Be Unique to Get “Forever” Clients!

Be Unique to Get “Forever” Clients!

Image result for horse of a different colorPotential clients are more likely to notice you if your marketing makes your wellness business and your services stand out as unique – different from the typical practice.

The 3 steps to getting “forever” clients involve matching your skills and knowledge to the needs of your target audience. We recommend keeping a journal for this purpose – either handwritten or digital – because you will add to it and refine it over time throughout your career. Here’s how to get started:

1. Know Yourself. The first step in differentiating your practice from others is to clarify your special qualities. Begin by listing things that identify you as an expert in your field, including your: education, expertise, experience; skills, specialties, strengths, philosophy about health and wellness; personality and character traits; how you do business and practice your modality, such as dependability,

What special things about your business make you different from others in your modality?

An example of my uniqueness is that my massage therapy practice focuses on myofascial injuries and chronic pain conditions. This is unique in my area because most other therapists:

  • Have a general practice instead of a specialty
  • Don’t identify what makes them stand out

What do you offer your clients that they can’t get anywhere else or that other practitioners have not taken the time to identify and describe about themselves?

Step 2. Your USP – Unique Service Position. Your USP is what makes you stand out from the crowd of others in your field, those who practice the same modality as you; and those who practice a different modality but serve the same target audience, such as a yoga instructor and weight-lifting coach who both help people get fit and strong.

Identify and describe your USP with your answers to these 4 questions:

  1. What do I offer that my colleagues and competitors do not?
  2. What features of my practice differentiate me from others in my field?
  3. Why should someone work with me rather than my competitors?
  4. What special personality traits make me an excellent practitioner?

You will not necessarily share all of these features with clients or list such details in your marketing. The purpose of this exercise is to clarify all the special things about you – things that we tend to forget, lose track of, take for granted.

Identifying all of your unique traits will also improve your self-confidence. Whenever you need encouragement – a business pep talk or an ego boost – read over your list. It will make you feel better and perhaps inspire you with new ideas and goals!

Keep your list up-to-date as you add new skills and qualities.

Step 3. Share Your Story. What inspires your passion for your work? What influenced you to enter a health career? Your story can be a powerful catalyst to attract clients!

Sharing your experience can touch people emotionally and motivate them to try your service, especially people who have a situation similar to yours, those who have never tried a holistic modality or those who are skeptical.

Many of us were drawn to wellness work by an experience, realization or insight that attracted us to enter a health career. In many cases, this compelling story or defining moment was a health crisis of our own or someone close to us.

When you make it personal about yourself in a way that others can identify with, and when you relate your story to the needs of your target audience, you have the magic formula for a client-attractive story!

Part of my story as a massage therapist is that I first became intrigued with bodywork when a friend unintentionally resolved my chronic ear infection with a neck massage, and this initial interest soon led to a lifelong career!

You can see two examples of how I tell my story of The Prosperous Practice here:

Interview form: http://theprosperouspractice.com/about-donna-thomas/

Narrative form: http://theprosperouspractice.com/about-prosperous-practice/

There is a huge amount of information on business story-telling beyond the scope of this article. There are also many different options of how to tell your story. I suggest you explore various styles and choose one, or a combination, to inspire you. These links will get you started with information on story-telling for business and marketing:

https://blog.hubspot.com/marketing/storytelling-guide

https://www.copyblogger.com/remarkable-marketing-story/

https://www.storyforth.io

Be Yourself and Let Others Know You!

Highlight your uniqueness to stand out in the crowd and get potential clients to notice you. The trick is to be enough like potential clients to have them trust you, and different enough to stand out as unique. Be authentic! Share personal (not private) things about yourself that will help others relate to you. Create and use effective story-telling to make your wellness work sound special and different.

Emphasizing your uniqueness can make the difference between a person who walks away and one who can’t wait to become your “forever” client!

Bust Out Your Big Marketing Blitz!

Bust Out Your Big Marketing Blitz!

Image result for fireworksIf you got into wellness work to help people, you have to take action with marketing to achieve your goal. Waiting for the phone to ring is not a marketing strategy! You need to take action and reach out to the people who need what you offer! People will call you – but only if they don’t know about you! You need to be proactive!

It’s time to bust out your Big Marketing Blitz! Don’t just trickle, like when the car tire is parked on the garden hose. Bring out the fire hose! Create a 2-week blitz marketing campaign and repeat it quarterly. If you really want more clients, then get crackin’ with these specific and assertive steps to success:

1. Make appointments with yourself. Schedule some blocks of time to work on your 2-week blitz campaign. Write into your schedule specifically what you will do with each block of marketing time. BONUS: Once you’ve created your blitz system, you can reuse it to attract new clients and reactivate former clients whenever your bix needs a boost!

2. 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, how your work can help this problem, and 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.

3. 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; 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. Always make an offer in your talk – something special that meets the prospect’s need. Add a bonus to sweeten the deal.

4. Contact local publications and find out how publish print advertisements, such as a classified ad, a press release in the newspaper, an article in a local magazine, etc. Do not post flyers around town – it’s amateur.

5. 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.

6. Donate a Gift Certificate to a public charity event, such as a school fundraiser or community benefit. Yes, this means donating your time. Think of it as an investment in your business. Are you willing to invest an hour into getting someone as a long-term paying customer?

7. Social media can be your BMF – Best Marketing Friend! If you do not already have accounts on all social media outlets relevant to target market, get signed up now! Posts about the benefits you provide and your special offers will entice people to call you. Remember that posts with images get better results than text-only posts. Get in the habit of posting your open appointment times regularly through each week. Get and use a logo to increase your visibility and recognition online.

These are just a few ideas to get you started. I bet you can come up with more strategies to promote your wellness business when you Bust Our Your Big Marketing Blitz!

Stamp Out Stinkin’ Thinkin’!

Stamp Out Stinkin’ Thinkin’!

“As massage therapists, we are here to share our healing gifts. If you decided to enter this profession to make a lot of money, you chose the wrong career.”

url1It upset me to hear this negative and blatantly untrue statement made by the keynote speaker at the massage school graduation ceremony. Why did they invite a speaker who would cast such a dim and discouraging light on the potential of new therapists just entering their career?!

Then I realized she was simply speaking from her own experience, which was based on her limited beliefs about healing, money and success.

Unfortunately, this poverty consciousness has pervaded the healing professions for centuries. Many practitioners work with this belief as the foundation of their wellness practice and some are even proud of it.  Some end up working two jobs or holding garage sales to make ends meet! They equate financial success with greed, and believe that struggle and sacrifice are hallmarks of higher consciousness. They say: “I’m not in it for the money.” They think it is less noble and less spiritual to help people for money. Nothing could be farther from the truth – there is nothing enlightened about poverty!

5 Practices to Elevate Your Business Beliefs

Would you like to have a few strategies to integrate into your mind, your business and your life to heal your money consciousness and shift your money reality? Here are 5 healthy practices to stamp out stinkin’ thinkin’ about money and your potential for financial success as a wellness practitioner:

1. Be aware of your limiting beliefs and negative thoughts. You have to acknowledge something exists before you can change it! Do you ever have thoughts such as: “Nobody in this town would pay that much for a massage.” Or “There aren’t enough hours in the day for me to get rich as an acupuncturist.” Or “I shouldn’t make money from other people’s pain.” Or “I’m just getting started, so I can’t charge very much.” If you have such thoughts and beliefs, it’s definitely time for a change of attitude!

2. Challenge your beliefs. Every time a negative thought comes up – or a behavior habit based on a negative belief – accurately call it a “limiting belief,” not “reality.” Your reality is something you create with your thoughts. So expand your thoughts about what is possible for yourself. There are no limits to your possibilities. As the song goes: “If you can believe it, you can achieve it.” Investigate ways to leverage your time and talent into more income and learn how to work smarter, not harder.

Remember – your income is a gauge to measure how much you help people, not a measure of how selfish you are! How do you measure up?

Here are more simple ways to upgrade your money consciousness and shift your financial reality:

3. Emulate success! Look around for people – especially other wellness practitioners – who are free of limited thoughts about money and success. Connect with successful practitioners. Ask them how they became financially successful and how their success is related to their beliefs about possibilities. Subscribe to online newsletters and social media groups of successful practitioners and marketers. Seeing success in others will elevate your thinking about what is possible for you.  Settling for less than you are capable of limits your ability to reach and help as many people as possible. Remember that the more money you make, the more people you can help! 

4. Focus on the positive difference you make for your clients. Make a point of documenting positive feedback you get from clients. Ask them how your work has helped them and write down their comments. Ask them to write testimonials and read them frequently to boost your self-confidence about your potential for success. This will help you see the value of your work and to establish fees that are in alignment with the value you provide to others. When you get clarity about your value, you will start attracting clients who willingly pay what you ask to get your solution to their problem, pain or challenge.

5. Hang out with abundance thinkers! It’s hard to change your beliefs when you surround yourself with people who are also stuck in limiting beliefs about success and money. As your abundance thinking gets stronger, you can become a role model for negative thinkers. In the meantime, protect your budding abundance consciousness by spending your time with positive, successful thinkers in your life.

Stamp Out Stinkin’ Thinkin’! As you integrate these 5 success practices into your habits of thought, you will see shifts in your business, in the health of your bank account, in your career satisfaction and in the level of freedom in your life. Break free of stinkin’ thinkin’ so you can grow into the success that you need, want and deserve!

Fabulous Fall Marketing Ideas!

Fabulous Fall Marketing Ideas!

I can read your thoughts, as you read this week’s title: “What up with this Fall marketing already? I’m still working on my summer tan!”

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As the lazy, hazy, crazy days of summer move relentlessly toward autumn, we can create summer memories that last a lifetime. One of my favorite summer memories is riding the roller coaster at the amusement park!

But a roller coaster ride in my income is not my idea of fun! It represents seasonal spikes and dips that disrupt my business and my bank balance. It’s hard to have a stable life if your income is erratic!

You can avoid these ups and downs with a seasonal marketing schedule. Make consistent time each quarterly season of the year to plan and prepare the following season’s marketing.

Start NOW to plan your fall programs and services by booking some fall marketing time into your schedule as appointments with yourself. Do at least one marketing activity per day during the summer, to prepare your fall launch. Here are just a few suggestions for autumn programs and their target markets:

– Back-to-School Specials. Market to teachers, school staff, coaches, pediatricians, students.

– Offer a class or workshop. Share your expertise in a group setting.

– Summer Skin Repair. Sun worshippers, tourists, athletes, dermatologists.

– Jet Lag Recovery. Vacationers returning home, to help them get back on track.

– Autumn Athlete’s Special. School/community sports, teams, coaches, parents.

– Trick-or-Treat Bags. Healthy goodies for clients & associates.

– Pre-plan a Winter Holiday party. Compile guest list, create invitations, decide on menu.

– Get a head start on winter. Address holiday cards; plan winter services and specials.

– Set up a Holiday Gift Certificate Station. Help your clients with their gift shopping.

SHARE YOUR IDEAS! Which of these fall promos are your faves? Which will you start with? Add your marketing idea to this list. Get really creative with another idea! Inspire us with more of your brilliance!

More fall fabulous-ness:

Take advantage of summer sales at local and online print shops to order your Christmas gift coupons now. Avoid the holiday rush by addressing holiday cards and wrapping gifts for clients, colleagues, networking partners and referral sources. Pre-write and pre-schedule your Fall/Winter ezines, blog articles and social media posts.

Many practitioners increase their fees at the first of the year. If you plan to raise your rates, plan a Fall campaign to announce the increase to your clients and ease them into it. Consider offering a prepay program at current fees to be used after the fee increase.

Use stay-in-touch marketing platforms – social media – to inform clients of your upcoming programs and promotions. Make sure you have special offers that will motivate your clients and prospects to keep up with your services as part of their regular health care routine, whether that means daily, weekly or monthly! Your fall marketing should also keep you on their mind for holiday gift shopping and inspire them with “the gift of health” for holiday giving!

Avoid the roller coaster ride of seasonal ups and downs in your income with careful planning, consistent marketing and regular implementation. Let us know how it goes with your Fall marketing plans!

Get New Clients with a Back-to-School Special!

Get New Clients with a Back-to-School Special!

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OK, this is gonna be kinda long – but so worth it! So go make a cup of tea and settle in for a bit…

One of my favorite childhood traditions was opening my brand new yellow box of Crayolas on the first day of school! Do you remember that smell?! Nowadays I have a different Fall tradition – my annual Back-to-School Special!

A Back-to-School Special targets school personnel and events. It’s a great way to support the health of these valuable community members who shape our children’s futures! It’s actually a huge target market that you can tap into – every town has schools!

Here’s a step-by-step system to create your Back-to-School Special: 

– First of all, make room for marketing! Get out your calendar and schedule a few hours of specific Back-to-School marketing each week for the rest of the summer. Do it now – book a few appointments with yourself for marketing your business!

– Make a list of schools in your area. Start small with what you can manage for now. If you have kids, start with their school – teachers, staff, parents, coaches. Each year as you repeat your Back-to-School Special, widen your circle to include more schools, individuals and agencies that serve students, such as counselors, social service organizations and after-school programs.

– Design and print your marketing materials – brochures, business cards, rack cards, flyers and voucher coupons. Make sure your wording focuses on the client’s challenge and the results and benefits people can expect from working with you.

– Develop a social media campaign for your program. Get the word out on Facebook and Twitter, in your ezine or newsletter, website and blog!

Make a promotional kit for the school office. I use a 2-pocket folder that includes: brochures and/or rack cards, business cards, Introductory Offer vouchers, and low-cost healthy promotional gifts – little things that can be easily stapled to a coupon or biz card – tea bags, lotion samples, etc.  Have fun getting creative with little promo items that relate to your specialty!

Networking. In a structured setting, such as BNI, be sure to announce your program in your weekly meeting and ask for referrals to specific school personnel – principals, counselors, teachers, support staff and coaches. Example: “I would like a referral to the principal/school nurse/PE teacher/soccer coach/etc. of ABC School.”

And don’t forget about casual networking with people you encounter in your daily life. Here’s a mini-script for when someone asks about your biz: “I’m so excited to tell you about my new program! If you know a teacher, principal or coach, please give them these vouchers for my Back-to-School Special.” 

What to Offer

Voucher Coupon. Use a coupon or voucher to draw people into your practice with a Back-to-School Special offer. Contact the school office in advance and arrange for your materials to be placed into teachers’ mailboxes during the first week of school.

Who Gets Your Coupons?

Teachers have stress and physical complaints (computer shoulders, bending/standing all day); give them a coupon/voucher, attached to a small low-cost gift or… an apple for the teacher!

School counselors are a perfect back-to-school target – especially if you’re a health professional who deals with behavior, such as a psychologist or clinical social worker.

Image result for crazy lunch ladySchool support staff: Administration, maintenance crew, teaching assistants. And don’t forget the lunch ladies!

Get Involved! 

Schools provide many opportunities to market your wellness services. Check out these ideas:

After-school programs are eager for new activities for their students. This could be an ideal setting to offer small workshops. You may get paid little or nothing for the workshop – think of this marketing opportunity as an investment of your time that will pay money dividends later!

Workshops for classrooms, teams, community centers, families, after-school programs. Examples: a nutritionist could teach how to make healthy home lunches; a psychologist could teach positive mindset for academic success. Because many schools have a limited budget for outside programs, this works better for attracting clients if you give a free workshop, using your expertise and your coupons to bring clients to your office. What could you teach or share to help draw clients into your practice?

Volunteer in a classroom and attend PTA meetings, to meet teachers and parents. What people do for a living often comes up in casual conversation, giving you a perfect opportunity to educate them about your work and motivate them to call you. 

School sports programs are a big part of autumn and the school year – and now you can be part of it too!

Coaches will be interested, both for themselves and their athletes. Examples: bodywork for muscle strain, fatigue and injury; nutrition for better sports performance; counseling for a winning attitude. Gift ideas: Pain gel sample; protein bars; mini cold/heat packs.

Community teams. Many towns have fall sports – a great place to offer a Special, such as Autumn Athlete’s Advantage! You could also be a volunteer coach, to meet more people. And for even more exposure – sponsor a team and your business name will be on uniforms and announced at all games!

Offer your services at practice, if you do bodywork, for sports conditioning, injury treatment, improved performance and preventive maintenance. Seeing you in action will spark interest faster than words on a brochure!

Parents of athletes can be another source of clients for you – and the sports field is where to meet them! I got lots of parents as massage clients from handing out small cold packs to my son’s teammates for soccer bruises. (My kids are now in their 30s and some of these parents are still my clients!)

BROWNIE POINTS: Give each person 2 coupons – one to use and one to share!

Who to Contact

Pediatricians perform school physical exams during the summer prior to each school year. So this should be the first group you target in your Back-to-School Special marketing campaign. Call the doctors and ask to meet with them, to explain the benefits of your modality for their patients. If you do bodywork, talk about the benefits for sports injuries. If they’re too busy to meet, offer to drop off your info/referral folder.

Dept. of Education. In some towns, you may have to go through channels to work within the public school system. Start early to establish these contacts, talk to key personnel, and schedule meetings. Bureaucratic wheels tend to turn slowly, which can make this a challenging part of the process. But your hard work and persistence will pay off because you can return every year – once you set up this repeatable system.

Brownie Points: Be sure and give some of your BTSS Coupons to your DOE contact person! The administrators of schools I’ve worked with have used coupons as incentives or thank you gifts for their personnel.

Public schools in small towns are more casual and you can contact the school administrators directly, bypassing the DOE. It is helpful to know someone who works there or get a referral from someone you know, such as a networking partner or your child’s teacher.

Private and charter schools often have more flexibility and less red tape than public schools, so they may be more receptive to your program. Call the office and ask who you need to contact, or consult their website for contact info.

School boards and PTAs welcome concerned and committed community members into their groups. Getting involved and serving your community as a member provides a networking opportunity that can lead to many on-going referrals to your wellness business.

At the beginning of the school year, everyone is eager to make a fresh start and learn new things. Make sure your work is one of those things – so they can start the school year with a clean slate and better health.

And don’t forget your shiny new box of Crayolas!

Save time and stress with our Done-for-You Magic Marketing Templates that you can re-use every year for your annual Back-to-School Special!

No More No-Shows in Your Wellness Business!

No More No-Shows in Your Wellness Business!

WARNING: Strong Language Ahead! Proceed at Your Own Risk!

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It’s disappointing and annoying when a client doesn’t show up for an appointment. Not only do you lose income, it also denies someone else an opportunity to get your help.

To my knowledge, I’ve had only one dissatisfied client in my 40+ year career – and he was a doozie!! He left me this angry voice mail: “Are you fu##ing kidding me?! I showed up for my f#c#ing appointment and you’re effin’ not here!! You suck! I’m telling my doctor about your f###ing crappy business policies and I’ll make sure no one in this town ever again gets your f###ing crappy massage!”

Always having heard only praise and positive comments about my work, this was a new and jolting experience for me! Here’s the back story:

This injured client had shown up on time for his first few appointments. Then, due to a change in his work schedule, I rearranged my schedule to give him Saturday morning appointments for the next 8 weeks. When he missed the first Saturday session, I left him a phone message to please confirm his next appointment. I light-heartedly told him there was no charge for the first missed appointment, because every client gets ONE “Get Out of Jail Free Card!”

The next week again – no-show, no call! This time I called and texted and emailed him that his remaining appointments were cancelled. I said I would be happy to continue working with him after he paid for the missed appointments and prepaid for the remainder of his treatment series, according to the policy agreement he had signed.  I didn’t hear back from him about this.

For his third Saturday appointment – which I had canceled due to his lack of communication – the client did show up. But I didn’t! That’s when he left me the fancy message! With the clear vision of hindsight, I see I could have done things differently. But who knew! We do our best to accommodate our clients’ needs, right? In this case, it backfired on me!

Proactively Prevent No-Shows

Don’t let such scenarios occur in your wellness practice! Don’t let your business suffer because of missed appointments! Make sure your policies and your boundaries support you and your business, while supporting clients in personal responsibility and getting the care they need! What could I have done differently? And what can you do to avoid no-shows? Try these 6 strategies:

  1. A reminder call is the most common and most effective tactic to avoid no-shows. Make a reminder phone call, text and/or email two days before the appointment. On your intake form, ask how they prefer to be reminded- by phone, text or email. If you don’t actually speak with the client, ask her to call back and confirm. Brownie Points: Delegate reminder calls to an assistant, giving you more time for clients or marketing!
  2. Send an email or text midway between appointments, saying you look forward to seeing them again. To keep the perks of working with you fresh in their mind, mention the result they got from their previous session. Also mention possible consequences of missing their next session, such as their problem worsening. You could make a special offer for their next appointment, such as an add-on amenity. And be sure to remind them of your 24-hour cancellation policy.

Get the exact word-for-word script for this message! Send us an email request: info@theprosperouspractice.com or a private message on our Facebook page – The Prosperous Practice!

  1. Offer some evening and weekend hours. Look at your schedule to see when your slowest hours are; then switch them for a few evening and weekend hours per month, allowing you to grow your business and help more people! Years ago, when I did this, my business increased by 25% within the first two weeks! Give it a try! It will allow you to serve people who work during conventional business hours.
  2. Have each client read and sign an agreement to follow your policies, especially your cancellation policy. Most people sign a contract without reading it, so allow enough time at their first appointment to go over the agreement together and have them initial it, item by item.

For a free copy of my Intake Form, send an email request, text or Facebook message.

  1. Accept credit cards. When scheduling the first appointment, inform the client of your cancellation policy, ask for their credit card info and let them know they will be charged for a missed appointment. Someone who refuses to give you this info may not be your Ideal Client, if they don’t respect your policies before they even walk into your office.

This being said, I have a one-time-only “Get Out of Jail Free” policy. I don’t post or discuss this policy. But if someone calls to apologize and reschedule, I have the option to offer this or not, depending on their attitude and their reason for missing the appointment. Just make sure they understand that this offer is good for only one missed appointment and they will be charged for future no-shows or late cancellations. We can all forget or make a mistake. Giving people a little break like this helps create goodwill, earn trust, promote repeat visits and encourage referrals.

  1. Fire bad clients! They are not your ideal clients if they repeatedly show disrespect for your policy and your time. Just let them go – you don’t need clients like this!  Be polite but firm and offer to give them a list of practitioners who may be more lenient than you about no-shows. Make room for the ideal clients you want and deserve! (Need a script for this awkward conversation? Send us an email request or a private message on our Facebook page – The Prosperous Practice!)

There’s no reason to let no-shows jeopardize your wellness business. Simply establish your policies, make them clear to clients, set firm boundaries and enforce them!

12 Ways to Soar in Your Wellness Biz!

12 Ways to Soar in Your Wellness Biz!

Image result for soaring birdYou may have read this story before, but the lesson it inspires it worth repeating!

A couple of years ago, I moved back into a former home that I had rented out for a while. The house needed many repairs, including the ventilation holes under the eaves. The screens that originally covered these openings had fallen off, allowing a family of birds to set up housekeeping in the attic.

Even though the exterminator humanely evicted the birds, I felt guilty about disrupting them! They literally banged their little heads against the wall, trying to get back in! But they soon learned that finding a new way was easier than continuing with something that no longer worked – and caused them pain!

Isn’t this true for us as well?  Do we bang our heads – literally or figuratively – in frustration that what once served us well no longer does so?

Change is hard – but sometimes life demands that we adjust and adapt new ways. What are you doing to survive and thrive in your wellness practice? Are you still doing things in the old familiar ways, but not getting the results you want?

Whether you are a fledgling practitioner flying solo for the first time, or established and ready to spread your wings, any of these suggestions can help your business fly. And all of them together will make it soar!

There are hundreds of ways to succeed! Here are 12 Ways to Survive and Thrive in Your Wellness Biz:

Support a Mindset of Success
Do your beliefs about money and success limit your business? Identify and eliminate limiting thoughts and habits, such as fear and procrastination that stand between you and a thriving practice.

It’s About Time!
Do you feel like you should accomplish more in a day? You can get more done if you: devote at least 3 hours per day to marketing; use business hours for business activities only; and schedule clients, business and personal activities in blocks of time.

Find Money on the Table!
Jump-start your income with these quick money strategies: Raise your rates; follow up with leads; make special offers; reactivate former clients; offer gift certificates; sell products; get a j-o-b.

Shine Your Special Light!
Clarify what makes you unique in your field. Identify what makes you different, focus on the results you provide, highlight your special gifts, offer things that other practitioners don’t – so you’ll have a unique answer when someone wonders: “Why should I choose you?”

Identify Your Niche!
Do you market to anyone and everyone? Ironically, the smaller your target market, the more clients you will attract. Fill your practice more quickly by narrowing your niche, defining exactly who you serve.

Focus on Problems and Solutions! Match your solutions to the problems of your Ideal Clients. Clearly expressing your target market’s problems and your solutions makes you irresistible to your Ideal Clients!

Create Magnetic Marketing Materials!
Is your marketing customized for your niche? Appeal to your Ideal Clients with a customized Magnetic Marketing Message that attracts Ideal Clients to your solutions, results and benefits.

Offer Packages!
Are your services priced to sell with less effort and more income? Serve your niche better with client-attractive packages that offer solutions and results instead of individual sessions that trade time for money.

Step Out for Success! Do you hibernate in your office waiting for clients to call? Go public with speaking and writing to educate and attract your Ideal Clients.

Diversify Your Marketing! Does your business garden grow a variety of strategies? Start simply, with 1-2 strategies and expand your marketing garden as you succeed and achieve!

Use the Gentle Sales System! Does selling your services make you feel like a pushy salesman? Stay in sales integrity with our script for a compassionate conversation to guide clients to enroll in your services!

Set Up Systems for Success! Do you know in advance what you’ll be doing every day, week and month to grow your business? A pre-planned marketing schedule simplifies your business, keeps your practice on track and your life in balance.

Hey, remember those birds I evicted? It took a few days, but they finally learned that it was easier to adapt new habits than to hold on to ones that no longer serve them. What about you – are you repeating the same things, hoping for different results? I encourage you to try a new approach to help you soar high in your very own… Prosperous Practice!

Ask the Magic Question to Get Loyal Clients!

Ask the Magic Question to Get Loyal Clients!

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Nearly every new client asks me how often she should come in, or how many treatments I think she will need.

A good answer for this is: “What I discover during the treatment helps me assess your needs. So I don’t know until we’re done exactly what you will need in terms of ongoing treatment. We’ll discuss this after your session. For now, you’ll get the best benefits if you just focus on today’s session. How does that sound to you?” (Of course, you would customize this script for your specialty.)

After the session, you can simply ask your client, “How do you feel now?” Most people will be very positive and enthusiastic. They often say, “When should I come back?”

But if not, you can use this Magic Question: 

“Would you like another appointment?”

Your response shows the client that your goal is for her to get better. You might say something like: “Well, your [problem] needs more work. If you wait too long between sessions, we start from the beginning each time and healing is slower. But if you come back for [number] sessions close together, you will progress more quickly. Once we get [problem] under control, then you can cut back to monthly maintenance treatments to keep it from developing again.” A script like this can be modified for many different healthcare modalities.

Your customers are much more than just a revenue stream. They each present an opportunity to forge a long-lasting partnership. An attitude of caring and some positive thought can go a long way toward converting first-time customers into repeat clients. Here’s something else very valuable, a simple magic question that keeps clients coming back and turns them into long-term clients…

just five little words: “Would you like another appointment?”

Most people say yes!

A bodywork client emerges from your treatment room in a state of relaxed bliss. If your wellness biz is other than bodywork, such as nutrition or family counseling, the client will have motivating new information or inspirational insight. The client answers yes to your Magic Question because her amazing experience with you is fresh in her mind! She may already be thinking that she should do this more often, perhaps even on a regular basis. So when you ask her if she wants to come back, she gets the impression that you are in tune with her needs, because she was just thinking the same thing! This is the time to secure her repeat business.

Keeping the client’s best interests in mind, give her a clear assessment of what you think she needs. I fill out a Treatment Plan, review it with the client and give her a copy to take home. This gives her something tangible to walk away with, to help her remember you. Every time she sees it on her desk or fridge, she recalls her fabulous session with you! It also keeps you in her mind if, for some reason, she leaves without booking another appointment.

When someone needs your services but has concerns about finances or scheduling, acknowledge their concerns and respond accordingly. Remember it is not your job to help them find the time or the money! Your job is to tell them how you can help. If you do a good job of explaining the value of your work, they will be inspired to find a way to work with you! They will be motivated to become a long-term loyal client.

And they will say yes when you ask the Magic Question:

“Would you like another appointment?”

How to Get More Clients with Ripe Peaches!

How to Get More Clients with Ripe Peaches!

Image result for girl reading in a tree

Summer! It’s time for my favorite fruit – fresh peaches! Growing up on my grandparents’ farm in South Carolina, I spent many lazy summer days reading Anne of Green Gables books in a peach tree, nibbling and dribbling peach juice down my chin!

Do you like ripe peaches too? Well, you’re really gonna love ’em for a juicy business boost in your wellness practice!

“Low-Hanging Fruit” and “Warm Prospects” are conventional marketing terms for interested people who may be a perfect fit for your health business, but they haven’t yet become clients. My inner Southern girl likes to think of them as “Ripe Peaches” – potential clients who need follow-up.

Low-hanging fruit is ripe and ready for picking – like ripe peaches hanging on the tree. They are so heavy with sweet, juicy ripeness that they weigh down the branches, and practically fall into your hand with a slight touch – when the timing is right!

In your wellness practice, the Ripe Peaches are people you’ve met and discussed your work with in the past 1-24 months. They were interested but perhaps the timing wasn’t right for them, or maybe they couldn’t afford it at that time. You may have met them casually at a social event, or in a more structured business setting, such as a networking meeting.

And don’t forget that former clients are the ripest peaches of all! They already know you and your work, you have already established the vital know-like-trust connection. All they need is a slight nudge to drop into your waiting hand!

Don’t wait for potential clients to call you! It is part of your job description as a business owner to follow up with leads. Simply give them a call, re-introduce yourself and remind them where you met. Don’t try to sell your services to them. Just let them know you’re thinking about them, ask them how they’re doing and offer them a complimentary gift, such as a no-cost Discovery Session, free info on your website or an invitation to your upcoming talk.

Timing is crucial! If picked too soon, your peaches are inedible – green, hard and sour. Wait too long and either they’ll rot or someone else will pick them!

Likewise in your health business: if you push to sell your services too soon, you will lose prospects before they “ripen” – that is, before they get to know, like and trust you. If you wait too long, they may lose interest or go to another practitioner for the help they need.

Research shows that it takes 3-7 contacts for people to respond to business follow-up. So continue contacting your Ripe Peaches on a regular basis until they opt out or make an appointment.

Who are your Ripe Peaches? Who can you think of that you’ve met and discussed your services with in the past couple years? Have you collected contact info from everyone you meet in doing business, as well as casually or socially in your daily life? If not, start doing so immediately! Always ask: “May I have your card?” Odds are they will ask for yours in return.

BROWNIE POINTS! Wha-a-at – you haven’t been collecting contact info from everyone you meet??? Start doing so… TODAY!!

Make an offer they can’t refuse, such as special pricing or a free Discovery Session. Ask if they would be interested in hearing about your special offer. Prepare in advance – don’t try to wing it when the person answers the phone! Decide what you want to offer and memorize a friendly conversational script.

Continue contacting your Ripe Peaches on a regular basis. Don’t be shy – like that introverted little girl reading books in Grandmama’s peach tree! Always give something of value in each connection, such as free info, a product or service, followed by a great offer! Don’t take rejection personally!

Now… go pick those “ripe peaches!” Follow up with people who have shown interest in your work! Then make them an offer they can’t refuse – to start working together to help them with your unique solutions!

The Prosperous Practice Home Study System shares how to consistently build your wellness practice with new clients, in a natural, authentic way, without seeming pushy or desperate!

Mid-Summer Marketing Tune-Up!

Mid-Summer Marketing Tune-Up!

Image result for summer sizzleIs your wellness practice dwindling over the summer? It’s not too late for sizzling hot summer success! Take your laptop to the beach or pool and rev up your marketing.

If your business is suffering from Summer Slowdown Syndrome, there’s still time to rev up your practice for the end of summer, plus get a jump-start on your fall marketing!

Here are some strategies you can use with great results for a successful summer:

Offer treatment packages instead of individual sessions, insuring that buyers will come in regularly for the rest of the summer.

– Learn our exact formula to create and sell Treatment Packages in Steps to Success 8: The Prosperous Practice Guide to Packages and Programs. 

Teach a class or workshop in self-care techniques.

Offer a special program for a targeted group, such as “Athlete’s Advantage” or “Get Psyched for Soccer Success.”

Market to tourists and summer visitors who need health care while on vacation, via guest services and concierge desks at hotels, resorts, B&Bs.

Target summer sports teams to treat mishaps on the playing field.

Offer a Backyard Warriors treatment for people with achy-breaky backs from gardening or playing too hard.

Market services for kids and students while they’re out of school for the summer, via pediatricians, organized sports and summer fun programs.

Promote a Sun Worshipers Skin Care treatment for people who overdid it with sun exposure.

– Start a worksite health program for employees, offering info or mini-treatments as a way to invite them to your office for more.

– Prepare Fall marketing while your schedule is lighter, such as a Back-to-School Special.

Get a head start on Winter – prepare Christmas cards or plan your holiday client party. (I buy cards at after-Christmas sales, so I have them on hand for early prep.)

Schedule next summer’s marketing, so your business doesn’t slow down this time next year. (Go on – DO IT NOW – put next summer’s marketing into your spring calendar!)

Get some R&R to recharge, to make sure you’re ready to roll with your great Fall marketing.

Email The Prosperous Practice for a complimentary Discovery Session to discover exactly what you need to grow your practice to the next level of success.

 Tackle a Big Project! If your client schedule has dropped off, take advantage of the extra time to do something you’ve been putting off – launch a website, start a blog, develop a workshop, set up a Joint Venture. Be sure to mention your project in your weekly ezine.

 Take a Vacation! Recharge yourself with some TLC for the upcoming busy Fall season. Get some good self-care – bodywork, exercise, rest, fresh summer produce – peaches and cherries!

– Pre-write and pre-schedule Fall articles for ezines, blog & social media posts.

 Prepare Your Fall Launch! Plan and start your Fall Marketing Campaign by doing at least one marketing activity each day for the rest of the summer, to plan & promote programs such as: Back-to-School Specials for teachers & school staff; Athlete’s Advantage for autumn athletes; Halloween Trick or Treat Bags for clients and biz associates. What fall services will you offer this year?

– Get everything you need to market and grow your practice with The Prosperous Practice Home Study System!

There’s a huge variety of marketing strategies you can implement to make sure your clients don’t forget you over the summer – even if they don’t come in for a while. But if you didn’t plan ahead and you end up experiencing Summer Slowdown Syndrome, use your time wisely to get your practice ready for a very busy and profitable Fall-Winter season.

Don’t get caught unprepared next summer – it will come around sooner than you realize! Answer the following questions to help you plan ahead:

– How were you affected this year by Summer Slowdown Syndrome?

– What could you have done differently for a more successful summer?

– How will you address it next year?

– What will you put in place now to prevent Summer Slowdown in the future?

– Which Sizzlin’ Summer Success activities appeal to you the most?

– What will you do now to prepare for upcoming Fall & Winter marketing?

– What specific times do you commit to doing these things?

– Book these times into your schedule as appointments with yourself!

To learn the best marketing strategies for your wellness practice, check out The Prosperous Practice Home Study System!

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