Establishing a steady stream of referrals that brings you more clients than you can imagine is a goal for most mental health professionals in private practice. This series will take you on a road trip; the purpose of which is to give you a whole new perspective and purpose when it comes to marketing your practice. Each message builds on the last. Learn what it takes to build your business and feel good about how you do it.
This is day four of a 10-day series of messages created just for you. Today, we’ll continue our journey from Point A (not enough referrals) to Point B (a strong referral network). Today — we take a second look at how to make a good first impression
Day 4: Start off on the right foot (when making that first contact)
Once you determine your target market(s) and have an intimate understanding of your ideal client, it’s time to reach out to find others in town that might benefit from knowing about you and what you have to offer.
When you are looking to turn “strangers” into “friends” (referral sources), there are things you can do that will help you build the relationships that will get and keep you booked solid. Remember that you are doing the community a service by making them aware of you and how you can serve them. Hopefully, this will take the edge off of any concerns you may have about “sales” and “marketing”.
If you’ve followed this series of messages from the start, you already know your purpose and mission; you are working on taming your “demons”, you’ve identified your ideal clients and what makes you the best choice to treat them; and now it is time to reach out!
CAUTION: All Outreach IS NOT Created Equal
To start out on the right foot, get in touch with your purpose (hopefully it has a lot to do with serving others). When you lead with your purpose you really can’t go wrong. When you lead with your purpose you will want to seek out compatriots with whom to collaborate. You’ll want to know more about who they are; their connections with your ideal clients; what they need to better serve; and how you can better serve them.
How to do that, you may ask? Have a conversation! These are people (just like you) who want to find better ways to serve their clients/patients/students/congregation. If you truly are a great resource to them – THEY WANT TO KNOW YOU!
First, you’ve got to get noticed. In a previous message on this Road Trip we talked about the importance of becoming an authority regarding your target market. Use that authority in conjunction with your purpose and find unique and interesting ways to serve those around you.
How can you help the local physician meet the needs of her patients with debilitating depression or anxiety? How can you help the local pediatrician educate his patients about ADHD? What information can you share with your local OB/GYN regarding support for his patients with postpartum depression? What services is the local school guidance department desperate for?
When you’re not sure (or if you’d rather not lead the conversation), a simple “How can I help you?” can go a long way toward building a collaboration that could last a lifetime! Your simple (yet compelling) question might be surprising to those you ask; however, it will likely be remembered. And… you might also be surprised — by the things you learn and by the collaboration that is sparked by expressing your desire to serve.
