5 Simple Steps to New Clients!

5 Simple Steps to New Clients!

Image result for stepping stones in waterWellness practitioners often ask me how to get more clients and make more income. I offer free tips and concrete ways to make this happen, but they do not take action. They say they’re ready, but some complain about lack more than abundance. I know that sounds harsh, but the reality of success as a wellness entrepreneur is that marketing is the fastest path to new and ongoing clients! Without an employer and management, such as at a spa or clinic, you’re both boss and employee, and you’re the one who has to make it happen!

If you got into wellness work to help people, you have to take action with marketing to achieve your goal. People will call you – but only if they know about you! How will they know about you? Waiting for the phone to ring is not a marketing strategy! You need to be proactive! So if you really want more clients, then get crackin’ with these 5 specific and assertive steps to success:

1. Devote 3-5 hours a day to fill your schedule with new and continuing clients. If you are not seeing enough clients and you are not marketing, then what are you doing all day? You need to spend business hours doing business – either working with clients or getting clients. If this idea scares you, here’s a simple plan: Decide on your business hours, such as 9-5. Whatever time you are not with clients during your work day should be dedicated to marketing your practice. It is not free time for web-browsing or shoe-shopping! Put marketing into your calendar as an appointment with yourself. And don’t no-show on yourself for anything except a paying client! Your business is your client for a marketing appointment! And remember – this intense marketing schedule is not a forever thing; it’s only temporary until you fill your practice – and you will – if you follow this plan.

2. Target one specific problem, pain or challenge you will treat and market only to that target. (ie, back pain, headaches, allergies, etc.) Or choose a specific population or group, such as pregnant women or parents of teens. Then tailor all of your marketing – emails, blog, ezine, presentations, etc. – to that one problem or group and get as specific as possible. Once you’ve targeted one problem or population and marketed it to the max, repeat the process with another, then another and another – until your appointment book is consistently full. You can target as many populations or as many health conditions as your practice can support, but only one at a time! Remember this guideline: One person, one problem, one solution per marketing campaign.

3. Big Marketing Blitz! Create a 2-week blitz marketing campaign that includes: 

  • A real postal letter to everyone you know and ask them to refer anyone they know who may need what you offer; 
  • 3 presentations within a 2-week period;
  • A print advertisement, such as a classified ad or a press release in the newspaper;
  • Participate in a local event by offering brief introductory treatments or information;
  • Donate a Gift Certificate to a charity event.

COMING NEXT WEEK: More details on the BIG MARKETING BLITz!

4. Give a Free Sample! Come up with a generous and authentic free offer to give potential clients a taste of what you do. Some ideas are: a teleclass, an article, a workshop, an introductory session, an audio or video on your website. When you give away a high-quality sample, people will think: “If her free stuff is this good, her paid services must be fantastic!” Remember to emphasize the benefits you offer and make clear how people can take the next step to work with you.

5. Believe in Yourself! If you don’t believe in yourself and your potential for success, how can you expect others to do so? People need your gifts, your talents and skills. You can ease their pains, challenges and struggles. You attract clients by deeply knowing that you are needed, and the way you share that is through marketing. It is not selfish, materialistic, pushy or needy to market your services. Marketing is a divine tool that makes others aware of how your work can make their life better! How can you help them if they have no awareness of what you do and how it can benefit them? Keep your self-confidence strong and deeply believe that what you offer is of great value to others. A fortunate by-product of serving others is success for yourself!

These are just a few ideas to get you started. What other ways can you think of to promote yourself? Share your solutions and your success in the Comments Section below

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.

You can 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.

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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: 

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 vehicles 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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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 is an ideal opportunity to tap into a client-rich environment for your wellness practice!

Whatever your health modality, a Back-to-School Special can customize your Fall marketing to target school-related personnel and events! It’s a great way to support the health of these valuable members of the community who are crucial to our children’s futures! It’s actually a huge target market that you can tap into – every town has schools!

As you may know by now, I’m a big fan of “systems.” Here’s a system to create your Back-to-School Special:

First of all, make time 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. Start now – go get that calendar and 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 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 small low-cost healthy promotional gifts. I like to use 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 networking 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. The wording on your materials should be targeted to the specific needs of teachers, coaches or whatever group you’re marketing to. Do not call your offer a discount; it’s a special fee, one-time offer, or introductory special etc. Contact the school administrative staff in advance and arrange to deliver your materials to be placed into teachers’ mailboxes during the first week of school.

Who Gets Voucher Coupons?

Image result for teacher with studentsTeachers have mental stress and physical complaints (computer shoulders, bending/standing all day). Give them a coupon/voucher, attached to a small low-cost gift such as a product sample, tea bag, or… an apple for the teacher! Get on the good side of your kids’ teachers by giving them your coupons as a Back-to-School gift.

School counselors are a perfect back-to-school target – especially if your modality deals with behavior, such as a psychologist or clinical social worker.

School nurses and health aides may refer students with sports injuries or other health conditions that can be treated with your modality.

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 it as a marketing opportunity – an investment of your time that will pay money dividends later!

Workshops can be offered to classrooms, teams, community centers, families, after-school programs and more, either at your location or theirs. Examples: a nutritionist could teach how to make healthy snacks; a psychologist or life coach could teach students about positive mindset for academic success; a massage therapist could offer a foot massage lesson and have students make their own foot reflexology socks. What could you teach or share to help draw clients into your practice?

Volunteer in a classroom 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.

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 to attach to your coupons for coaches and athletes are: Pain relief gel sample; granola bars; ice or heat packs.

Community teams. Many towns have Fall sports leagues such as soccer, rugby and football – a great place to offer a treatment or program such as your Autumn Athlete’s Advantage! You could also consider becoming a volunteer coach, which will further boost the trust factor between you and your local sports community. If you sponsor a team, your business name will be on uniforms and announced at all games!

Offer your services on the sidelines, if you do bodywork, promoting the value of your work for sports conditioning, injury treatment, improved performance and preventive maintenance. Parents of athletes can be another source of clients for you, and the sports field is where to meet them! I got massage clients from handing out small cold packs to my son’s teammates for soccer bruises. Seeing you in action will spark interest faster than words on a brochure!

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 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 incentive or thank you gifts for their teachers and other personnel.

Public schools in small towns are more casual and you may be able to 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. Consult their website for contact info, then call the administrative office and ask for an appointment to discuss your service.

Local school boards and private school boards of directors often 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, with new hopes and promises, 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, a new box of Crayolas and better health!

Please share your Back-to-School Special in the Comments below!

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! 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 are you losing money by not treating that patient, it also denies someone else an opportunity to get your help.

To my knowledge, I’ve had only one angry 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 f##king not here!! You suck! I’m telling my doctor about your f###ing crappy business policies and I will 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 – and I didn’t. That’s when he left me the strongly-worded 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!

Use these 6 strategies to avoid no-shows:

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, test 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. (Would you like to have the exact word-for-word script for this conversation? Send us an email request or a private message on our Facebook page – The Prosperous Practice!)

3. Offer some evening and weekend hours. Look at your schedule to see when your slow 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.

4. 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 me an email request, text or Facebook message!)

5. 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.” 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.

6. 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 about no-shows. Make room for the ideal clients you want and deserve!

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

Ask the Magic Question to Get Loyal Clients!

Ask the Magic Question to Get Loyal Clients!

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Sometimes during a session, a client will ask you how often most people come in, or how many treatments you think she will need. A good answer at this point is to say, “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, but right 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 do you think I should come back?” But if not, then 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 is worried 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! It 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 Be a Money Magnet!

How to Be a Money Magnet!

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For most wellness practitioners, when deciding to enter this field, our original goal wasn’t to accumulate money. It was to help others. But even though money isn’t your main motivator, you can’t ignore it and expect to have a thriving practice and abundant life. There’s bad news and good news about this.

The bad news: Most wellness entrepreneurs have not been trained in how to develop a positive, healthy relationship with money – one that honors both their desire to serve others and to prosper financially. So instead of regarding money with respect and appreciation, we unconsciously push away money or opportunities to earn it. Many influences in our culture – family, society, religion – have shaped our attitudes and behaviors with money. We often send mixed messages to the Universe – saying we want to be prosperous while harboring a money mindset that sabotages our success.

And the good news: It’s easy to turn this around with a simple attitude adjustment. A simple mindset shift leads to different action. Different action produces different results, helping more prosperity flow into your life.

Answer this honestly: Do you push away or ignore money opportunities? Here are 3 money mindset tips to make sure you send a clear message, align your mindset with action and make the most of opportunities that come up:

Tip #1 – Eliminate Money Drama!

Do you unknowingly create or allow money drama in your life? I used to do this! But once I realized what a time and energy drain it is to get caught up in financial drama, I took steps to eliminate it from my own mindset and behavior, by gently excluding certain beliefs, behaviors, habits, situations and people that did not support my goals.

In your wellness biz, your income represents many things. It provides the basics of life – food and shelter. It may help you provide for others. Your income is also a symbol of your self-worth, as well as reflecting how much good you’re doing in the world, how much you’re accomplishing and well you’re achieving your purpose of helping others.

Money drama is a success saboteur that can manifest in many ways: running your bank balance into the ground, credit card abuse, never knowing your account balance, coming up short every month, ignoring your bills, borrowing from others, feast-or-famine money cycles, shopping addiction, anxious nights – all that stuff is money drama!

Recognize where you’re allowing your own and other people’s money drama into your life, then take action to eliminate it. If you actually don’t have enough money, learn to cut way back on non-essentials for a while, adjust your lifestyle within your means, find ways to earn additional income and pay down debt.

Tip #2: Let Your Light Shine!

Stop playing small! Don’t hold back from the fullest expression of your talents and abilities. Doing so denies your divinely-given natural gifts and talents. Dimming your light disempowers you and those around you.

Many wellness entrepreneurs play small, hold themselves back or diminish their abilities and accomplishments, for fear of offending others. Now think about this – before you skip past it saying, “Not me.” If you were to suddenly double your income, whom would you be concerned about upsetting? Whom would you withhold this information from? It’s common for someone close – a friend, family member, coworker, for example – to feel threatened by your change.

Shine your light brighter! When things go well, proudly let others know about your success! [http://wp.me/p42qnM-1df] Affirming your abundance may attract more income for you, so turn up the volume and hear that sweet sound – cha-ching!

Tip #3. Stop Believing That Sacrifice Serves Others!

You can be poor and serve some people or you can be prosperous and serve more people. Assuming your purpose as a practitioner is to help more people live healthier lives, which do you choose? Which is in better alignment with your purpose?

I know some practitioners who love to help poor people. I also know some who feel guilty about getting paid to help people, about profiting from people’s pain. Community service and pro bono work are fine, even noble! But then these practitioners end up with no money as well! How does this serve your purpose of helping lots of people?

The greater your success, the more people you can help! By helping people who can’t pay you, you are denying the opportunity to expand your practice so you can help many others. I recommend that you create a profitable niche of ideal paying clients who are willing to pay you well for the benefits that you provide for them. And then…

Once you have your own finances in order, you can reach out to those who can’t afford to pay. It’s like the airline policy – put on your own oxygen mask before helping someone else with theirs! This way, you can actually help many more people. This way, everyone benefits – you and your clients!

Instead of pushing away money and opportunities, welcome them! Shine your light and fulfill your Divine Purpose – to serve others and live the rich life that you need, want and deserve – supported by your very own… Prosperous Practice!

Pick Ripe Peaches to Get More Clients!

Pick Ripe Peaches to Get More Clients!

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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? You’re really gonna love them 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! Compare these “Warm Prospects” to 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 services 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.

Image result for really love your peaches wanna shake your treeTiming 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 1-24 months? 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.

With your “Ripe Peaches” (potential new clients), 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.

Don’t be shy! Continue contacting your Ripe Peaches on a regular basis. 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!

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Mid-Summer Marketing Tune-Up!

Uh-oh – is your wellness practice dwindling over the summer? If you missed Avoid Summer Slowdown Syndrome,” don’t panic! There’s still time for sizzling hot summer success! Take your laptop to the beach, park  or pool and rev up your marketing!

Here are some strategies you can use with great results for the last half of 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. http://wp.me/P42qnM-l

Teach a class or workshop in self-care techniques.

Offer a pre-Fall program in your specialty, such as “Golfer’s Massage Advantage,”  “Get Psyched for School Success” or “Eat Right for Fall Sports Training.”

Market to tourists and summer visitors who need wellness 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. (Teens and college kids are a good target market for certain wellness modalities.)

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

Start a corporate wellness program for employees, offering info or mini-treatments or consultations as a way to invite them to your office for more comprehensive work.

The Prosperous Practice Guide to Wellness at Work Programs has everything you need to start a corporate wellness service! 

Tackle a big project you’ve been putting off, such as creating a workshop or starting a website.

Put Summer marketing on your calendar for next Spring, so your business doesn’t slow down this time next year. (Go on – DO IT NOW – schedule next summer’s marketing!) Then come right back for more summer success ideas!

More great ideas to heat up your summer business!

– Vacation or stay-cation? Whichever works for you, get out of your usual routine! Whatever you have the time & money for – DO IT! Even if only for a day, take a trip or do something fun close to home. If you’re budget-challenged, see how much fun you can have for free or cheap – such as a hike, picnic in park, museums. Or just walk around your town and see it with fresh eyes, as if you’re a tourist in your hometown! Good self-care – bodywork, exercise, rest, fresh summer produce – will recharge your energy to roll out your great Fall marketing campaigns!

DON’T MISS OUR FALL MARKETING IDEAS – COMING SOON!

It’s Not Too Late for Summer Success!

If you got a late start with summer planning and your business drops off, use the extra time to your most profitable advantage with these ideas! To make it even more fun, go to the beach or pool with your laptop!

 Tackle a Big Project! If your client schedule has dropped off, use 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 with a colleague. Be sure to mention your project in your weekly ezine.

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

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

– What could 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 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!

Remember – if you’re a victim of Summer Slowdown Syndrome – it’s not too late to rev up your practice for the end of summer, plus get a jump-start on your fall marketing!

Email us for a complimentary Discovery Session to discover exactly what you need to grow your practice to the next level of success: TheProsperousPractice@gmail.com

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

Let Freedom Ring in Your Wellness Biz – with Systems!

Let Freedom Ring in Your Wellness Biz – with Systems! 

“In a world with no systems, with chaos, everything becomes a struggle, predictability is not there. And it becomes almost impossible…” – Bill Clinton.

Image result for LET FREEDOM RINGMemorial Day, Flag Day, 4th of July, Labor Day! As we honor America’s summer patriotic holidays dedicated to the concept of freedom, let’s explore ways to have more freedom in your healthcare business.

There’s so much more to being a successful wellness entrepreneur than working with clients. Do you struggle with all the endless details of running your practice – clinical, clerical, administrative and marketing tasks?

And this is all in addition to our primary purpose of taking care of clients! No wonder so many practitioners stress out or burn out!

As a health service professional, your plate is indeed very full! But when you set up systems to handle the business and marketing activities, you can work more efficiently and have more freedom for personal time and other important aspects of your life. Once you implement specific policies, protocols, tools and resources to manage your practice, you’ll wonder how you ever functioned without them!

If you’re feeling overworked and overwhelmed, if crucial tasks are falling through the cracks – then you’re wasting valuable time and precious energy that you could use to serve clients and achieve your personal and business goals. Create systems so your marketing is on auto-pilot year-round, with ease and convenience for you, throughout the lifetime of your business.

Systems are absolutely crucial if you want to multiply your business and move to the next level of success. Whether you are struggling, starting, sustaining or succeeding, systems will get you to the next level, and the next after that.

How do you currently get things done in your business? Most likely, as a solo entrepreneur, you have a self-generated business, meaning that if you don’t do it yourself, it doesn’t get done!

Take a close look at all the different parts of your business. For example: how you get clients, how you get paid, how you deliver your services or products, as well as administration, marketing and scheduling.

You can actually devise a system for each of these activities. In my business, every aspect is systematized – scheduling, marketing, client sessions, promo, admin, social media, networking, ezine, blog, even cleaning and laundry! Everything has a time and a place, and gets done efficiently with time to spare! How will you use your spare time?

Look at the different aspects of your business to see what’s working well and what’s falling through the cracks. Decide which things absolutely have to be done by you and which can be delegated. Ask how something can be systematized so that it is done the same way each time. What can be automated with technology and what can be delegated to others?

For instance, keep a script or checklist by the phone for intake with new clients. To further systematize this same task, have your prospects pre-screen themselves by reading the FAQ section in your website, so you don’t have to repeat the same conversation with every prospective client. Send intake paperwork to new clients before their first session, to fill out and bring to the appointment; or return to you so you have time to review it before seeing the client.

Use systems all over your business. Whether promoting a new program or cleaning the bathroom – systematize it! Whatever it is – closing the sale, ordering supplies, client intake – whatever it is, give it a system so you always know what to do and when to do it. Systems also allow you to delegate certain aspects of your business to other people, freeing up your time for more flexibility, freedom and fun in your life!

Remember to make time in your schedule for marketing! Do you find yourself at the end of the week wondering where the time went and feeling frustrated because you only accomplished a fraction of what you wanted to get done?

If so, then you need a weekly calendar with designated blocks of time to work on certain aspects of your business, as explained in detail in The Prosperous Practice Home Study System Module 2: Make Room for Marketing

This will instantly improve your productivity and reduce your stress by giving you more control over your time! Remember – your system won’t do you any good if you don’t follow it! So stick to your boundaries, ok? Make a commitment to yourself to honor your intentions. Turn off your phone ringer, email beeps, social media chirps and all other distractions – electronic and otherwise.

Don’t wear all the hats in your biz – delegate! Most likely at this point you’re in business for yourself, with yourself and by yourself. In other words, it doesn’t get done if you don’t do it!

The key to having a business that runs like a well-oiled machine is to get help and delegate certain tasks to a live or virtual assistant. If you are handling everything yourself and important things are not getting done, this translates to lost opportunities, fewer clients and less income. If you think you can’t afford it, start small with 1-2 hours per week. The goal is to focus your time and energy on attracting clients and working with clients, while someone else does things that are outside your area of expertise.

Avoid overwhelm, burn-out and chaos! Systems are crucial if you want to multiply your business and get to the next level of success in you holistic health practice. Whether you are struggling, starting, sustaining or succeeding, think about all the different tasks needed to keep things running smoothly. Then create a repeatable system that works every time for each business activity!

Steps to Success 12: The Prosperous Practice Guide to Ongoing Systems

http://theprosperouspractice.com/programs-products/steps-to-success/ 

Wouldn’t you like to know in advance exactly what you need to do every day, week and month to grow your business? All the great marketing strategies in the world won’t help you succeed if you don’t implement them in an orderly plan. Keep your practice on track and your life in balance with business, marketing and lifestyle systems, so you can focus on your purpose – to serve clients with your unique gifts.

Spread the News – with a Client-Attractive Newsletter!

Spread the News – with a Client-Attractive Newsletter!

Image result for girl with megaphoneFortunately there’s a better way to connect with clients and prospects than shouting through a bullhorn! A business newsletter is a marketing power tool that can help you reach more people and attract more ideal clients!

– Is your practice the first thing your clients think about when they need health care?

– Do you want loyal clients who don’t even think about going to another practitioner?

– Would you like to have a solid base of clients who regularly refer others to you?

– Do you want referrals from physicians and other healthcare providers?

– Would you like for these referrals to become loyal clients who make referrals?

Not contacting your clients on a regular basis is one of the biggest marketing mistakes you can make as a wellness practitioner. And yet, according to a research poll, only 10% of holistic practitioners send a newsletter to their clients.

When you don’t keep in touch with current and past clients, they are less responsive to you, less loyal to your business and less interested in your services. The most valuable business asset you have is not your office, not your equipment, not your skills – it’s your clients.

So it’s crucial to the success of your practice that you take good care of your client list – and not just when they are in your office for an appointment. Taking care of them between appointments is the best way to keep you on their mind. And this is where your keep-in-touch marketing system comes into play. Your newsletter is more than a tool to educate clients about health; it also allows you to:

– Offer special promotions.

– Keep clients informed about your business news.

– Get personal! Build know-like-trust with little glimpses into your life,

The whole purpose of marketing is to build relationships with people over time, so they always think of you for their health and wellness concerns. Marketing helps to build a solid relationship with clients, so that you retain their business over the long-term.

Contacting your clients on a regular basis is one of the strongest marketing strategies you can use. Keep in touch with the people on your list of current or past clients, so they stay responsive to you, loyal to your business, interested in your services and happy to refer people to you.

While a printed newsletter is effective, an ezine is even more so. An ezine – tech-talk for email magazine – has an added advantage of saving you time and money, because it doesn’t have printing tasks and mailing costs. Either way – print or online – a newsletter helps you: Communicate regularly with your clients and colleagues; build the crucial know-like-trust factor with potential clients; establish recognition of your brand; promote your service; encourage referrals from clients, doctors and other practitioners; give you an edge over competitors who do not use a newsletter.

Image result for share the newsYour ezine can be your silent sales partner! Here are 10 simple ways to add marketing energy to your email newsletter:

1. Have an opt-in box “above the fold,” so that people can subscribe if they received your ezine via forwarded email from a friend!

2. Embed clickable links to your website with text and images throughout your ezine. Provide links to products, programs or events. Your ezine banner should contain a clickable link to your home page. Links help readers get more information fast and can have a big impact on sales.

3. Include links for readers to follow you on Facebook, Twitter, LinkedIn, Pinterest, and any other social media sites that you – or they – use regularly.  There are many attractive and affordable options of icon sets to coordinate with the look of your ezine, for visual interest.

4. Use a P.S. to ask readers to forward your ezine to their friends, followers, and colleagues. You can also use the forwarding feature available with most professional online email services.

5. Post updates on social media sites each time you write a new article. Include a link to your opt-in page and encourage readers to subscribe for regular delivery.

6. Grow your mailing list fast, with a link or reference to it in places people are likely to opt-in. For example: your email signature, in your bio, within the footer of online articles, your business card and all printed marketing materials.

7. Include an offer. Make your ezine an effective marketing vehicle with this one simple rule: Always include an offer – an existing product or resource, a new launch, a free Discovery Session, a “read more” link to your website.

8. Provide a free way to learn more about your business. Whether casually in a social situation or more formally in a presentation, offer your ezine and its free gift to everyone you talk to.

9. Start where you are and make improvements as you go. Don’t get bogged down in creating the perfect ezine before you start sending it.  With the online format, it’s easy to make changes.

10. Send it regularly and frequently. Weekly is ideal! If that’s too overwhelming at first, send it every 2 weeks. Less than that – don’t bother! Seeing you often keeps you fresh in your client’s mind. Inconsistency undermines your credibility.

If you’re short on time, start with every 2 weeks and implement one new feature each week until your newsletter is complete and your publication schedule is in full swing with a weekly ezine going out to all your clients and colleagues! A note via email, postal mail or on your recent blog post, plus a simple offer, are all you need to get started sending your ezine today. Tweak it a little each time and before long you’ll have a high-powered marketing tool that attracts clients while you work, play and sleep!

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