This one item has been coming up for me a lot lately when I’ve been coaching, so I feel compelled to talk about it. How to follow up and increase your business by 50%. That’s right! Simply by doing one thing:
You’ve got to do it the right way, because when you do, you can literally increase your business by 50%!
Does this sound like you?
You’re at a networking event and you have an amazing chat with someone. You put yourself out there, make a great connection with a potential new client who has expressed interest in coming to see you at your clinic.
You exchange information, but for some reason, you never hear from them again. What’s up with that?
She never called to make that appointment.
Or your best friend who is totally into holistic health jumped up and down when you said you were going to school for acupuncture, to learn Reiki, to do cranial sacral therapy, etc. She was the first person to raise her hand and say “I’m going to be your very first client.”
But that’s all it turned out to be. Enthusiasm. You’ve now been in business for over a year and she still hasn’t come in to see you. What’s up with that?
Or you hosted a table or were a sponsor for an event. It was packed with your ideal clients and you chatted with them all. They even were signing up! You had them all set to join your email list and maybe get a nice freebie opt-in and you were confident you were going to have your next two weeks fully booked after your event.
But only one person scheduled. You can’t even believe it because everyone seemed so excited!
If you’ve answered yes to any or all of these, than you need to think about FOLLOW UP!
The problem isn’t that these leads never called you. Or that they may have changed their mind. The problem is that you never followed up with them! Something so simple and you never took the time to do it!
When you follow up, you have to take the initiative, but you also want to follow up the right way. When you do, you’re going to see that 50% rise in your business. 50% more from your existing leads, hell yes!
Remember, people are busy. They have their own lives to manage and aren’t thinking about helping you grow your business. They are putting themselves last and not prioritizing their health and well-being.
We, as healers, see this time and time again. That’s why they are sick in the first place, right?
While you may be thinking that you don’t want to bother them or seem pushy, you need to hear some tough love.
There is always going to be distractions, but it’s your job to follow up and build your business! You’re leaving money on the table!
Let me give you some tips for effective follow-up:
Day 1: The day you meet them
Day 3: Follow up with this new lead
Day 6: Follow up again
Day 10: Follow up again
Day 17: Follow up again
And so on, so forth. Get it? Here’s an example.
So I’m at a networking event and meet Jenny, who is suffering from headaches and I know I can help her. I talk with her about how I could potentially work with her to get her from Point A to Point B and she is really excited. She expresses interest in scheduling an appointment with me, so we exchange info and I go home, excited for the contact.
Normally, this is when you’d go home and wait. You might send one communication but you’d be putting the power in her hands and waiting for her to come to you.
Instead, I’m going to use the steps above!
Let’s say I met her on a Monday. Two days later it’s Wednesday and I follow up with an email and say, “Hey, it was great to meet you! I’m really looking forward to helping you with your headaches. Here is the link to schedule a time with me and if you have any questions, here is how you can get in touch! Done.
I still don’t hear from her. So three business days later, now Monday, I reach out to her again and say, “Hey, Jenny! I haven’t heard from you, but as a reminder, here is the info on how to get scheduled. I know it’s probably not at the top of your priority list, but it’s time for you to start making your health more of a priority. I know I can help you get results. I look forward to seeing you soon!”
Another four days pass and I don’t hear from her again. But I know that people are busy and this is where I know you will say, “Oh, I don’t want to be pushy.” But I’m going to follow my model above and reach out to her, which would now be Friday.
I say something like, “Hey, I know you’re busy and I don’t want to be a pest, but I just wanted to remind you that I can help you with your headaches! Here is a link to get scheduled. Hope all is going OK with you and feel free to reach out if I can answer any questions.”
As a reminder, you’re finding a way to be polite, but assertive. Maybe slightly pushy because showing that you care for someone can seem that way.
If I still don’t hear from her, my next step will be to reach out to her another week later. This time I say something like, “Hey, Jenny! You must have changed your mind or maybe you don’t need any help anymore, right? Just let me know. I’m here for you when you need me!” And that’s it.
Find a way to be a little bit pushy, but still really nice about it. And if you don’t hear from her after that, it doesn’t mean it has to completely fall off.
At the very minimum, put her on your automated marketing list, with permission, of course.
By following up the right way, you can increase your business by 50%! Who doesn’t want that?
Lowering your price by $5 won’t get more clients, but I’m 100% confident that having a lead generation process will absolutely lead to more clients! And even better? It’s easy and it works!
I was inspired to discuss this based on a question in my free Facebook community. This person happened to be a massage therapist in the Midwest and did a lot of customized massages, like therapeutic deep tissue, along with incorporating acupressure, Reiki and reflexology. She’s been charging $75 for a one-hour massage for the last four years and up until recently, she hasn’t had any problems retaining business.
However, she questioned her price-point and asked me if she lowered her price to $70, would she get more clients? She knew the average in her area was around $65, so her thought process involved lowering her price to attract more clients.
NO! Absolutely not!
$5 doesn’t matter to a buyer if they already value what you’re offering. Even if you see those client numbers decreasing and it’s killing your confidence, you’re going to start feeling a little desperate. You want more clients in the door!
The mind games start happening because you’re seeing numbers go down, along with your income.
The last thing you want to do is get caught in the hamster wheel where you have no plan, no process and no clients! That’s a huge problem!
Instead, let’s talk about creating a lead generation process, which is basically just a recipe. It’s something you can go back to time and time again and follow step-by-step.
When you have a recipe you’ve never tried before, what do you generally do? You follow it to a T! You measure everything out perfectly. You do everything exactly the way it’s laid out and once you start feeling more confident, you might start experimenting a little bit. Maybe you start adding a little of this or take away a little of that and you make it work for you.
Soon, you may not even have to look at the recipe card anymore!
That’s what lead generation is. It’s a process for your business.
When I was first getting started I was running from process and procedure. I ran from phrases like “lead generation” and “sales process” because I thought I’d just throw everything at the wall and see what would stick. It worked in the beginning to get clients, but I can tell you, it was completely overwhelming. It was exhausting and definitely wasn’t sustainable.
I didn’t have something that was repeatable to go back to and easy to follow. I didn’t know what I was going to do when the ups and downs came in my business.
But now I’m older. Wiser. More seasoned.
Think about it. Why go it alone? Why try to figure everything out the hard way? Why not just take a recipe, practice it, and tweak it until you make it work for you?
Here’s the thing. When you’re going through those ups and downs and need more clients in the door, lowering your price by $5 isn’t going to bring in more clients.
But a lead generation process will!
I want to give you an easy recipe for getting clients in the door. There are four parts:
Use your existing network
Reach out to the network you already have! I call this low-hanging fruit. Reaching out to potential clients that are cold and don’t know anything about you or your business is so much harder. You’re much more likely to get business right away through your network. So make a list of people you’ve worked with in the past who haven’t been in in awhile, people who have expressed an interest in coming to see you, or maybe even partners or other practitioners who said that they may have a referral for you. Make that list!
Invite them into a conversation
Depending on what type of relationship you have with them, it could look and feel a bit different for everyone. If it’s somebody you know well, you’re going to set up that coffee date. If it’s a patient, or someone you haven’t seen in awhile, send out that email. Think about the relationship and what form of contact would make the most sense.
People are busy! Just because you reached out doesn’t mean they will immediately remember to get back to you. Many of us put our health as the lowest priority on our list, so this means you need to remind them! You need to be that little bug on the wall!
Bring them to a decision
That’s right. Yes or no. Follow-up forever until you get that final decision! I know that sounds simple, but 99.9% of you aren’t doing this!
Remember that lowering your price by $5 isn’t going to be bringing more clients in the door, but creating that lead generation process absolutely will!
Are you struggling to be visible to potential clients?
I hate to break it to ya, without clients you can’t be a healer and help people! It’s your job to do everything possible to grow your business, so you can’t hesitate to be visible!
It’s time to stop hesitating to put yourself out there for fear of rejection, being viewed as too “salesy” or even looking stupid in front of your wellness peers. This is your business!
You may not notice this right away for yourself. But, if you have these traits you more than likely have a fear of putting yourself out there.
Are you constantly preparing for any of the following?
How you’re going to be working with people
Going over your notes
Studying and restudying the treatment plans that you learned in school
Telling yourself you need to take another course in “fill in the blank”
To become more of an expert in “fill in the blank”
The thing is… you ARE the expert! You are the maven in your field, but you need to stop focusing on your expertise and start focusing on what to do to grow your business!
Fear of Rejection
My clients talk a lot about this as they resist going on social media and being visible. They don’t even want to start a Facebook page or posting to it because they don’t want to be rejected.
Maybe it’s not sending up a follow-up e-mail to a lead or to your friends and family because you don’t want to be rejected.
Or maybe you think you don’t know what to say and you let the fear win!?
Looking Stupid In Front of Peers
I’ve felt this way.
It can show up as you not wanting to speak up or speak your mind. You’re afraid to put your opinion out there, especially if you don’t agree with the majority. You shrink. You’re not willing to be visible and you’re afraid you will be judged or they will tell you you’re wrong.
Being Viewed as “Salesy”
This is avoidance. When you’re afraid of this, you start avoiding contacting people or avoiding following up with a lead. Or, you just don’t reach out to anyone. Do you claim you’re just too busy? I see this one often with clients. What is really happening is fear and resistance and ultimately self-sabotage. You’re really screwing yourself because you’re not growing your business and you’re avoiding it for all of these reasons.
Fear is real!
The difference between successful wellness biz owners and those who aren’t? Visibility.
So how can you specifically reach out to people in your network?
Client #1 reached out with a great question about what to say to people.
“What do I say to an acquaintance who I’m talking to and let them know that I help women avoid overeating and show them how to reverse pre-diabetes when they are overweight? I don’t want to feel like I’m targeting or judging them.”
Client #2 asked:
“Can I just reconnect with someone on my list, ask them to meet for coffee without talking about my business until we meet? It feels better and more natural for me. I just want to catch up with them and I genuinely do want to. Is that okay?”
What you need is reassurance because of all the fears that are coming in.
These tactics and tips will help you feel more confident and be more visible.
1. You need to be more clear when you’re reaching out to people.
Be clear on the relationship that you have with the person before reaching out. It will help you identify what you should say to them, how to position it and what to expect in return!
So around Client #2’s question above, yes! Send that email, make that phone call and connect! There doesn’t have to be a lot of pressure around telling them about your business. Just get together!
If you’re genuinely interested about what is going on in their life, they will probably be genuinely interested in learning more about what is up with you. Let the conversation flow naturally.
This is a little different than Client #1’s question above, when reaching out to an acquaintance.
I would say something more like, “Hey, I haven’t heard from you in awhile and I was thinking about you. Actually, I’ve started a new venture lately” or “I’ve launched a new business” or “I’m doing health coaching and wondering if there is a potential for us to partner or cross-refer or help one another in some way, shape or form. Would you be interested in getting together?”
In this scenario, I’d call it out. It will NOT feel genuine if you’re pretending that you want to get together with them and really only want to discuss your business and haven’t chatted with them in years. Be upfront and clear.
So again, be CLEAR about what type of relationship you have with the person you’re reaching out to and go with what feels most authentic.
2. Remember the people you reach out to.
They are busy running around and worrying about all of the things going on with them. They’re not thinking about you and helping you grow your business! So remember, they’re not rejecting you, they just aren’t going to respond right away because they have many other things going on in their lives. You need to bug them a little bit!
That being said, you have to bug people in a really kind and gentle way and you will need to follow up…maybe two or three times before you hear back! A creative way to this is to say, “Hey, don’t know if you saw my email or not. You’re probably busy like everybody else, but I just wanted to let you know that I’m genuinely interested in getting together. Can we find a time in the next week or two?”
That’s it! If you don’t hear back, you could say something like “Hey, are you dead? Are you okay? Just kidding, but I haven’t heard back from you and I’m wondering why. Nudge, nudge. Don’t mean to be a pest, but I’m really interested in catching up with you!”
The big take-away?
You can’t reach out just one time!
Remember, they’re not rejecting you because they don’t respond right away. It’s OK to bug them a little bit because they have a million other things going on, just like you.
3. Persistency wins the day.
It’s a numbers game. The more people you talk to, the more likely you are to find a lead and/or client. The more no’s you’re getting, the closer you are to that yes!
You need clients and the number one job you have right now is to do everything you can to grow your business! Growing your business means being visible and reaching out to your network.
Make a list of five people right now to reach out to and follow-up with. Get that definite yes or no, because you deserve to make the money that you desire in your wellness business!
When Increasing Exposure for Your Wellness Business visibility is not a “nice to have”, it’s a requirement! You better start making getting exposure your top priority!
When I was first getting started with my holistic health clinic, getting exposure was definitely a top priority. Visibility wasn’t an issue for me. I did it very, very well. It helped to accelerate my results and allowed me to break even in the first months of opening my clinic and to begin turning a profit.
How did I do it? One word. Visibility. Before I even opened my doors I networked with:
Other business owners in the building my clinic was in
Local businesses in town where I was located
Groups like BNI and sites suck as Meetup.com
Members of the Regional Chamber of Commerce
Midwives and doulas
Every day I was doing something to be visible! But there was a problem with this approach that I don’t recommend for you. You see, I was trying to be everywhere and I was exhausted. My approach was not sustainable. There was no strategy behind my networking efforts except for trial and error. I was throwing things at the wall and seeing what would stick.
I finally started to evaluate, what’s actually working? What was actually making my business grow? I seriously didn’t have any measure of success except for saying, “I want clients coming in the door.” Which they were, but I didn’t really know from where. What was the best place to be spending my time?
I started to think more about sales and lead generation. My background was in Corporate sales, right? I realized that the best use of my time would be to go after deeper relationships instead of widely spreading my pebbles everywhere.
I knew that visibility was a requirement. I figured out that I was going to start leveraging partnerships for my business.
People buy from people they know, like and trust. This is how you get referrals. This is how you get testimonials. The same holds true for any type of business partner relationship as well. Whether it’s with other practitioners, business owners, etc.
What a great idea…but you may be wondering, “How do I do this, Michelle?”
Let me lay out some clear tips for you to begin to create and leverage partnerships in a much bigger way in your wellness business.
Get clear on your idea client.
If you don’t know whom you’re serving, it will be harder to find partners who are a good fit for you. You want to build relationships with people who have access to the types of clients that you serve best!
Create a dynamic, powerful message.
Practice makes perfect!
Be dynamic! Be confident! Be clear! Don’t let there be any gray area in your message…and be memorable. This can be a little uncomfortable and it may not just roll off your tongue. But this is where that practice is going to make perfect! If you need to, practice on video, watch it back and get comfortable with your message! It will get a little easier every time you reach out to someone new.
Begin to reach out.
Start connecting, asking for one-on-one meetings, and get yourself out there! Share what you do, who you’re an ideal fit for and ask how you can serve them in return, because partnerships are about making it a win-win.
Remember, visibility, my dear mavens, isn’t a nice to have… it’s a requirement! I know that you have a great passion to serve people and deserve to work with your idea clients. And you deserve to make great money doing it!
Visibility in your community and showing up with confidence will help you find the success you’re reaching for!
Today, in Making Money in Wellness, I want to talk about how a lack of focus will literally kill your business. Let’s talk about why it’s so important to start moving those big boulders instead of pushing all those little pebbles around, getting nowhere. I’ve done this the hard way!
Let me share a story about when I was first getting started in my clinic. I had two goals:
Grow my acupuncture practice
Sublease some of my space so that I could cover some of those dreaded overhead costs
Those were my big boulders and I was pretty clear at the time how I was going to accomplish those. How, you may ask?
I networked my butt off! I was out and visible for my business.
I advertised my space and networked with other practitioners.
The good news is that by the time I opened my doors, I was blowing threw my plan. In two months I accomplished everything I had set out to do.
The bad news? I didn’t know what the plan was after that. I just kept seeing more patients, networking and just let things happen. Sound familiar?
In another two months, I came across an opportunity to purchase another clinic. I went for it. The big problem? I didn’t know if I wanted two locations. I thought I did, but wasn’t clear at all about the financial impact. Did I even have the cash flow? What was I going to do if I couldn’t make rent at the second place? I didn’t take into account that the new business was a community acupuncture clinic, which was a totally different model than the holistic health clinic that I was already established in.
Therefore, I had to create a completely separate brand and didn’t think about the opportunity cost. I didn’t think about:
Taking my valuable time and diverting it away from my existing business
The exhaustion that was sure to come from running two locations
The overhaul I had to do on the new business, including a new brand, new website, new graphics and new logo.
I didn’t have a plan. I was just on autopilot trying to keep all of these balls in the air, if you will. And there were a lot of them! And, my patient load had increased!
I was seeing more and more patients in my established practice and in the new business…up to 80 patients a week!
I was overwhelmed and I didn’t know how to fix it. I felt alone.
On the outside, I was successful. I was recognized as a leading woman in business in my area and the clinic was recognized and featured in a local magazine. But I was a complete wreck on the inside.
I needed guidance.
I was smart enough to seek out mentorship, which made me start to realize that I needed to make a change. They told me the first day that I needed to close one of my clinics, and although I resisted at the time, it was also the beginning of change for me.
My mentors were able to show me how I was lacking focus in my business. I didn’t have a plan and the result was that it was hurting both of my businesses. It wasn’t what I wanted to hear, but slowly it began to sink in.
I felt ashamed about what people would say. I didn’t want to be viewed as a failure, because that’s how I saw it with having to close a location.
But when I closed that second location, I came up with something brand new, something I hadn’t thought of before:
I converted one of the rooms in my original holistic clinic into a community acupuncture room!
I consolidated both ideas into one location!
Many patients migrated over and it truly ended up being a win/win.
All of these experiences, good or bad, are now things that I can share with you and makes me one hell of a better business coach!
This is only one of hundreds of examples that I can share with you about my own entrepreneurial journey. My main challenges back than?
Lack of planning for short and long-term
A lack of focus will literally kill your business! It almost killed me!
When I talk to practitioners like yourself, I hear over and over again how overwhelmed and exhausted you are. You’re working on too many things at once. Because you don’t know where to focus things in your business, right? Or you’re desperate to get results and just not sure how.
Results come from having focus. You’ll be amazed at how much more quickly your business will accelerate because of it!
Let me give you some tips on how to start to do that.
Define what you want to accomplish between now and the end of the quarter.
Brainstorm. Come up with all the ways possible to achieve this goal.
Select 1-2 on your list. These are your big boulders. Define specific and measurable outcomes.
Now outline the steps needed to complete these 1-2 projects.
Place all the steps in your calendar to ensure time is allocated to achieve them!