Attract More Clients with Testimonials!

Attract More Clients with Testimonials!

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

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

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

As an important marketing tool, testimonials show prospective clients how other people with similar problems have benefited from your services or products.

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

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

Here are a few tips to get great testimonials:

1. Write the testimonial yourself.  Don’t worry – I’m not suggesting that you make up testimonials! But if someone has complimented your work or the results they got with you, write up what you think they said, and ask for their approval or changes: ‘This is what I recall that you said to me. Can you approve this, or change it if it’s not quite accurate?’ Usually people will approve because it’s easier and also they may not remember their exact  words. When you pre-write the testimonial for the client, you get the wording that you want, and usually get a quicker response.

2. For clients who want to write their own testimonial, provide a fill-in-the-blanks template with prompts and guidelines to help them provide the most effective information for your needs.  It shouldn’t be about what a great person you are or the techniques you use or how nice your office is. Testimonials should focus on the benefits and results the client got from your work.

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

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

If you’d like to offer a gift in exchange for the client’s testimonial, make sure it’s something simple that gives value to the client and supports your business but adds little to your cost or time. Do not inform them of the gift prior to getting the testimonial because it can look like a bribe and raise ethical questions. Simply present them with a simple thank-you gift after you have collected the testimonial. Or skip the gift and simply thank them for supporting your business.

Once you acquire a client’s testimonial, you can use it in your marketing materials, such as a brochure or website. Feature one or two testimonials at a time. As you collect the testimonials, rotate them regularly, so that prospective clients will see that you help many people, not just one or two. If you’re just starting out and have few or no clients, ask family and friends. Include people you worked with in school or training, such as fellow students, teachers and clients in student clinics.

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

Upgrade Your Income with the Update Letter

Upgrade Your Income with the Update Letter!

Related imageMeet your new BMFF – Best Marketing Friend Forever! The Update Letter is commonly known in marketing circles as a Warm Letter of Introduction – meaning warm and friendly, as opposed to formal and businesslike.

From now on, in promoting your practice, you will use this marketing tool frequently in 3 basic ways:

  1. An introductory letter for new clients, supporters and referral sources. This is in addition to your Welcome Letter for new clients, or the thank you note you send to a referral source.

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

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

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

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

Remember that this is a temporary, short-term tactic and should not be relied upon for long-term growth and success in your business. The idea is to catch people’s attention, remind them of your business and leverage some quick income into more marketing for faster business growth. Any appointments you book from this campaign should be leveraged into sales of your packages and programs for sustained business growth.

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

4 Tips to Stretch Your Start-up Budget!

4 Ways to Stretch Your Start-up Budget!

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

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

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

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

Tip #1. Mind Your Mindset

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

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

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

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

Tip #2. Hold Off on High Rent!

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

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

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

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

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

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

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

Tip #3. Get Clients Before an Expensive Website!

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

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

Tip #4. Make Every Cost an Investment!

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

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

Don’t Let Budget Limit Your Success

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

6 Ways to Listen Your Clients

6 Ways to Listen Your Clients

Image result for listening device cartoon

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

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

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

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

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

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

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

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

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

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

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

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

Clean Up Your Business – with SOAP!

Clean Up Your Business – with SOAP!

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

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

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

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

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

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

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

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

S: Subjective – What the Patient Reports

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

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

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

Objective: Practitioner’s Findings, Measurable Data

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

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

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

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

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

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

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

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

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

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

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

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

3 Fun and Powerful Client-Attraction Strategies!

3 Fun and Powerful Client-Attraction Strategies!

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

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

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

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

– A sweet treat such as candy or cookies

– A pdf report of health tips

– Extra time on their next session

Strategy #2: Go Public!

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

Examples:

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

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

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

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

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

Strategy #3: Throw a Party!

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

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

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

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

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

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

It’s OK to Multi-Task – with Everyday Marketing!

It’s OK to Multi-Task – with Everyday Marketing!

Image result for wear many hatsWhat do you think is the most common complaint I hear from wellness practitioners?

“I don’t have time for marketing!”

­­­­When you run your own business, you wear many hats! Time becomes your most precious commodity. With so many priorities, it’s no wonder that marketing often takes a back seat!

But it’s crucial to the success of your practice that you make time for marketing, regardless what phase your business is in – start-up or established. Marketing is the lifeblood of your business. It’s your primary tool for attracting and keeping clients!

24 hours a day often just doesn’t seem like enough time to fit in all that you need and want to do. While “getting it all done” may be a myth or an unattainable goal, there is a way to maximize the time available to you – it’s called Everyday Marketing.

We can’t add more time to the day but we can add more marketing to our time! You can effectively combine marketing with other activities.

Although time-management experts usually advise against multi-tasking, there are easy ways to combine marketing with things you’re already doing, without compromising the effectiveness of either activity. Here are some examples:

Workshops, business meetings, networking and cultural events. Invite a business contact or potential client to join you. Strengthen the relationship by getting better acquainted in a relaxed way. Explore opportunities to work together. Your friends might also benefit from attending and they will see another facet of your professionalism.

– Lunch or coffee with prospects or colleagues. If you are already planning to meet up with someone, invite another person to join you. With more people, it feels like a fun social event, while accomplishing your business mission. Everyone makes new contacts, you have more people to share about your work, and group conversation sparks new ideas! (Caution: If you are going to discuss a potential client’s medical condition, do not bring other people to the meeting.)

– Traveling. Arrange to meet for lunch or dinner with a client, prospect or colleague. On a business trip, this is usually more enjoyable than eating alone. A meal you would be eating anyway takes no time out of your vacation schedule. Share a meal with a local resident and you may get hot tips about where to go, or potentially make a sale or enroll a new client.    

– Take a hike! Meetings with business associates don’t have to take place in an office or restaurant. Invite someone to join you for a run around the track, a gym workout or a game of tennis. I’ve gotten a few great clients on my neighborhood morning walk! Not all business deals are made in business setting. Golf courses and tennis courts are famous for business meetings! Get exercise and get clients at the same time!

Doing errands. Talk to strangers! Strike up a conversation while waiting in line at the bank or grocery store. Start with a casual comment about the weather or a local event. Steer the conversation toward the other person. If you ask someone what they do for a living, they will probably ask you the same question, giving you a perfect opportunity to say something intriguing about your work. For example, instead of just saying, “I do massage,” you could say “I help people overcome pain so they can function better in their life.” They will naturally ask how you do that. So tell them and offer them your business card or introductory coupon. In fact, give them two – one to use and one to share!

Reading an article. If you come across articles that might interest your colleagues, clients or prospects, take a moment to write a quick note: “Thought this would interest you.” Postal mail impresses people more than email that you take the time to send them something of personal interest.

– Social events. The best business relationships often begin socially. Make sure to take biz cards everywhere you go – for example, a wedding, a party, a sports event, your child’s activities. After starting with small talk – “How do you know our hosts?” or “Which child is yours?” – make your next question, “What do you do?”  Their natural follow-up will be to ask you the same question, giving you a golden opportunity for a little friendly marketing: “I help people overcome pain…”

– Relaxing. You may have a long list of marketing projects that take time but not your full attention. Combine mundane tasks with a fun activity or some pleasant company. I listen to webinars on the beach after my morning swim! Enter client contact info into your phone. Make phone calls from the hot tub or a park bench. Review your prospect list while listening to music. Bribe Pay your kids to help you stuff and stamp envelopes while you watch a movie. Get together with another entrepreneur to work on marketing over a cup of tea.

As you can see, there are many ways to include marketing in your busy life. We can’t add more hours to the day. So instead of wishing you had more time for marketing, include marketing into the time you already spend on errands, chores, travel, family time and social life! Maximize your time with everyday marketing!

Welcome Back: Reactivate Former Clients in Your Wellness Biz!

Welcome Back: Reactivate Former Clients in Your Wellness Biz!

Image result for welcome backHow would you like to have 5 out of 10 former clients come back? They will – if you just reach out to them!

Marketing statistics show that over 50% of inactive customers return if they are invited by a business where they had a positive experience.

You already did the hardest part of marketing with these clients when you first worked with them – creating the know-like-trust factor. Now you can use that bond to bring them back into your practice.

It’s much easier and more affordable to reactivate a former client than to attract a new one. Marketing research shows that 6 out of 10 inactive customers respond after the third contact, whereas new prospects respond after 7 contacts. So don’t be discouraged if some of them don’t respond to your initial effort. Simply reach out again!

If they are not interested, they will just ignore you. The worst that can happen is they will ask you to stop contacting them. In this case, remember that it’s not personal – it’s business! Just move on – you have more important things to do than obsess over someone who isn’t interested in what you offer.

But the best case – and more likely – scenario is that 5 out of 10 will return, and this is worth the risk of being rejected or ignored by the other five!

Reach Out to Former Clients

How should you contact your inactive clients? Postal mail is the way to go! It’s more personal than email, and therefore usually gets better results.

Create a “Get in Touch Campaign” specifically designed to reactivate former clients.  Before starting to contact them, you will need to do the following preliminary work:

  • Invest in good-quality stationery with your logo and all contact info – it looks more professional than do-it-yourself.

–  Get everyone’s complete contact info. You will be contacting your former clients via 4 different means of communication, so assemble all the necessary info before you start, to insure a smooth flow to your campaign. If you’re missing someone’s phone number, address or email, for instance, contact them via the info you do have, and ask for their missing info. Say that you’ve been thinking about them and you want to send them something special.

  • Design a Special Re-Introductory Offer for them, such as extra treatment time, or a special service, gift or amenity – something that adds value for the client with little or no cost to you.
  • Make a limited offer to encourage people to act quickly. It can be time-limited, such as “Call us before mm-dd-yy” or quantity-limited, such as “For the first # people to call.”

Write out simple scripts for four different forms of contact, starting and ending your Welcome Back campaign with the ever-popular postal mail:

  • Postal letter
  • Email
  • Phone call
  • Postcard

Contact them once a week for 4 weeks, using the above methods, scheduled for the same day each week. 

Now… go get your calculator and figure out how much your income could increase if 5 former clients per month came back into your biz! What about 5 more per week? What if they buy gift certificates? What if they buy retails products? What if they refer others who refer others who refer others…? Do you see the powerful ripple effect of reactivating former clients?

Your Business Card – Blah or BOLD?

Your Business Card – Blah or BOLD?

See that business card over there on the right? What’s WRONG with this picture? The card is blank!Image result for woman hand out business card

You might as well be handing out blanks if your business card is not specifically designed to attract clients.

Your biz card should offer much more than your contact info! If your  card is not consistently bringing clients into your wellness practice, it’s time for a make-over! Keep reading to find out exactly how to re-design your card for the best client-attractive results!

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

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

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

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

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

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

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

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

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

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

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

Image result for give business cardNow the real fun begins!

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

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

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

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

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

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

And the next thing they read is your solution to their problem!

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

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

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

Make Time for Marketing!

Make Time for Marketing!

Image result for reflecting time

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

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

How much time every day should you spend on marketing your wellness practice to attract clients? If you’re struggling to get clients, marketing experts – myself included – agree that you should devote a minimum of four hours of marketing per day for 6-12 months.

Many practitioners are shocked at that number, because they typically don’t even spend that much time on marketing in a week or even per month. Well… no wonder they don’t have enough clients!

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

Take a close look at the non-essential things you do throughout the week. These are the time-wasters in your schedule. From a marketing perspective, you may see that you consider non-client time as “spare time.” This makes you waste valuable work hours on personal activities, like housework, errands or social media.

Put your extra-curricular activities on hold while building your wellness practice. Time-wasters sabotage your progress and your success. They limit the number of clients who can benefit from your valuable service. You can’t attain your professional goals to help lots of people and make a good living if you waste your work day on non-work.

Are you wasting time on non-biz activities while hoping for clients?  Hope is not a business strategy and it doesn’t pay the rent!

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

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

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

… working with clients and attracting clients! This, in turn, will produce benefits in your income and lifestyle as well.

Suppose your BFF calls and says, “Hey, let’s go shopping!” From now on, instead of jumping on board with that, you say, “Sorry, I can’t today – I’m working. But I can go this weekend.” Your friends may not like this, but when you get results in your business, you – and perhaps your friends – will realize you’re doing the right thing.

Here’s a simple 3-step system to organize your time:

  1. Make a written list of all the different activities you do each day – both business and non-business things – during your regular business hours. Every time you do something throughout the day, stop and write it down. Be totally accurate and honest with yourself about this, so you can make the changes necessary to expand your practice and your income. For one week, keep a running list of everything you do during business hours.
  1. Ask yourself these 2 questions for every item on your list:

– Does this activity involve working with clients?

– Does this activity involve attracting clients?

  1. Cross off every “No” item on your list, and stop doing it during biz hours. Eliminate everything that distracts you from your two primary activities – working with your current clients and attracting new clients.

Now commit to doing this on a regular, consistent basis. Put marketing time on your calendar as an appointment with yourself.

Though this schedule may seem extreme, remember that it’s only a temporary jumpstart strategy. When you start getting consistent results, you can reduce your marketing time and start re-integrating other activities into your daily schedule.

You will still need to schedule marketing on a consistent basis throughout your career – it should never become a once-in-a-while activity. But soon your marketing will be organized into a system that will reduce the amount of time that you spend on it per day.

However, you may be surprised to discover, as I did, that you enjoy marketing so much that it becomes your new hobby!

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