When marketing your practice, as well as designing your brochure, website, business card, flier, advertisement, or other marketing effort, I recommend investing the time and effort needed to effectively address the following:
Tip #1: MARKET FOR YOUR DESIRED PROSPECTS, NOT YOURSELF
What looks good to you is not necessarily effective for your desired audience. Do your market research and test your strategies on your target market.
Tip #2: CREATE A SYSTEM
Design a system for external and internal marketing that you can implement over and over again. Leverage your efforts. Don't waste your time, effort, and money with one-shot deals or fragmented marketing activities.
Tip #3: FOLLOW UP, FOLLOW UP, FOLLOW UP
Work your marketing system, especially your follow up activities
Always have the next step planned and let your prospects know of future opportunities to engage you
Always contact your leads within 24 hours of receiving them
Always follow up by e-mail, telephone, etc, multiple times (80% of sales are made with 5 or more contacts!)
Most effective means of getting clients (by far) is word of mouth referrals. Cultivate and follow up with your referral sources.
Tip #4: ALWAYS INCLUDE THESE THREE KEY ELEMENTS:
Element 1: POWERFUL HEADLINE
This grabs their attention and lets the reader know what you can do for them; the big benefit.
Element 2: COMPELLING CALL TO ACTION
Your desired result is to motivate your ideal client to act immediately to engage you directly or indirectly and generate a prospect by getting their contact information.
Element 3: CHOICE OF CONTACT METHODS
You offer a choice between e-mail, telephone, web site, etc, so your prospect can choose what is most comfortable to them.
Tip #5: ALWAYS ANSWER THESE FOUR CRITICAL MARKETING QUESTIONS:
Question 1: WHAT'S THIS ABOUT?
Is it immediately clear to the reader what is being offered? Any opaqueness, confusion, question marks?
Question 2: WHAT'S IN IT FOR ME?
The big benefit(s) are very clear and directly stated... not implied; the reader doesn't have to guess.
Question 3: CAN I TRUST YOU?
Yours is a very personal, intimate service. How do I know you are safe and credible? Can I find out easily enough if I want to? Is your photo and contact info prominently displayed so I can build a relationship with you?
Question 4: DO I FEEL GOOD ABOUT THIS?
Do I WANT to engage you? Do I feel COMPELLED to click my mouse or pick up the phone? Do I feel good about myself in deciding to engage you? What's my motivation? Am I drawn towards something I want? Am I being motivated by fear, shame, or being empowered to make a good choice? Am I so excited that I want to tell all my friends?
These elements will make all the difference in the world between struggling to get clients and becoming wildly successfully in marketing your services. They are worth investing your best efforts and getting the support you need to implement them effectively.
A California-based Licensed Marriage and Family Therapist and Relationship Coach, David is founder and CEO of Relationship Coaching Institute.com and BuildingYourIdeal Practice.com, and the author of How To Build Your Ideal Practice In 90 Days and the How to Get Clients Toolkit. You can visit his website at http://www.BuildingYourIdealPractice.com and subscribe to the free monthly Getting Clients Newsletter, and get access to our f'ree monthly Practice Building tele-seminar, and 3 other great bonuses.
Imagine tossing a pebble into a crystal clear pond on... Read More
Have you started thinking about your Valentines Day Promotion yet?It... Read More
For generations people have been saying that laughter is good... Read More
During the holidays, folks everywhere shop many long hours to... Read More
Doing a current customer breakdown can help you find the... Read More
You've enlisted some of the traditional marketing methods to sell... Read More
If you really want to pull more profits from your... Read More
Some companies that use direct mail to sell their products... Read More
So you just dropped a tidy sum to attend a... Read More
Brochures have become vital in today's workplace, serving a wide... Read More
Marketing is a vital aspect of a business' operations. It... Read More
Small companies that rely on business-to-business sales often find it... Read More
If I were to ask you right now, what marketing... Read More
RESOLVING THE "PROPRIETARY" DILEMMA... SHOULD YOU RENT YOUR OWN MAILING... Read More
Radio advertising can be a small business's best friend. It's... Read More
Without a doubt, if you asked me, Shane if there... Read More
Having a strong foundation enables you to build a thriving,... Read More
You may be in business for yourself or as a... Read More
When Advertising, it's not always better to be the lone... Read More
There comes a time in every small businessperson's life when... Read More
In direct mail, the offer is the incentive or reward... Read More
Information is coming at us from all directions nowadays. This... Read More
It is very important to regularly monitor your advertising activities... Read More
Whether it is for is a real estate listing, a... Read More
I'd like to introduce you to someone. I don't actually... Read More
What we now call "marketing" began long before the name... Read More
You know those bad habits we get. Like raiding the... Read More
Face it, writing any article can be a tedious and... Read More
How do you answer the seemingly easy question, "What do... Read More
A brand is the essence of who you are. The... Read More
A seasoned networker knows the real meaning of networking --... Read More
Without doubt, understanding what a customer's wants and needs are... Read More
A colleague who does work for a nonprofit organization contacted... Read More
Most business people want to see improvements in sales and... Read More
Okay, we were kidding about the smoke, but not about... Read More
Competition in the past has embodied such beliefs of "kill... Read More
I met Sue at a recent networking event. She is... Read More
How would you like celebrities to endorse your product?Perhaps that... Read More
Many small and home based businesses know they need to... Read More
Last time we discussed how online coupons and promotion codes... Read More
How to Gain your Prospective Clients' Attention and Generate the... Read More
Just because you have to stretch your marketing dollars doesn't... Read More
Market research specialists have discovered a new tool which enables... Read More
Have you looked for marketing advice on the internet recently?... Read More
You know who you are and what you want and... Read More
In my plethora of experience tucked away between these ears,... Read More
Peek a Boo - We See YouDoes your company have... Read More
Today's business marketing rules are different than they were in... Read More
It used to be you that if you had a... Read More
Most B2B marketers spend a great deal of time analyzing... Read More
If you take a look at the features that different... Read More
Today I've decided to share with you a new word... Read More
The movie, "Field of Dreams" opens with a farmer standing... Read More
A little advice about using leads that you purchase from... Read More
In direct mail, the offer is the incentive or reward... Read More
Businesses and other organizations use focus groups to research consumer... Read More
One of the very basic conditions of being a successful... Read More
Marketing can be expensive. It doesn't have to be, but... Read More
What if you've done a variety of marketing activities over... Read More
Direct mail is a cost-effective way to make sales and... Read More
First of all - keep in touch with your customers!... Read More
We could learn a thing or two from pro sports.Baseball... Read More
"Dig your well before you're thirsty" is the title of... Read More
What is a Joint Venture?A joint venture is an agreement... Read More
There are many ways to reach out and find the... Read More
I think selling and marketing today often feels a bit... Read More
Marketing |