Clean Up Your Business – with S.O.A.P!

Clean Up Your Business – with S.O.A.P!

Image result for bar of soap

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 many years back, 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 part of the process. 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.

Correlate this with an ailing business. 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!

O: 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!

Make a list of 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 as a massage therapist, 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 questions like:  “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 get better 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, or massage 2x/week for 4 weeks. 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 bring you a steady stream of Ideal Clients and abundant income for the business and lifestyle that you need, want and deserve!

Upgrade Your Income with the Update Letter

Upgrade Your Income with the Update Letter!

Related imageMeet your new BBFF – Best Business 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.

Your Update Letter is the perfect tool for an end-of-year recap and a look to the new year coming up. But you can – and should – send out your Update Letter at least quarterly.

From now on, in promoting your practice, you will use an Update Letter 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 sent 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 than the New Year to start this marketing strategy in your practice?  Get started now with composing your letter, so it’s ready to mail the first week of January.

IMPORTANT: The Update Letter is a “real” letter. Remember those – the kind you where you lick a stamp and drop it in a mailbox! NOT email! A personal letter in their mailbox will generate more client interest than “Oh no –  more email!”

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 treatment packages 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!

Gratitude Grows Your Wellness Biz!

Gratitude Grows Your Wellness Biz!

Image result for gratitude melody beattie quoteHave 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!

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

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

Last week we looked at a great way to help wellness clients do their holiday gift shopping – The Stocking Stuffer Special! Now you can provide the same convenient service in your wellness practice, while you and your clients enjoy 5 unique benefits:

  • Offer low-cost, high-value massage for holiday gifts.
  • Help clients give loved ones the gift of health.
  • Allow more people to experience my work.
  • Boost income.
  • Attract new clients into the business.

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: it builds my email list!) This mailing service doesn’t cost me much time and adds more value to the clients’ experience with my practice!

How will you set up your holiday gift coupon area? Share on our Facebook page!

To kick off the Stocking Stuffer Special, in mid-November (that would be NOW…ahem!), I post signs around the office and send an email, to let people know that it’s… COMING SOON! Then, the day after Thanksgiving, I send clients an email announcement and reminder to bring their address book/contact list any time before New Years Day. 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. Then I offer to mail it for them. People love this and look forward to it each holiday! PS – I don’t charge for postage; the extra income and opportunity to get new clients is worth a few postage stamps!

Continue with emails throughout the holiday season, every couple day between Thanksgiving and New Years. (Remember – it takes 7 exposures for people to respond to marketing!) I remove clients’ names as they buy, so as not to pester them after they have made a purchase. I also display Gift Coupon signs in every room of my clinic, including the restroom – in clear view of the toilet!

My clients really appreciate this one-stop shopping experience and most of them buy extras to keep on hand 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!

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

Boost Your Holiday Income with the Stocking Stuffer Special! Part 1/2

Image result for christmas stocking on palm treeIt might seem too early to say Merry Christmas! Or as we say here in Hawaii – Mele Kalikimaka!

But it’s not too soon to start getting your wellness practice ready for the holidays.

Here’s my most effective strategy for holiday marketing that can help your business in 3 ways:

  1. An end-of-year income boost
  2. Jump-start your 2019 income
  3. 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!”

Many 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. I offer 15-minute massages for $20 or less, depending on how many the buyer purchases.

Adjust your offer to fit your modality – a brief, affordable intro to your work, sold in packages of cards that the buyer can give to multiple recipients.

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, when the recipients call to redeem their coupons, your 2020 income gets a jump-start and  you avoid a post-holiday 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 $20 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 recipient 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 an additional fee of $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 from just one Stocking Stuffer sale! 

As an added bonus, 13 of these coupon recipients became regular clients who now buy gift coupons for their friends, who then become regulars, etc. etc. Yes – referral-based marketing at its finest!

Bodywork is ideal for this strategy. Other modalities might be more challenging to adapt to selling packages of mini-sessions, but you can do it with a little creativity!

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 parent?! When she calls for her appointment, offer an upgrade to a longer intro session that delves a little deeper into her situation.

Another example: A nutritionist’s Stocking Stuffer offer could be a brief session to learn the person’s health/nutrition goals and give basic food or nutrition info; the upgrade offer could be a simple cooking demo or a grocery store trip to learn how to shop for healthier foods.

What a great help this would be to someone transitioning to a healthier diet!

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!

Narrow Your Niche to Make More Money!

Narrow Your Niche to Make More Money!

“You can please all of the people some of the time and some of the people all of the time, but you can’t please all of the people all of the time.” –Abraham Lincoln.

Image result for dartsWhat’s your niche? Whether you pronounce it “nitch” or “neesh” – you need one in your wellness practice!

One of the biggest marketing mistakes I see practitioners make is not being clear about their target market. I know because I’ve been there! I used to think like a lot of practitioners – that I needed to market my services to as many people as possible to get enough clients!

And guess what happened?! When I marketed to everyone I never had enough clients! When I narrowed my niche to a specific population, my practice filled quickly!

What about you? Do you target a specific group? Do you know if there is a demand for your service, and do you have a plan to market and sell what you offer?

Some practitioners believe that it is unethical to make money from other people’s pain or problems. Others may think they just have to share their divine gift and God will provide for them.

If your business ideal, dream or goal feels like divine inspiration, then you’re off to a good start as a Spirit-based practitioner! But your message has to reach the right audience to bring you more success and income. The following steps will help you create your unique wellness idea, take action on it and get the results you need, want and deserve!

Step 1: Research
Research your idea to see if there is already a market demand for your particular wellness modality, idea or perspective. Don’t worry about competition. If others are already doing what you offer, it means there’s a market for your service or specialty. If no one is doing it, you will either need to change or narrow your niche, or work harder to establish your niche in the marketplace.

Step 2: Identify Who You Want to Work With
Once you get clear on your target market, you can develop a marketing plan that attracts the right people and discourages those who are not a good fit for your wellness biz. You may think the best way to get lots of clients is to market to everyone! But you actually get more ideal clients by narrowing your niche to a small specific group. Here’s how to identify your niche:

Your niche is made up of people who already know they need help, they just don’t know how to get it. That’s where you and your marketing come in! Use your marketing materials to speak to your ideal client as if you were having a conversation with them about their needs and your solutions. Word your marketing messages in a way that your ideal client will ‘see’ herself in your magnetic marketing questions. She will answer ‘Yes!’ to them and pre-qualify herself as your enthusiastic new client!

An effective way to do this is to create what is known in marketing circles as your “client avatar” – a fictitious individual with all of the qualities you desire in an ideal client. Then craft your marketing messages as if you are speaking to this one person.

Here’s a motto that will help you focus your marketing on your niche: “One person, one problem, one solution.” Even if you offer multiple services and serve multiple niches, each marketing message or campaign should be directed to one particular issue.

Here’s an example from my massage therapy practice of how I target two different niches:

1. “Are you suffering with pain from an old or new soft tissue injury? Our Freedom from Pain program will help you regain movement and comfort, so that you can function at your fullest potential.”

2. “Are you so overwhelmed with stress and fatigue that you cannot live your life as effectively as you would like? Research shows that a one-hour massage gives body and mind the equivalent of 3 hours sleep! Our Rest and Revive series will restore ease, well-being and energy!”

As you can see, I serve more than one niche, but I customize a different message for each group.

Narrowing your niche does not mean that you can’t serve people outside of your niche. It simply means that you will aim each marketing arrow at a specific target. If your arrow hits people outside of your niche, you can decide whether or not they are a good fit for your business. If so, go ahead and serve them; if not, refer them to another practitioner who might be a better fit for them.

You will not have to turn away non-ideal clients, because they will not ‘see’ themselves in your specifically-targeted message. They will realize that your service is not for them. Your special gift will not be expressed at its highest potential if you work with people who don’t fit your Ideal Client profile – those who don’t need what you offer, who drain your energy, squabble about money, make excuses, procrastinate or disrespect your time. But that’s exactly what happens when you target too wide an audience, instead of a small niche – specifying exactly whom you do and do not accept as clients.

Step 3: Sharing, Not Selling

Finally, you need to get comfortable with sales. I don’t mean the stereotype of the slick used car salesman who tries to fast-talk someone into buying something they don’t need! I’m talking about offering something you believe in, to people who need it – a solution that matches the needs of your niche. Think of it as sharing your services, not selling.

Conscious business marketing is totally ethical. It is not about closing the deal. It’s letting people know how your work can benefit them and solve their problem. Remember, every successful business – including yours – has the solution to a specific problem, pain or challenge.

Ultimately, as a wellness entrepreneur, you need to go beyond your big idea. To bring your great business idea into reality, you need to start with getting clear about your niche and the best ways to reach your ideal audience with your marketing message.

Mindset – The Magic Ingredient for Success!

Mindset – The Magic Ingredient for Success!

Image result for visual artsMindset is the most important ingredient in your recipe for success. This week’s positive mindset reminders will help grow your wellness practice. Every suggestion, taken directly from our Signature Program, The Prosperous Practice Home Study System, has been used and proven effective:

Do mindset work daily. Affirm and believe “I deserve success and abundance.”

Have a Full Practice Mindset. For the most efficient use of your time, schedule blocks of time for clients, marketing, personal activities. This will keep you better organized, ensuring that you have enough time for all the important things in your life – work, play, family, self-care. Blocking your time will keep your life in balance, so that you don’t run the risk of becoming a workaholic or let important tasks get overlooked.

Write affirmations of a full practice, e.g. “My schedule is booked solid with Ideal Clients.” Writing down your goals and affirmations, then following through with action, is the most effective way to manifest what you want.

Visualize clients walking through your door for appointments with you. Mentally see yourself working with your Ideal Client. What problem or concern does this one imaginary client have that you can help resolve? Visualize all aspects of the hypothetical appointment. What do you say? What do you do?

Prepare file folders in anticipation of new clients coming in; label them in pencil New Client #1, #2, etc. Include all of the documents you need for a new client: intake form, policy agreement, insurance info, attorney’s lien, referral form – whatever you put in your new client files. You might feel a little silly doing this, but trust me it works! It’s our version of “If you build it they will come!” Go ahead and get files ready for the new Ideal Clients who will soon benefit from your expertise!

Define your Ideal Client in detail, specifically listing every quality you desire in the people you want to serve. If you already have some Ideal Clients, use their qualities on your list, to attract more clients like them. Examples: They view your work together as crucial to their health; respectful of your policies; punctual; pleasant. Whatever qualities you want your clients to have – write them down!

Write out your USP – Unique Service Position. What makes you and your practice unique? 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:

– What skills and expertise do I offer that my colleagues and competitors do not?

– What features of my practice differentiate me from others in my field?

– Why should someone work with me rather than my competitors?

– What special personality traits make me an excellent practitioner?

Identifying all of your unique traits will 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! Read your USP aloud to yourself or to someone else, to increase your self-confidence.

Don’t cancel your self-care for a client session. It is crucial to your success as a health practitioner to stay healthy, so you have energy to do your work and to model good self-care for your clients. As the airlines tell us: Put on your own oxygen mask before assisting those around you! You will take better care of others if you take care of yourself.

 Don’t be desperate for clients!  It’s not client attractive to need them more than they need you! Be selective who you work with, keep affirming the traits of your Ideal Clients and don’t be so desperate for money that you compromise your values by accepting clients who do not fit your Ideal Client profile.

Remember… mindset is the magic ingredient in your success. First, last and always: Work on your mindset every day. Say “I deserve success and abundance; I am capable of success and abundance; I am grateful for success and abundance!” Think it, write it, say it, believe it. Say it to yourself, to your family, say it to your friends, to your pets, to the sky, say it to God. Every day. Because it’s true!

Treat Your Wellness Clients to Special Tricks for Halloween!

Treat Your Wellness Clients to Special Tricks for Halloween!

Do you give Halloween treats in your wellness practice? It’s the perfect holiday to impress your clients with extra care! I make trick-or-treat goodie bags for my massage clients, filled with wholesome snacks and healthy treats. But there’s a lot you can offer every day, so think of Halloween as inspiration to treat your clients to special customer service year-round!

How do amenities fit into your wellness practice? With little cost, time or effort, you can provide impressive extras – before, during and after an appointment, to keep clients coming back again and again for more of your special magic!  And the best part? You can add value to your client’s experience without adding a penny to your cost or a second to your time!

Here are some tricks to treat your clients:

Answering machine message. Change your friendly greeting weekly, and always offer a special promotion, to let callers know from their first call to you that your service is above and beyond the standard!

Before the appointment. Send new clients their intake paperwork to fill out and return before their first appointment. Give existing clients a reminder call 2 days before their session. To be prepared for their treatment, ask what they need help with and what has changed since last time.

Reception area. Always be there to greet clients when they enter your office. Eliminate ‘waiting room’ from your vocabulary and from your business office – arrange your schedule to never keep anyone waiting!

Before the treatment. With new clients, go over their intake form together, item by item, to make sure they understand your policies and procedures. This eliminates the awkwardness of a surprise later – such as paying for a missed appointment. People appreciate knowing ‘the rules’ – we feel more comfortable and secure when we know what to expect. Before entering the treatment room, offer a drink of water and use of the restroom.

Treatment room. It is comfortable, attractive and impeccably clean! Calm serenity is crucial here. Maintain a comfortable room temperature with a heater, fan or open window. Flowers and foliage are subtle and always fresh – no fake flowers or dead leaves. The treatment table is pre-warmed on cool days. Use natural light during the day and low wattage lamps for evening sessions.

During the session. Put a purifying salt lamp in the treatment room. Play serene ambient music. The first thing I do after entering the room is place a heating pad on the client’s back; I move it around during the session, to pre-warm each area before treatment. Listen to your client – what do they need today? With bodywork, careful draping is mindful of modesty, privacy and professionalism, and helps the client feel safe and comfortable. Clean lubricant off the client’s skin with moist warm towels.

After the session. Offer the client a drink of water. Always invite people to schedule or confirm their next appointment. This is not being pushy or needy! Many people feel drowsy or disoriented after a session and they appreciate you keeping track of their treatment needs. Always give a new client something to walk away with – an article, bottled water, product sample, energy bar, etc. – to remind them of your business! Put your name and contact info on everything you give out! Always, always say thank you for coming in! Surprise and delight clients with a no-tip policy. If you don’t want this as a general policy, you can have a special “No-Tip Day,” weekly or monthly.

Follow-up Call. Check in by phone the next day with new clients, or an existing client with a new problem or an aggravation. If their next appointment is more than a week away, call between sessions to see how they’re doing and remind them to follow the self-care routine you gave them. Ask if they have any questions or if there’s anything you can do for them. If they’re in pain when you call, offer to see them sooner than scheduled.

On-going Connection. A keep-in-touch marketing system keeps your practice in the clients’ awareness. This includes email or postal mail items, such as a newsletter, or an article of interest to the client. A Referral Reward Program offers free massage to clients who refer others. Pre-schedule birthday and holiday e-cards each year, with new clients added as they come in. Here. 

Exceed Their Expectations!

Helping clients feel better with great technical skills is the bare minimum you should give. People expect an effective treatment – that’s why they called you in the first place. You can impress them, and gain their long-term loyalty, by enhancing their visits with amenities that have a huge impact on the client’s experience, with little or no cost to you. Use special amenities every day. Not just with new clients, but with all clients; not just for Halloween but in every single interaction – whether on the phone, by email or in person.

These special treats are a key factor in keeping loyal ideal clients and getting their referrals. Keeping repeat clients over the long-term brings in more money and more satisfaction than One-Session Wonders who leave a big tip and never return! Use every opportunity you can to give your clients extra service with tricks and treats!

Instead of these options – Trick OR Treat – give both! Special tricks to treat your clients with the best service possible!

Show Potential Clients You’re the Real Deal!

Show Potential Clients You’re the Real Deal!

Image result for know like trustPeople are naturally skeptical. It is normal to want proof and assurances before jumping into something new, especially when it involves our health, our time or our money. And wellness care involves all three of these factors! They won’t easily believe you unless you back up your claims with good reasons to do so. If they don’t trust you, they won’t enroll with you for health care.

“Can I believe what you say? How can I trust that you will help me?” These are critical questions that many people have about wellness care and holistic health – especially if they have never tried an alternative to conventional medicine.

“Isn’t natural health just a bunch of old wives’ tales and kitchen table concoctions?”

How can you build trust and credibility? Let’s look at four ways to inspire what is known in the marketing industry as “the know-like-trust factor:”

1. Be yourself! Let people get to know you, let your personality shine through. Talk about your work in everyday language, not professional jargon. When buying personal services, like health care, people want to know the person they are going to be working with, especially if it involves touching their body. Use your photo in your marketing as much as possible. Have a few personal things around your office, such as family photos and simple decor that expresses your personality and interests. The more people see you  being yourself, the more they will know, like and trust you! Set up your office to reflect your personality.

2. Exercise your bragging rights! Show proof of your education, experience, expertise and excellence. Display your framed diplomas, certificates licenses, awards, photos and articles People are reassured by proof that institutions, associations and government agencies recognize you as competent and professional.

3. Show social proof! Testimonials help convince people that enrolling with you is a wise investment in their health. The best time to get a rave review is immediately after someone has experienced a great result from working with you. If you get referrals from physicians or other healthcare professionals, ask them to write testimonials about how you have helped their patients. This powerful tool lets prospects know that people just like them, with the same problems and concerns, were helped by your care. Use entire testimonials or excerpts in your marketing materials. Frame a few testimonials and hang them with your certificates, or keep them in an album to show people during their Discovery Session. You can also make post video testimonials on your website, blog or social media.

4. Be clear! Your marketing materials should have clear explanations of your modality in general, as well as special qualities that make you and your practice stand out from the crowd. Make sure to focus your marketing messages on benefits and results, not a laundry list of techniques you offer. Put a FAQ section on your website to address questions about your work. List results and benefits clearly in both spoken and written marketing.

People are naturally skeptical. We want proof before we trust someone or something new, especially involving our health, time or money. Inspire people’s trust with 4 simple strategies:

1. Be sincere

2. Highlight your expertise

3. Use client testimonials

4. Clearly state the benefits you provide

What other ways can you think of to assure hesitant or skeptical prospects that you are the real deal? Please share your comments below.

3 Ways to Get New Wellness Clients!

3 Ways to Get New Wellness Clients!

Image result for good leader is a good listenerWhile visiting the websites of hundreds of wellness practitioners, I was struck by the number of sites that were “All about me, Me, ME!” on the home page. Your home page is often a prospect’s first exposure to you and your work – so make sure it’s all about the client. 

Remember – when people are looking for a solution to a health problem, they don’t care about you and your credentials, your education, your techniques or anything about you. They only want to know how working with you will benefit them. So don’t try to impress people by talking about yourself – your training, your techniques, your equipment.

Instead, make sure you educate your potential clients about the results they will get from working with you – not from massage, or acupuncture or chiropractic or counseling, or whatever your modality is – but specifically how working with you will help them.

Then you must repeat these same essentials over and over again in your marketing. It doesn’t matter whether you’re a brand new practitioner, have been in business for years or you’re launching an empire – these basics remain constant. To get and keep clients, you need a repeatable system to keep them coming in for the fabulous results you provide.

Tip #1. Get Clear on Your Niche!

The first thing you need to do is get clear on your niche – the target population you wish to serve. It’s hard to explain how you can help people if you don’t first identify who you can help. Clearly explain the results you provide and make sure you have effective treatment programs for the problems of your target market.

Tip #2: Deliver Tangible, Specific, Measurable Results!

It’s simple really: the more you focus on the practical, tangible results that clients get from working with you, the more clients you’ll have to work with! Even if you offer a less tangible wellness service, such as energy healing, counseling or intuitive readings, you can still focus on the tangible results that show up for your clients. You simply need to focus on the impact your service has on your clients’ lives – health, family life, work, finances, relationships, opportunities – everything.

I love seeing the look on my clients’ faces when they realize just how far-reaching our work together will be! So make sure they are clear that they will get back to work in x number of days or weeks, or be able to play with their kids again, or get out from under crippling pain or depression, or whatever it is you offer. Don’t do this in a phony way or make unrealistic promises. Be sure you’re able to deliver what you promise – and then deliver it!

Tip #3: Name Your Treatments!

It is very effective to name your programs and treatments in a way that potential clients can see their problem and the results they will get – simply by reading or hearing the name of a treatment.

Examples: Computer Abuser Syndrome, Pain in the Neck Solution, Golfer’s Hip Health, Eat Yourself Thin.

Keep in mind that overwhelm, stress and pain are rampant in our culture. People get caught up in – but are reluctant to change – lifestyles that create these conditions. For instance, an avid golfer is not likely to give up the game to avoid hip pain. So they crave simple solutions that make it easy for them to meet their needs and relieve their pain.

Take a good look at how you work with clients, then transform what you do into a compelling, simple program or treatment. You’ll be amazed at how this helps people understand how you can help them and they can’t wait to sign up to work with you!

You’re only a few sentences away from your next new clients! All you need to do is hone in on your niche, list a few compelling results you help people achieve and name your solutions to deliver those results!

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