Get New Clients with 5 Simple Steps!
Wellness 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 being a successful health 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 this work to help people, you have to take action with marketing to achieve your goal. People will call you – but ONLY if they know you exist! 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 get new clients and fill your schedule. This is not a time for excuses or to “sorta” do it. 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 or shoe-shopping time! Schedule marketing into your appointment book as if your business is the client!
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 (ie, back pain, headaches, allergies, etc.) Or target a specific group, such as athletes or pregnant women. 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.
3. Big Marketing Blitz! Don’t just trickle, like when the car tire is parked on the garden hose. Bring out the fire hose! Write into your schedule specifically what you will do with each block of marketing time. Create a 2-week blitz marketing campaign that includes:
1. Send a letter (a real postal letter, not email) to every single family member, friend, acquaintance, colleague and client you know. Discuss the target problem or group you selected above in Step 2 on what you’re offering, how your work can help this problem, and ask them to refer people they know who may need what you offer. Have a way to draw people in, such as enclosing a few coupons for a free introductory session or consultation.
2. Schedule 3 presentations (yes, at least three) within a 2-week period to talk about your services and the benefits you offer – local organizations that feature speakers at their meeting, such as Rotary Club; a free talk at the public library; a hiking club meeting; a golf course clubhouse; a pregnant mom’s group; meet with a school athletic coach; take a doctor or dentist to breakfast and talk about how you can help their patients.
3. Do at least one print advertisement, such as a classified ad, a press release in the newspaper, an article in a local publication, etc. Posting flyers around town is amateur – unless you’re combining it with other, more professional, marketing strategies.
4. Participate in a local charity or athletic event, such as Relay for Life or a marathon, by offering brief introductory treatments. If your modality doesn’t lend itself easily to public demos, hand out your info and free offer with a low-cost incentive gift that will help people remember you.
5. Donate a Gift Certificate to a public charity event, such as a school fundraiser or community benefit.
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, or 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! We’ve saved the most important step for last. Keep your self-confidence strong and deeply believe that what you offer is of great value to others. 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? Clear the cobwebs out of your mindset and embrace success for all those you serve. 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!