Thinking Outside the Box

Second semester is in full swing. The holidays are over, so the phone will soon ring again for therapists (if it isn't already happening for you). However, therapist-shopping is at a all-time high, especially as people are more conscious of wanting to get the most for their money. Have you thought about how your marketing style will stand out above the rest? What are you doing to attract clients and keep them coming back to you rather than moving on to the next therapist?

Private practice dynamics can be very creative. You don't have to remain locked into standard ways of advertising, such as yellow pages, giving presentations, etc. It's your business and you want it to be a reflection of who you are as a therapist...and as a person. First and foremost, if you haven't already, identify your ideal client. I know you've heard us mention this time and again, but how can you possibly know what creative route to take, if you aren't sure your ideal client will be there to see it?

Here are some suggestions that may help you stand out from other therapists in your area:

1) If you haven't done so in a while, consider upgrading your website. Adding an audio clip or a video clip of yourself inviting the reader to read more about your style and the site provides an opportunity to the reader to get to know you better than text alone does. The more they connect and feel comfortable with you, the more likely they will secure your services over another therapist.

2) Consider free phone consultations. Again, this allows more one-on-one interaction with a potential client and gives them an opportunity to understand your therapeutic style as well as giving you an opportunity to determine if this is the right client for you.

3) Offer longer sessions. I started doing this recently for my couples' intakes. They are now 75-minutes (and I charge accordingly), which give me an opportunity to slow down and really work on connecting with the couple, rather than feeling like I only have 50-minutes to collect history, assess for crises and build rapport, which left me feeling rushed. The 75-minute session gives me the freedom to hear more of the couples' concerns, really pay attention to their needs and respond with more therapeutic intervention, allowing the couple to feel like we're really working towards resolution of the problem even from the first session.

As you can see, there are many ways to be creative in attracting your ideal client, while maintaining legal and ethical boundaries. There is no rule that we, as clinicians, must adhere to a 50-minute hour or confine ourselves to specific means of advertising. One of the benefits of private practice is you have the ability to do whatever you want with it! Don't let anyone convince you to run your business in a way that doesn't feel practical or do-able for you. Thinking outside of the box allows you to stand out from the crowd, which can lead to more business and more job satisfaction.

The Value of Therapy

Whether or not it qualifies as a recession, it's clear that we are experiencing an economic slowdown across the nation. You may have seen the impact of this in your practice - fewer calls, or more potential clients who are 'price shopping'. This can be distressing, but you don't need to panic or start looking for another job. Instead, you'll want to continue to work on marketing yourself as effectively as possible, and a key component of this is helping clients understand the value of coming to see you for their therapy needs.

If client are going to be more careful with how they spend their dollars, then it's important you convey how and why you are the best therapist for them. Help your potential clients to believe that you will be providing them value for their money. What are some of the ways you can do this?

1) Define your "ideal client" as well as the services you provide to this target population.
2) Convey these qualifications on your website and in your other marketing materials.
3) Get professional looking business cards, that don't demonstrate they're "free."
4) Work on a phone script (or several even!) to help you discuss your strengths with a potential client, so when they inquire about your fee, you can reply with confidence, as well as begin building rapport, so the client responds to you in a positive manner.
5) Have confidence in your skills and your ability to help others, and remind yourself of this before speaking with clients.

There will always be clients who are shopping for the 'lowest price'. That's okay - there are still plenty of people out there who will invest the money in a service that provides them with clear value. Continue to believe in yourself and your skills. We know therapists who are having record months right in the midst of this economic downturn, there's no reason you can't do it, too!

Summer Slowdown

Clients go on vacation, children are out of school, work schedules are dramatically altered, resulting in an impact in your client caseload. Does this sound familiar? Are you finding your schedule and income in a state of flux? Welcome to Summer Slowdown! Summer can be a anxiety-provoking time for therapists, but it doesn't have to be. If you're finding your caseload to be a bit off-kilter at this time of the year, there are several things you can do to keep your practice thriving:

1) Look at your marketing strategies -- Are you tracking where your clients are finding you? Are you looking at where your calls are coming from and if a call is resulting in an intake? If not, now is the time to do this. By determining how you are attracting clients, you can decide where to best invest your marketing dollars.

2) Define your ideal client -- Trying to figure out who to market to? If you haven't determined your ideal client, then how are they ever going to find you and the wonderful services you can provide to them? Defining your ideal client will give you the strength, motivation and direction you need to build your dream practice.

3) Revisit your practice vision -- how long has it been since you've gone over your vision? A good business owner revisits their vision (aka their business plan) every 6 months to a year to see whether they are meeting their goals and to check that their goals are in alignment with their business needs. If you don't have a vision, now is the time to establish one! Otherwise, how will you possibly know when you've met your goals?

4) Get a website - You've defined your ideal client and have your vision, but how are your clients going to find you? Internet marketing is essential in the 21st century. Building a site takes time, and using the Summer is the perfect time to work on getting your site up and running without taking away from a heavy caseload.

5) Indulge in self-care -- we tell our clients how important it is to engage in a little TLC, yet we are notorious for not following our own advice! Whether it be a weekend getaway or taking up a new hobby, a little self-care can rejuvenate our own well-being, so we'll be ready to tackle those full caseloads!

If you're unsure where to start, or how to proceed, don't feel you have to tackle this on your own. Contact us today and let us help you get back on track! Ask! Believe! Achieve!

Closing the Deal: Getting the Client to Say "Yes!"

Are You Experiencing the Following:

•A client calls to inquire about your services. You give them your "schpiel." At the end, rather than the client saying, "Sign me up," you get, "Let me talk to my wife/husband and I'll call you back."

•You have a client on the phone. They set the appointment, only to call back a little while later to cancel the appointment.

•You set the appointment, but the client never shows for the intake without any notification.

If this tends to happen to you, then it's time to sign up for the next FREE teleconference, "Closing the Deal!" Join us on April 29th at 4:00pm PST! You can sign up today at Ask! Believe! Achieve!

We'll be discussing reasons clients tend to back out, what you can do to minimize this from happening. We'll also look at scripts to help you through those awkward moments, such as discussing fees, dealing with insurance clients, and handling feelings you might experience, such as rejection and frustration.

Look forward to seeing you there! Ask! Believe! Achieve!