Archive for May, 2010

Want to learn my secret “client attraction” strategy?

May 19th, 2010

imagineI bet you have seen other therapists who have full practices with a waitlist and have looked curiously at what they are doing, and wondered why your practice doesn’t look the same. Maybe there’s a feeling like they have it together and you secretly feel a bit envious. You may even begin to lose confidence in your skills as a clinician, wondering why it feels really hard to imagine having the ideal practice you desire- where you are helping the clients you love seeing and are being paid well for the work that you do!

Well I’m here to tell you it’s not you, and it’s not your clinical skills (phew). Actually, it’s your marketing skills. So I want to share with you two essential ingredients to growing your practice that you must implement to quickly & authentically grow your practice from a place of service. I’ll share with you a strategy I used in my therapy business to help me create more consistent income during the “down economy” and what I believe to be the lifesaver of my business, helping me dramatically grow my practice during a time when many therapists were struggling in their practice.

The first essential ingredients to growing your practice is getting clear on your specialization and what sets you apart from other therapists. If you are part of the Niche and Fill My practice telecourse then you have leapt ahead to claim your area of specialization and you know the “magical formula” of your niche. When you are clear of who you serve, the problem that you solve and the unique way you do it by creating your own unique signature system that sets you apart from other therapists, then you have the foundation for a practice where you can confidently charge what you are worth and get it. (If you still want to jump on to the telecourse you can do so and get access to all the calls, scripts, & templates. Just click here.)

The second essential element to creating a thriving practice is to have a system in place to connect with potential clients. I’ll let you in on an insider strategy worth its weight in gold- develop a consistent way to stay in contact with your potential clients.

Let me share what I mean, some therapist have built a reputation in town as the “go to person” for a specific problem and they have full thriving practices. They’ve clearly identified their area of specialization and when you think of them, you identify whom they work with and how they help their clients. Just think of a few practitioners in your community who have that reputation. So, you want to create the reputation for yourself and if you are just starting out or just started to learn about practice building, this is a quick way you can build your credibility and expertise in your community and beyond.

Ready for the ‘secret strategy’ that will revolutionize your practice? (insert drum roll here)… you must have a way to stay connected. Plain and simple, you must have an ezine. An ezine is a permission based (meaning they want to receive it) digital magazine or newsletter that you send to folks who are potential clients. These are the people who have expressed interest in what you offer but are not quite ready to become your clients. They may have searched for your services on the internet or they came to listen to you talk and they are eager to learn more about what you offer. They are your potential clients, in the stage of contemplation and preparation, and are weighing the pros and cons of changing and exploring their options (remember Prochaska’s stages of change).

You miss the opportunity to be of service when you do not provide an easy way for your potential clients to learn more about how you can help them. Creating an ezine or newsletter is not a complex process, however, there is a big mistake I see 90% of therapists making when they begin to implement this strategy. The big mistake is asking your potential clients to “sign-up for my newsletter”. I’m sorry, but no one wants another bit of mail clogging their email box. If you are offering a newsletter and you have dismal response, it’s because of this reason, so please stop asap!

Instead, you must offer a juicy and compelling bit of information that resonates with your ideal client so it’s meaningful for them to sign–up and they’re actually excited to receive your ezine! I call this ‘irresistible information’. This is something that your ideal client eagerly wants to know more about and they are willing to share their contact information to access this ‘irresistible information’.

When you implement this strategy, the number of potential clients who want to jump on your list quickly grows and you can easily keep them informed of what you are offering. Those therapists I have taught this strategy to find their practices quickly doubling, even tripling, practically overnight. My ezine kept me in touch with my clients and potential clients during the down economy and helped me create the best months financially in my practice due to this invaluable client connection strategy!!

If you want to be taken step-by-step through the process of clarifying your area of specialization, creating your unique signature system, defining your ‘irresistible information’ to connect with your potential clients, and learning how to create an ezine that gets your clients and potential clients excited about what you offer and into your practice, then you’ll want to schedule your virtual VIP Day Intensive.

Contact info@businesssuccessfortherapists.com and use the words ‘VIP Day Intensive’ in the subject line. When you take action with support and accountability you achieve remarkable results. I’m excited to guide you to achieve the results of authentically helping more clients and creating more income in your therapy practice.


innovative, ground breaking Virtual Conference for Buisness Owners

May 14th, 2010

Are you in business and want to learn about using a Virtual Assistant, or you have a VA, then you’re going to want to join this ground breaking event.

You & Your Client

Building a Prosperous Relationship

May 17th – May 21st, 2010 @ 11:00 AM & 2:00 PM

Join GAVAA this May, for an innovative, ground breaking Virtual Business Conference! Experience a five-day conference with over TEN experts… and learn how to make the most of the VA-Client relationship, regardless of your role.

Register Now If You’re a Virtual Assistant or Independent Professional who utilizes a Virtual Assistant, and you want to learn how to maximize your profits and create a dynamic relationship that grows as the business grows!

You & Your Client Event

Join me 11 AM EST, MAY 19 as I present:

“Want to be a Hero to Your Clients? Discover What Creative Entrepreneurs Are In Desperate Need of and How You Can Profit From Being Their Problem Solver!”

You & Your Client Event


Do You Know What Your Clients Really Want?

May 5th, 2010

handshakeWhen you ask a therapist what they do for a living they say they are a therapist, counselor, social worker, psychologist, marriage and family therapists, etc. Okay, that may be an easy way to identify your profession but it’s not necessarily what your clients are looking for. The problem is when you identify yourself this way you may actually be turning off people from coming to see you. There may be a few people out there who have been looking for a therapist and are so happy to meet you. However, most people are going to politely nod and then go back to their hors d’oeuvers when you introduce yourself that way. You see, when you state you are a therapist, another person may feel uncomfortable (oh no, now I’m going to be analyzed), or they may think, “that’s nice, thank goodness I don’t need therapy”, or “gosh my spouse, child, etc could use some therapy”. So there is an easy way to shift this so that the person you are talking with understands what you do, knows who you work with, and can easily think of someone he/she could refer to you.

First, you need to know who you work with and the results you help them achieve. When you are clear of the type of client you work best with, then you can easily share this. What this does is help the person you are talking with see if they would benefit from your services or if they know of someone who could use your help. People love to connect people together, so when you are clear of whom you work with they will often say, “Oh I know someone who could benefit from that. Can I have your card?”

worldhandsnetworkpeopleSecond, you need to be very specific about the benefits you provide. What are the results your clients get from working with you? If you don’t know the answer, ask your clients. This will help you get crystal clear on the results you help people achieve. People are looking for results not modalities. Research supports that that only 15 % of change is attributed to therapeutic techniques (Hubble, Duncan, Miller, 2006).

Third, you want to convey to your potential clients that you understand them and their problem. Every interaction from in-person meetings to your brochure and your websiteis an opportunity to let your potential client know you understand them. If your website welcomes visitors with extensive information about your modality or uses clinical jargon and terms, or you go into extensive detail about your training, guess what? It’s a big turnoff and your potential client will leave your website quickly because you don’t understand them! (Sorry to those folks out there who talk about accompanying your client during their life journeys and transitions. It may sound poetic but that’s not what your clients are searching for).

Your Assignment: What do well-educated, empathic therapist to do? Do some marketing spring housekeeping.

  1. Clean out all the tired copy on your website and brochures, and freshen it up with what your ideal clients are looking for.
  2. Speak to your clients in the words they would use and ask them what they really want in working with you and how you’ve helped them. So next time you meet someone an networking event you won’t jump to saying you’re a therapist, but instead explain who you help and how you help them. Then watch the referrals start coming in!

nichemoneyIf you need some very clear steps to help you easily describe what you do and the benefits your clients get from working with you, then you are going to want to jump on board the “Niche and Fill my Practice” telecourse  starting May 11th. I’ll walk you through creating your own Niche Blueprint so you can easily share what you do with your potential clients in person and in all of your marketing materials. It’s an easy and fun process that will jumpstart your practice helping you to take action immediately and quickly start to see more clients Resister here: www.businesssuccessfortherapists.com/niche/


What action will you take from your learning?

May 3rd, 2010

I spent Saturday among remarkable colleagues at the FL Art Therapy Association conference. It was such a fulfilling opportunity to connect with others across the state who are passionate about what they do and to learn about Positive Psychology, art therapy with trauma, and poverty awareness. There was so much information to digest. Have you ever had that happen, when you leave a conference your head is buzzing?

So, as with all learning experiences, I ask the question, what action will you take from your learning?  Because new information is valuable to help us expand our awareness, however, it is action that will help us make changes. So the next learning opportunity or conference you attend, ask yourself what’s one thing you’re going to do as a result of your learning experience- then go take action!

For

Poppy Terris & Carly Sullens FL Art Therapy Conference
Poppy Terris & Carly Sullens FL Art Therapy Conference

me, my action is clear- thanks to Lisa’s brilliant coaching!

Sonia Thomas, Raquel Farrel-Kirk, Lisa Wasserman
Sonia Thomas, Raquel Farrel-Kirk, Lisa Wasserman