Part 2 of 2 by Alexandra Whitehead, CEO, The Practice Activator
As a quick recap of Part One, if you want the freedom and control that comes from running a profitable online practice that consists partly of private clients, then these are the six essential steps you need to take:
- Be aware of what your desired future is, even if it seems unrealistic at the moment
- Know why you want this desired future
- Discover a profitable and viable niche
- Know and share your story (why do you work in this niche?)
- Create an irresistible offer for your ideal customers
- Get the right eyes on your compelling offer through one traffic source
We covered the first three steps in Part One of this article here, and now let’s dive into steps 4 to 6.
Start sharing your story with customers
Table of contents
- 1 Start sharing your story with customers
- 2 Build your story with these tips
- 3 Create an Irresistible Offer!
- 4 Where should you share your irresistible offer?
- 5 Six essential steps to building a thriving online personal payments practice
If you’re not telling your potential customers your story — that is, why you work in your specific niche and why you want to help them solve their problem, you’re missing out on a key ingredient that’s essential to the buying process for private earners.
Potential customers need to know, like and trust you to say yes to working with you. In order to solve this problem and promote the know, like and trust factors at top speed, you must first of all – knows Your story – and then Split it with your potential customers.
- Your story could be personal – perhaps you or a close friend or family member have dealt with the problem you are now helping your clients with.
- It could be that you became interested in that particular problem area early on because you saw something – in real life, on TV, etc.
- You may have discovered your area of interest in your early career days, and from that moment you have dedicated yourself to helping others with this problem.
Build your story with these tips
When creating your story to share with your audience, there are a few things to keep in mind:
- Express yourself emotionally. Tell people how it felt going through your situation and allow them to connect with you. For example, “When I hit rock bottom, I felt awful, drained, it was awful…but then I had a breakthrough…”. Even if you think you shared some emotions, I encourage you to try harder! It takes a while to write naturally this way when you are used to writing academically.
- Don’t just make the story about you. At a certain point in your story, you need to focus on your prospect and make them the hero of the story. For example, you could talk about “how you’re doing this for others now.”
- create hope Make sure you show your potential customers that the result you achieved is possible for them too.
- Write in the first person. Remember, the point of sharing your story is to drive the know, like, and trust factors and connect emotionally with your prospects. Writing in 3rd person does not do this nearly as well as writing in 1st person.
- Watch video. You may know the principles of adult education. Write your story and use that as a script to record a video – if you can do it naturally, in a way that connects with the viewer – you’ll cater to potential clients who prefer video over text. Videos also help people get to know you even better before they book their first date. If you are brave, you can place both a video and the written blurb on your website. Remember, this isn’t about you — it’s about helping potential clients choose you if you’re the right therapist for them.
Create an Irresistible Offer!
Step 5: Create an Irresistible Offer for Your Ideal Clients
There are roughly nine different factors that go into creating a compelling offer. In this article I will focus on the one factor that most therapists overlook. This particular factor prevents customers from hitting the book button! I call this factor “The Objection Buster”.
In order to have an “IRRESISTIBLE” offer, you need to overcome your prospect’s resistance to saying yes to working with you.
As a business owner, your job is to uncover all of the objections people have and to develop the antidote to those objections. People need your help to overcome their objections – so they have the opportunity to work with you and get the result you want.
People have general objections like “I don’t have time” and “I don’t have money”. For many people (not all, of course), generic objections can be viewed as limiting beliefs.
Think cognitive behavioral therapy! Find a way to gently challenge those limiting beliefs. For example, if money is an objection – and if you have anything over $97 it will be – You might say, “For less than a cup of coffee a day, you can reduce your anxiety and feel more confident in the teacher-parent conversation.” You will see here that this objection-buster is tailored to the niche.
Customers will also have specific objections related to your niche. For example, if your niche falls into the social anxiety category, an objection to working with you might be the uncertainty that comes with the first session. Potential customers don’t know what to expect, which fills them with anxiety, and they decide it’s better not to book at all!
It is very easy to resolve this type of objection. In this scenario, you could make a 5-minute explainer video detailing what happens after they click the book button. Put this on your website and watch your conversion rates soar!
To help you start overcoming objections, you can ask your current customers if they hesitated at all when they first booked. Write down any objections they have to you so you can start finding remedies.
Step 6: Get the right eyes on your compelling offer via a traffic source
woohoo! You are in the final step of the six-step process.
- You now know what you are aiming for with your business and what impact it will have once you get this system up and running. It could be more holidays, free Fridays, or just more control over your business and who you serve.
- You’re investigating a viable niche.
- They connect emotionally with your prospects and foster the know, like, and trust factors needed to get them to say yes to working with you.
- You develop your compelling offer and help people overcome limiting beliefs that keep them stationary.
Now it’s time to pitch your irresistible offer to the right people and ask for it Sale.
I use the word “sales” specifically because you are the CEO of your company and you sell your services to the people who will benefit most from working with you.
It’s your job to help your potential customers choose. There are two possibilities:
- Yes! I want to work with you to solve my problem
- No! I don’t want to work with you to solve my problem
If you are not asking for the sale, e.g. B. “Click the book button and we’ll see you very soon” or “Can I make an appointment?”, “Would you like to work together to solve this problem?” You risk tapping a potential client to keep the fence. And that serves no one.
In order to ask for the sale, you need to commit to a traffic source from which to communicate and present your compelling offer.
Here are some common traffic options:
- Networking events (yes, also for online customers)
- SEO (however, this is a long-term game and not recommended if you need clients ASAP)
- Facebook and Instagram Ads
- Organic social media (if you have a large following and high engagement rate with your audience)
- tick tock
- Google Ads
- LinkedIn posts and DMs
- YouTube video and/or YouTube advertisement
Here is the formula for choosing your main traffic source:
[Where my ideal clients are] + [What traffic source I enjoy] = #1 traffic source
It’s best to get really great at a traffic source. If you make more than $100,000, you can invest your time and money in learning and become great at your secondary traffic source.
Once you’ve chosen your traffic source, it’s time to post your irresistible offer! Think about how people can contact you. If you run ads or run organic social media, you’re probably testing traffic that goes directly to a website sales page, booking page, or contact page. If you’re at a networking event, chances are you have a business card with the link for that specific sales page on it (not a generic home page).
Six essential steps to building a thriving online personal payments practice
In summary, these are the six essential steps required to have a thriving online private payments practice:
- You know what your desired future is, even if it now seems unrealistic
- Knows why You want the future you want
- Discover a profitable and profitable niche
- Know and share yours story and connect deeply with your audience
- Create an irresistible offer for your ideal customers
- get that right eyeballs to your irresistible offer of a Traffic Source and ask for the sale!
Following this proven process gets you much closer to populating your online practice with well-matched clients on autopilot.
For FREE resources – only for Good Therapy Practitioners – including the fast way to Uncover Your True Desires and Get What You Want in Business and Life + The 3-Step Framework to Landing Your First Retail Clients Online, Click here.
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