printer, if needed.

A hotel meeting room is also a great option if you’re presenting a talk, class or workshop, but be prepared to pay a higher fee if you want catering services, such as food and beverages.

Also consider a home office, if this is something that could work for your situation. This could be an interim arrangement until you have enough income for a separate office. I have done this at times in my career and built a solid client base in the home setting.

Tip #3. Get Clients Before an Expensive Website!

While a website is eventually necessary for growth, you can skip this expense when you’re first starting out. Or start with a free do-it-yourself site. Focus your limited start-up resources on getting your first few clients, then use your increased cash flow for a more sophisticated website.

Meanwhile, use networking, social media, community service and word-of-mouth to meet potential new clients. Visit different networking groups to get a feel for the ones that best suit your purpose. Invite people to a free or low-fee Discovery Session. Offer information at community events. Prospects appreciate the high value they get from meeting in person or by referral from someone they trust. You don’t need a website for this client-attraction strategy.

Tip #4. Make Every Cost an Investment!

Every business expenditure should give you a good return on investment (ROI). A networking group, coaching program, training course, marketing system, supplies and equipment – everything you spend time or money for should help monetize your business. Many health entrepreneurs are not clear what return they expect or they don’t get their money’s worth by implementing what they’re learning.

When I enrolled in high-cost coaching to help me develop and market The Prosperous Practice, I promised myself that I would implement everything I learned. I continually looked for ways to maximize my return in every program and product I invested in. Sometimes my ROI was tangible, such as a website and a tech assistant. And sometimes it was abstract, such as more confidence, which helped me, energetically and emotionally, move to the next level of success. By investing at higher and higher levels – even when finding the money was a challenge – I was able to steadily move forward and create a flourishing business.

Don’t Let Budget Limit Your Success

A limited budget does not automatically mean limited success. With a new practice, don’t spend money that you can’t comfortably afford right now. Take a closer look at what you really need and what you can do without for a while, and apply these tips. See how many other ways you can be creative in stretching your budget until you can truly afford the bells and whistles. Remember, this is your business! You can provide quality service and outstanding results for your clients without going broke. So don’t let anything – especially a low budget – limit your success and satisfaction!

6 Ways to Listen Your Clients

6 Ways to Listen Your Clients

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The primary purpose of any business is to make money. In fact, the definition of business is “exchanging goods or services for money.” In most cases, revenue depends on customers or clients. The foundation for your successful enduring business is a long-term two-way relationship with your clients. To foster this crucial relationship, you need to identify your Ideal Client’s problem and offer a Solution. Respond to their need and help them do, be, get or keep whatever it is they need.

Whether you attune to your Ideal Clients’ needs live or virtually, one-to-one or group, there are 6 simple guidelines to help you listen in the right way for the right things:

1.Listen Selectively. Many health entrepreneurs listen to the wrong people and let bad advice lead them astray. People whose business opinions matter fall into one of three categories: Prospective clients; people with knowledge or experience of your niche; people you pay for advice, such as coaches or mentors.

Be cautious about listening to anyone outside these groups. Or listen, but do not feel compelled to follow their advice simply because you know them! Don’t allow anyone’s negativity to throw you off-track. Don’t be influenced by opinions that are irrelevant to your business.

2. Listen for Repeating Patterns. Look for patterns or trends in the words, phrases, ideas or suggestions from your target audience. Then integrate those words or ideas into your marketing message, so that it speaks to people with those needs.

 3. Listen for Specific Goals & Challenges. Every business is about solving some kind of problem that people are willing to pay for the solution! What solution do you offer that people are willing to pay for? If you want more Ideal Clients in your holistic health practice, listen for these 4 specific things: what’s working, what outcome do they want; what’s getting in the way of achieving their goal or outcome; how do they describe their situation? If you “read between the lines,” they will tell you exactly where they are, where they want to go and what’s stopping them!

4. Listen for Buying Triggers. You have probably heard that we base our buying decisions on emotion. Stirring up emotions may make people want what you offer. But most people are smart enough to not make a purely emotional decision, especially when it comes to their health or their money! So you also need to appeal to their need and their logic. Make sure your marketing message will trigger an emotional response – a desire, a want – which then activates a need. Then complete your message with a logical, compelling reason to accept your offer.

5. Listen for Power Words and Client-Specific Vocabulary. “Power language” means words or phrases with a high emotional charge. Consider the difference between saying “overweight” and “fat.” Or “show” and “reveal.” Or “cost” and “investment.”As you develop your awareness of marketing, emotional buying and client language, you will start hearing and seeing words in a different way. Pay attention to words from your niche, as well as from your own and affiliate professions. If your client base belongs to a certain generation, profession or sub-culture, use words, phrases or slang that speaks to them in their own language.

As a health professional, you would seed your marketing with words about the needs of your clients and the problems you solve, along with words about benefits and results – how your work helps people! For health entrepreneurs, this includes words relating to pain, pain relief, greater comfort, more energy or better sleep, for example.

6. Listen with an Open Mind. Many practitioners ask questions with a particular answer in mind. They have an agenda and simply use questions as a way to tell people what to do, rather than really listening to the client and responding appropriately.

Don’t assume you already know what your clients want. Don’t use your client consult session to get agreement or confirmation on your opinions. Really sit back and listen with an open mind to their needs. You will truly serve them when they feel heard!

Truly listening – and hearing! – establishes rapport and credibility. Trust and communication open up when you speak the same language as your audience! Once you tune in to your clients’ needs and craft a marketing message that addresses it, you’ll always have enough clients and enough money coming in. And you’ll gain confidence knowing that your work is making a difference in people’s health and their lives!

Clean Up Your Business – with SOAP!

Clean Up Your Business – with SOAP!

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Is your wellness business messy or clean? We’re not talking about your housekeeping here. It’s about your business and marketing practices. In other words, are your work space and all of your business practices organized and effective? Is your marketing systemized and scheduled? Is your schedule filled with Ideal Clients? Do your clients return for repeat business? Do you leverage your resources for maximum results? Is your income enough to support your business needs and your lifestyle?

If you answered “Yes” to all of these questions, read no further!

But if your business is lacking or struggling in any of these areas, it’s time to clean it up – using SOAP!

One day, while designing a new form for my treatment notes, I realized that the same system I used to assess my clients’ needs could be applied to the health of my struggling new business! You may already know about this process.

Are you familiar with SOAP notes – a method of recording your patient’s condition, treatment and progress?  Not only is it a system for documenting client treatments, it’s also a clever way to assess and treat your business needs:

Treat your ailing business like a patient by applying the SOAP method to your business!

Let’s look at this way of documenting patient care, and then we’ll “rinse and repeat” the same process for your business!

SOAP is an acronym – each letter in the title stands for a different element of the method. To start the assessment of your business challenges, get a sheet of paper and horizontally divide it into 4 sections. Write one of these words as a heading on each section: Subjective, Objective, Assessment, Plan – S – O – A – P!

S: Subjective – What the Patient Reports

Starting with the letter S, this section contains subjective information. This is the client/patient’s version of their problem; everything they tell you about their condition – how it started, when it started, how often it happens, what makes it better and worse. It’s their personal – or subjective – view of their situation.

If we correlate this part of the assessment with an ailing business, then the subjective information represented by the letter S would include problems in the business – everything that is not working well. Visualize your business as a patient and imagine a conversation between you and your business, like your interview with a new patient. What questions would you ask to elicit this information? What would it tell you about its health problems? What are its symptoms? For example: Suppose your problem is not enough income. What improves it: More clients. What aggravates it: Clients don’t return.

As you can see, the SOAP Method is a simple way to get clarity on the challenges and solutions of your wellness practice!

Objective: Practitioner’s Findings, Measurable Data

The letter O stands for Objective – all impartial, unbiased information relating to the patient’s condition: all measurable data and rating scales, such as the 0-10 Analog Pain Scale; test results and treatment outcomes. It also includes the practitioner’s objective findings of the patient’s condition, based on commonly-accepted evaluation criteria, such as observation and palpation.

Applying this process to your business, ask your business how much “pain” it feels, using the analog 0-10 Pain Scale. What number is it – how badly does it hurt? If the pain is 0-3, you’re doing most things right – just keep doing what’s working, while exploring new approaches! If the pain is 4-7, change the treatment (try something else) or adjust the dosage (do more of what works and less of what doesn’t). If the pain is 8-10, if you’re thinking about pulling the plug , call the doctor! It’s time for a major intervention!

List things that improve your practice, what helps it thrive, as well as things that sabotage growth and keep your business in a poor or mediocre state. List all of these objective findings in the O section of your Soap Notes.

A: Assessment: Practitioner’s impressions, response to treatment

The letter A in SOAP represents Assessment. Here a physician would diagnose the patient’s condition, based on the subjective and objective findings – the patient’s complaints integrated with measurable data. Since diagnosis is beyond my scope of practice, this is where I record my impressions of what is going on with the client, as well as results of the massage – how the client responds to treatment.

The Assessment portion of your business SOAP notes might look like this: Unhealthy Money Mindset of limiting beliefs, low self-esteem, lack of self-confidence and fear of change; weak, painful marketing muscles from repetitive cycles of intense use and benign neglect; loss of financial strength from ineffective marketing; unproductive use of time due to disorganization and overwhelm; vertigo/loss of balance from erratic income; stunted growth due to improper marketing nutrition.

P: Plan: Recommendations for Further Treatment/Follow-Up

P for Plan contains your recommended treatment for the patient’s complaints and problems. This is where a medical doctor would prescribe a medication, order a test, refer to a specialist, or recommend adjunct treatment, like massage or acupuncture.

Ask such questions as:  “How can I help the patient get from where they are to where they want to be? How can I help this patient – my business – achieve short and long-term goals?”

In treating a client the healing process involves more than a few techniques for an hour or so. You explain that their condition probably developed over time and will take time to reverse. You follow a plan to help them heal over time.

Likewise, growing your practice involves more than a one-time quick fix or occasional shot in the arm! You need a strategic, ongoing process that you repeat on a regularly-scheduled basis – like taking a prescription medication every 4 hours. For your business, this would be a dose of marketing for 2 hours per day or once a week for 5 hours, for example.

Again, the strategic problem-solving approach to treatment involves the four distinct steps of the SOAP Method: Subjective + Objective + Assessment + Plan = S.O.A.P – a process to help you create a Treatment Plan for your wellness business with strategies that will ensure a steady supply of Ideal Clients and an abundant income for the business and lifestyle that you need, want and deserve!

3 Fun and Powerful Client-Attraction Strategies!

3 Fun and Powerful Client-Attraction Strategies!

Does your wellness practice struggle? Does it fall short of your dreams, ideals and goals? Or maybe you’re doing okay but know there’s room for improvement? Wouldn’t you love to create a steady stream of clients flowing into your business? If you want to get more clients, keep your income growing and generate more cash flow, try these strategic – and FUN! – methods to attract a full schedule of Ideal Clients!

What is the solution to inconsistent client flow and the erratic income it produces? Try these 3 proven marketing strategies to create a fresh flow of clients into your business:

Image result for show appreciationStrategy #1: Appreciate Existing Clients. Valentine’s Day is coming up – a perfect opportunity to nurture your clients with something special. Keep it simple with one of these ideas:

– An email, e-card or handwritten note expressing your appreciation for their support of your business

– A sweet treat such as candy or cookies

– A pdf report of health tips

– Extra time on their next session

Strategy #2: Go Public!

Are you sitting in your office hoping for the phone to ring? Well… hope is not a strategy! You need to get off your aspirations and go get clients! Figure out where your ideal clients gather in groups. Then go meet or mingle with them and draw them in with your marketing message.


– If you serve athletes with sports massage, then join a gym or do a joint venture with a sporting goods store – to meet, mingle and market!

– Do you counsel engaged couples on how to have a happy marriage? Network with other professionals who serve this population – wedding planners, photographers, bridal shops, caterers, salons.

– Check local newspapers for listings of community group meetings. Contact some appropriate groups and offer to speak at their meetings or join as a member.

– Join a networking or referral group, such as BNI or NAWBO – it’s like having your very own sales team recruiting clients for you!

Regardless of your niche, clients are out there! If they’re not flocking to you, go to them! Go find them and let them know that you have the solution to their problem, pain or challenge!

Strategy #3: Throw a Party!

Who says marketing isn’t fun?! This strategy is the opposite of going out in public to meet prospects. It brings the public to you!

An Open House at your office gives people a glimpse of your workplace and reinforces your professional image. Visiting your work environment is the best way for people to understand what you do and how you can help them. Create a buzz about your party by announcing it in social media.

Invite everyone you know – family, friends, colleagues, business associates, even your competitors – and encourage them to bring a friend!

Collect each guest’s biz cards to draw for a prize! Invite them to sign up for your email list for future marketing! Put out brochures, biz cards and special offer coupons. Make a time-limited Special Offer and give a bonus for enrolling during the party! Have party favors imprinted with your biz name – a tangible reminder of your business for guests to take home! Have a video or slide show about your biz running on a loop. Follow up with a thank you note to everyone who attended!

Creating a sustainable business that generates a wealth of steady income begins with empowered action! Set your bold goal for – how many? – new clients this month! Then get into action! Any one of these tips will attract clients. Use more than one for even better outcomes! And use them all for spectacular, get-ready-to-grow results!

Brownie Points: Schedule a business party for March 30 – National Doctors’ Day. Invite some doctors and talk to them about how your work can help their patients and how to refer patients to you.

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