Building a Powerful Practice: Successful Strategies for Your Wellness Business by Deborah Flanagan

Author:Deborah Flanagan [Flanagan, Deborah]
Language: eng
Format: epub
ISBN: 9780996743303
Amazon: 0996743308
Publisher: Center for True Health
Published: 2015-12-02T22:00:00+00:00

12

Building a Strong Client Base

Now that you have some ideas about how to pitch your services, who your ideal client is, and how to reach out to these clients with various in-person and online marketing vehicles, let’s focus on the most important part of your practice—keeping your existing clients.

Having a successful practice full of happy clients is probably your number-one goal, right? I’ll give you tips on how to how to nurture and build strong, healthy relationships with your clients, as well as how to handle challenging situations that might arise in a way that best supports you and allows you to take care of your own needs as a practitioner.

How to get clients to become regulars

One key to getting your clients to become regulars is to remember that the session extends beyond what happens when they’re actually on the massage table or in the hypnosis chair. Establishing rapport when the client is booking an appointment, as well as at the beginning and end of the session, and following up after the session—all these things are really important as you build a relationship with each client.

I want my clients to feel as comfortable as possible, especially because they’re often coming to me with a sensitive issue, and speaking from a place of vulnerability when they tell me about their problems. If clients feel supported—if they know that you’re truly listening to them, that they can trust you, and that you’re here to help them—all this will encourage them to come back.

In addition to making clients comfortable before, during, and after the session, come up with ways to stay in touch with them in between sessions. As I mentioned above, sending an e-newsletter regularly is a good reminder for clients to book a session if they need one. I always include a call to action (an instruction that provokes an immediate response) in the e-newsletter, prompting them to engage with my practice in an ongoing way. For example, “Feeling stressed? Contact me to schedule your next session.”

Again, offering clients tips or articles about the work that you do, answers to frequently asked questions, and ways to be proactive in their health and wellbeing are some content suggestions to include in your newsletter that will help you build a relationship with them beyond the work you do in your office.

Pamela Herrick talks about how she works with her clients over time:

“Having a treatment plan and educating clients about the role of preventative care is key to building a practice. Many of my clients come at first to resolve a problem and remain for years. Once their initial complaint is successfully treated, I generally recommend a monthly Thai massage to prevent a recurrence and get all those amazing benefits from regular bodywork.

“For my clients with whom I have worked with over many years, our therapeutic relationship takes on a different tone with time. My role as witness to their changing health becomes increasingly valuable. I see subtle changes and can bring them to a client’s conscious awareness, where they can work on them.

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