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In Practice: Juliet's Marketing Wisdom:
5 Ways to Get Referrals
for Your Practice
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by Juliet Austin |
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Building a practice through referrals is an effective way to get clients. However, a lot of healing professionals have unrealistic expectations about what it takes get client referrals. Common mistakes include not having a strategy in place, not following up with referrals, and not focusing enough on the needs of your referral sources. This article provides some methods to help you implement a strategy to attract clients by referrals more effectively.
1. Provide Excellent Service
It you want your clients to refer to you, you need to provide excellent service. Not only should the sessions you offer be of high quality and be of great benefit to your clients, everything about the way you do business with them should be exceptional. If your clients love the service you give to them, they will rave about you to other people and many of those people will want to receive the same benefits as your clients have.
2. Inform Your Clients That You Are Open To Referrals
Some healing professionals are shy or feel it’s inappropriate to tell their clients that they are looking for more referrals. What you need to realize is that you can do it easily and casually when your clients tell you how they are benefiting from your services. For example, at the end of a session when a client says, “Wow, that really helped me….”, you might find a space in the conversion to say, “By the way, I am accepting new clients, so if you know of anyone who might benefit from my services, would you please let them know about me?” If you start doing even this one thing on a regular basis you might be surprised at the increased number of referrals you receive.
3. Keep in Touch with Past Clients
While it may not be appropriate in all professions or situations, I am often surprised that so few healing professionals keep in touch with past clients. Most clients will likely be delighted that you care enough to stay in touch with them, and furthermore, they will be more likely to return to see you when they need to. They will also be more likely to refer others to you.
There are many ways to keep in touch with past clients. If you have a newsletter, you can obviously keep in touch with them this way. You could also send out seasonal cards on a regular basis or call them as a way of following up with them after you have seen them.
4. Seek out Referral Sources
Find a way to build mutually beneficial relationships with other professionals who are in a position to refer to you. The key here is to be selective in the referral sources you choose. The best place to start looking for referral sources is with professionals that you already know. These could be those that you work with yourself, or perhaps those whose services are utilized by your friends and colleagues.
When you do approach others, always be thinking just as much about what you can do for them as what they can do for you. Don’t just call or write them and ask them to refer. Furthermore, don’t take your referral sources for granted. When you do receive a referral, make sure you follow up with the referral source and thank them. At the very least call or send a card.
5. Attend Networking Meetings
There are numerous networking groups that you can attend that will help you receive client referrals. It is best to try several groups first and when you find one that you like, you can think about becoming a member. As with all marketing methods, you can’t necessarily expect to get a referral on your first visit to a meeting because the members will want to get to know you first.
When you talk to people at networking meetings, make sure you show interest in them and their problems and find out how you might be of service to them. After the meeting, follow-up with any individuals with whom you had a meaningful conversation.
The most important thing to remember about client referrals is that you need to develop a long-term strategy to implement. It takes time to build relationships of trust with people before they have enough faith in you to make a referral.
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Juliet Austin, MA
Marketing Coach, Consultant & Copywriter
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Juliet Austin has a Masters Degree in Counseling Psychology and worked as an educator, researcher and counselor for over 20 years.
In the late 90's Juliet completed a career change into the field of marketing when she Graduated from CoachU, The Institute of Life Coach Training and became a member of the School of Coaching at Coachville. Juliet also completed numerous courses and classes on marketing, Internet marketing and website copywriting and promotion.
She is a member of several professional organizations including The International Association of Coaches, The Canadian Counselling Association, Healers in Business and The Business Alliance for Local Living Economies.
As a Marketing Coach, Consultant and Copywriter, Juliet assists healing professionals and socially responsible business owners who are struggling to attract clients or sell their products. She helps her clients in overcoming resistances to marketing, develop and implement no or low-cost marketing strategies for both on and off the Internet, write compelling website copy and promote their websites.
Juliet writes for several publications both on and off the Internet. Her articles have appeared in publications in Canada, the US and in Australia. In addition, she is also co-author with Sue Bond of the ebook: How To Become A Coach: A Guide for Therapists and Counselors.
Juliet also leads workshops and teleclasses on various marketing topics for those involved in the spiritual, metaphysical and healing arts.
Assisting healing professionals in marketing a practice has become a creative and intellectual form of self-expression for Juliet. Being an ideas person who thrives on change and variety, she is constantly developing new projects. Her ongoing quest for knowledge as well as the passion she has for marketing and her work with her clients ensures that she stays current with cutting-edge on and off-line marketing methods.
Juliet is the author of the Free Report, " 67 Surefire Ways To Attract Clients" which you can get at:
www.julietaustin.com
For more information about Juliet's services, visit her website at:
www.julietaustin.com
or one of her blogs at:
www.marketingaprivate
practice.com
and:
www.websitedesignand
promotion.com
Juliet can also be reached at:
604.730.1838
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