I want to talk to you specifically about 3 Steps to Secure Your Next Referral Partner! Referrals are awesome! Maybe you’re always looking to collaborate with other business owners, specifically maybe even other practitioners, but you struggle to make it happen.
I have a recent client, Heidi, who reached out for some guidance and advice on this very topic. She is interested in building relationships, specifically with local yoga studios and I love that she took the initiative to reach out to studios in her area! She sent them a letter of introduction, including her business cards. But she just wasn’t getting any response. Crickets!
Do you understand this kind of frustration? Has something similar happened to you? Zero response is zero fun, so let’s work on what you can do to improve that response rate when reaching out to potential referral partners.
I know you don’t wan to look dumb or stupid in front of more advanced business owners and practitioners in your area. And you won’t!
But, be ready. Because you HAVE to take action! Even if you aren’t sure what to do, action is the key. As a matter of fact, it’s half the battle!
I want to give you a little recipe, a place to start, so that you no longer have any excuses to reach out to potential referral partners.
These are the relationships that will accelerate the growth of your business!
Let’s lay these steps out on the line, along with an example from Heidi’s perspective, of reaching out to a yoga studio owner through written communication.
1. Tell Them What You Want
Don’t dance around this. Don’t waste time! Tell them that you’re looking to collaborate and that you want to build a relationship where you can cross-refer business in the long-run. Be upfront! They are just as busy as you and by making it crystal clear, they can decide what they want to do quickly. How?
“Hello, Mr. or Mrs. Yoga Studio Owner. My name is Michelle. I’m a new business owner in the area. I’m reaching out because I would like to connect with other like-minded business owners to collaborate and cross-refer.”
That’s it! I’m telling them up front who I am and what I want and why I’m reaching out to them. Bam.
2. Make it Personal
Talk about you! Tell them what you do and what you specialize in. Share information about your practice and be authentic! Let them know that you genuinely want to build a relationship with them and why it make sense that your two businesses should collaborate. This helps them see what is in it for them, not just for you! Check out this example:
“You’re at the top of my list to connect with because …” Here is where you’ll make it more personal to them. Don’t talk about yourself, let them know why you want to connect with them specifically!
Maybe one of the examples is, “I heard you speak recently at a local chamber event and I was really impressed with your professionalism and your approach to business.” That’s all it takes!
Another example could possibly be saying, “You’re at the top of my list to connect with because after hearing about you from several of your clients, I realized that the way that you care for your clients and the level of customer experience that you’re delivering to them matches my approach as well.” There you go.
Let them know something you may have learned about them or why you see a lot of synergy between your business and theirs.
3. Invite Them To Collaborate
Give them a call to action! What would you like to do next with them to begin building that relationship? You’re not sure where your relationship can go without inviting them to this next step, so make sure you do it!
The language here would be something like, “I get the sense that we have a similar approach in our businesses and how we treat clients. I see you as someone of high integrity and professionalism. For that reason, I’d really appreciate the opportunity to get to know more about you and your business. I’m inviting you to meet for coffee in the next couple weeks. Would you please let me know what day and time work best?”
Here is where I’m inviting them to the next step with a very clear call to action.
By approaching your outreach in this way, by following these three steps, you’re going to see a lot more response, a higher response rate and a more welcoming response the next tie you reach out to a potential referral partner.
Finally, don’t forget to follow up! Make sure you follow through to show and build trust that you genuinely want to build a relationship with this fellow business owner.
Put this into action today! You have the steps now. Tweak it for yourself and your own business and you will slowly see growth in your business with the help of new referral partners!
I want to talk to you about creating content and nurturing your leads, so that you can bring in 50% More Revenue in One Hour a Week!
We chatted about this recently, where I gave you a recipe for how to come up with 30 days of content, but I know that many of you continue to struggle with this!
You think… I got the ideas now! But what the heck do I write? And than it hit me. I was working with a client recently where we laid out not just 30 days of content, but 90 days! Three months of content ideas that were rock solid, that spoke to her target market, and we came up with three pain points that she could address in her acupuncture practice!
We did the mini-topics under these three pain points and she was on her way!
But than her eyes got really big and she got white as a sheet. She said, “I don’t know what to do, Michelle.”
So let’s lay it out on the table. Let me lay it out for you like I laid it out for her. I know the one thing on your mind and I can hear your objections already. It’s not just that you don’t know how, it’s that you still have those objections in your head.
I don’t know how to talk to my ideal client
I don’t know who my ideal client is
It has to be perfect
What will my colleagues, friends and family say?
Will I sound stupid?
I’m not sure what my voice is
You HAVE to stop! Putting content out there like we discussed in the previous blog is actually pretty safe! You can’t get it wrong. OK? This kind of safe content allows you to find your voice! Writing consistently is the perfect way to do that!
You’re going to see what they respond to. You’re going to begin to move more into the direction of what they like from you. And you’re going to evolve as a content creator!
But if you keep sitting there and listen to those objections in your head, you’re brainwashing yourself into believing you can’t do it. You’ll find excuses.
Remember… done is better than perfect!
You have to get started. Hold yourself accountable and begin to create content on a regular basis.
Now for the five key components on doing this:
The anatomy of your blog – The Outline
A blog can be used and reused in so many ways! Create an outline. What is your overall message? One sentence!
Identify three key points to support your message
For each key point, decide on supportive information that you can use to drive home your message. It could be a statistic from another article, a personal story, a case study or testimonial. Maybe even an infographic!
Now write it!
Time yourself. Give yourself 30 minutes to get this done. If you did a good job on the outline, it’s not going to be hard, as long as you keep telling yourself that the goal is progress over perfect. If you strive for perfection, you’re never going to get this done!
Create an Awesome Headline
This is where I’d spend some time! Brainstorm 10 ideas. Once you have those 10 ideas, head over to the close schedule headline analyzer.
Type into Google if you aren’t sure what this is and it will pop right up.
Now, type in your titles and see what gets the best score! Now use it!
Create an Image
While I do think that images are important, I also want to make sure you aren’t spending hours on creating a graphic. I know in the past I have, but it’s such a waste of time! So how?
I use Canva and I love the free pictures you can find on splash.com. There are many other places you can find free graphics, as well, so it may just be a personal preference.
Call to Action
Whether it’s an opt-in box at the bottom of your blog, a free copy of a book, or the opportunity to schedule a free consultation or appointment, don’t miss this opportunity!
You want your readers to know where to go and what to do next, right?
And just like that, you’re going to have amazing content that you can use to nurture your leads and provide value. This will help to increase your revenues by 50%! This is worth investing that hour a week into!
I’ve just walked you through how to do this quickly and easily week in and week out.
And one last tip… don’t forget to make time to use this content in your social media strategy! Since you created three key points above in #2, you’ll now have three great points to use in your social media strategy three times a week! See how easy that was?
I’ve laid out this great recipe for you here today and can’t wait to dig into more topics in the next blog!
Let’s talk about 5 Steps to Sell Out Your Signature Program today! This came to me because of all of you, actually! And if you’re wondering what I mean by a “signature program”, let’s dig in!
What do you want to be known for? What kind of amazing outcome can you provide for your clients and how do you take them on that journey? This could show up in many different ways.
It could be a three month, one-to-one coaching or treatment program. Or maybe a six week small group program. How about an eight week allergy relief session? It’s up to you what you want to be known for. This would be your “signature program”!
I was recently working with one of my clients who had many different ideas for programs she wanted to do. She actually already had several courses and programs developed, but we needed to start whittling it down. If you’re not clear on who you serve and what outcome you offer, it’s hard to put yourself out there from a sales and marketing perspective to bring in the right clients for you!
What kind of target market is going to want what you are offering really badly? Why is it so hard for you to figure out? Why do so many of us struggle with this? You’re the expert, but suddenly, you want to insert yourself in many different things.
Believe it or not, the starting point is really what I consider Step #4 in my 5 Step Process!
But let’s walk through the beginning to help you sell out your signature program.
Be Crystal Clear On the Problem You Solve
If you don’t know what that is, you’ve got to go back to thinking about what you want to be known for. It needs to solve a big, big problem! It will need to be something that people WANT to buy!
Who Wants This Outcome?
Let’s think about this a little deeper. Say you have a client who is dealing with infertility. A side problem they experience is anxiety, which leads to sleeplessness.
Selling to a woman who is struggling with infertility for anxiety and sleep isn’t going to do the trick. What they really want is to get pregnant! While you can claim you’ll solve the anxiety, ultimately they could care less about it. While it is true that it may be driving them crazy, it’s not what they’re going to really go out and buy.
Before you come up with the step-by-step program you’re going to take them on, you need to put in some time to brainstorm.
Many clients may be in a bad way by the time they come to you. Think about how they got there in the first place! It’s not just taking them on the journey, it’s educating them on why they’re in this situation to begin with! I call it “ghosts of the past”.
Think about where they’re at now and what is keeping them stuck. Why can’t they get from Point A to Point B? What is holding them back?
Look at these two areas: the past and the present. Think about their lifestyle choices, the environment. Maybe their mental, spiritual, and physical health. Their relationships. You’ll want to incorporate these elements into your signature program!
Than, brainstorm the steps and possible things that you’re going to need to teach them to make sure they don’t fall back to past behaviors! To ensure that they break through what they are currently doing to move them to the next step!
Just get it all out on paper!
What I see happening is because many think it’s about perfection over progress. The idea here, however, is to just spit out as much as you can think of, that may be perfect for you to cover in your signature program.
Organize and Outline
The key to a signature program is to not make it too long. If you’re new to this, six to eight weeks is ideal. This could correspond to six to eight modules.
Take all the information you came up with in Step 3 and put it into six to eight modules! Each will need to have a goal and it needs to have some key points or outcomes.
Develop the course! How are you going to walk people through this step-by-step?
Don’t make the mistake to just think that now you’re ready to rock once Step 4 is done! Beta test your new program with five to ten people! This is really important because you don’t have to get it perfect, but you really need to get it going!
Don’t waste all your time developing some fancy signature program that doesn’t end up selling.
Now that you know the problem that you are going to solve and who it is for, go out and get beta testers to run through the new program! Now you’ll be able to develop it as you go and get feedback to adjust and tweak, where necessary.
As a recap, DON’T START WITH STEP NUMBER FOUR! Make sure you follow these 5 steps above and you’re going to develop a program that sells!
Let’s talk about making money in wellness and How to Nurture Leads Resulting in 50% More Revenue! I want you to reach and touch more people by making the money you desire and deserve. You can contribute in a bigger way when you reach that kind of success and that’s what I want for you!
I want to talk about the fact that when you nurture your leads, you actually increase the amount they spend with you by 50%! Stop leaving money on the table by not nurturing these relationships with your leads!
So what happens after you have a good nurture sequence going on with your leads through email marketing? You’ve sent a series of autoresponders to someone new who comes into your email list. But how do you continue providing value after that?
Let’s discuss some tips and a framework for your next steps.
I’ve spent money before on Facebook ads to generate leads. Than… I failed. I didn’t follow through and ended up making an investment that I didn’t manage to turn it into anything. This is why I know the kind of fatal errors and mistakes that can be made and what you have to do to fix them!
I’ve learned the hard way so you don’t have to!
Side note… it takes a lot more energy, effort, time and money to get a brand new client than it does to just nurture and build the relationship with existing leads and clients! I know you’ve heard that before!
Now is the time!
When I thought about what I was going to discuss, it got me to thinking about how I’ve handled existing clients, as well. I let those relationships fall off. I’ve done it! I’ve put in the effort to bring them in, back when I had my acupuncture practice, than I didn’t do anything to continue building the relationship. There was no ongoing communication!
I was leaving money on the table.
OK, I know what you’re thinking. You don’t have time for this. It takes too much time, Michelle! Or, you just don’t know what to say! You don’t have any idea what to send them week in and week out.
I’ve got your back.
I have a framework that works to delivery content. High-value content! To your leads, past clients, existing clients. All in a very short amount of time.
I’m going to tell you exactly what to write about so that they’re opening your emails and consuming that content that you’re putting out there!
This will bring in more revenue!
Here are the tips to lay out content on your website, your email marketing and your social media channels. All in about an hour a week!
Identify the Pain Point
Always write about topics that go back to the pain points of your target audience! What are they struggling with? How can you deliver an amazing outcome for them? Pick a pain point!
Here’s an example. Let’s say I work with people who suffer from migraines. One of their top complaints is light sensitivity. That’s your pain point! Done!
Break the pain point into four mini topics. It’s a framework! This will be an easy recipe to make sure you’re providing value to concepts that are top of mind for your target audience.
So for my pain point in the above example, my mini topics will be:
Communicate about the natural ways to soothe your tired eyes.
Smoothie recipes for eye health
Why sunglasses matter
A bedtime routine to improve sleep.
Done! All four topics relate back to my bigger pain point of light sensitivity.
Write a Weekly Blog About Your Four Mini Topics
Bam! Now I have content for a full month! Every Monday morning when I get to my computer, I know exactly what I need to execute on for that week!
Write a blog post about it, which can than be used in multiple ways!
Thirty minutes will be spent writing the blog, while the rest of the time will be used to communicate it out.
Put the blog post live on your website
Send it out to your email list with some teaser information in the email. Link back to your website for the entire blog for them to read.
Take snippets from the blog from different paragraphs and use them to post on Facebook or your other social media profiles!
Create a graphic that you can use with all of your social media, as well
Now you’re communicating this information in a different way, all week long! You’re leveraging your content!
This type of framework is so easy, you guys. It will allow you to nurture those leads on an ongoing basis. Continue to develop those relationships and speak to them about topics that are relevant so you’re not leaving money on the table!
I know you’re passionate about helping people and to help people realize there are other options, more alternatives available to them, beyond traditional medicine. So let’s get down to helping you make money so you can reach and touch more people and Increase Your Revenue by 75% With One Simple Idea.
I want to talk about the fact that building customer loyalty helps you immensely. Actually, it guarantees that you’re going to keep more clients in your business, which will make your revenues increase. In fact, your revenues will go up by the tune of 75%. This is documented!
I want to share a story about a customer experience I had. I saw an all-time favorite massage therapist at one point, and she always kept me coming back. Specifically, there was one thing this therapist did that was really above and beyond.
Clearly, I had amazing results with her. She was a great massage therapist. But the amazing outcome she could offer was specifically reducing tension and pain in my shoulders. It made me feel so relaxed and well cared for, but in addition, there was always a great customer experience that she orchestrated for me every time.
Every time I walked in, there was always someone there to greet me. They would offer me water or tea and I’d sit down on the cozy sofa in the waiting room, listening to lovely music playing. Essential oil would be diffused in the air and it honestly felt like I was hanging out with friends in my living room. This made me not mind waiting. Because, let’s face it. It was really comfortable, really cozy and was really warm and inviting!
But, I typically didn’t have to wait often, anyways.
Once I’d get into the therapy room, I’d select oils and relax on the table for a few minutes before we got started. This therapist was great at balancing between talking shop and letting me just check out. I like to talk shop, as it helps me unwind a bit, but then we’d get into the massage and she did this really, really well.
It was always a very consistent experience.
I never felt rushed, or more importantly, that she was rushed. There was always plenty of time before and after and the practice wasn’t jam packed with appointments.
Now… onto another experience.
A different massage therapist I saw got the job done, but it was completely the opposite experience from the other place. This therapist was part of a bigger yoga center that offered other therapies and services. They had retail and about 10 people at their front desk. It wasn’t cozy. While it was clean and well designed, it wasn’t warm and welcoming. It felt like a big place of business.
This therapist talked my ear off the whole time. There wasn’t tea, there wasn’t water. It was rushed. Everything was ran on the hour. If I’d say, “ouch” he’d say “No pain, no gain.” It was sterile, didn’t allow me to unwind and just wasn’t relaxing.
I want you to think about this.
This is what I mean when I talk about creating a great experience that will earn customer loyalty. While I went to the OK therapist a couple of times, the first therapist is the one I was really loyal to. When people would ask me for a referral, I’d refer them to my favorite. Everyone.
Why? Because she delivered an amazing outcome and a high-touch client experience. Over and over and over.
I am betting that if you think about your own experiences and why you go to certain places, you’ll see elements of this, as well.
Starbucks has had a great reputation when it comes to this type of experience. I’m a huge fan of Starbucks because no matter which location you go to, you’re always getting the same customer experience. They have created a powerful recipe that they are delivering over and over and over gain.
A lot of practitioners fail when it comes to this type of consistency.
But when you are consistent, you are delivering and engaging with all five senses. You create a memorable experience, which is going to cause people to say, stay and buy.
Say, Stay and Buy
These clients are going to talk about you in the marketplace. Referrals! They will share the fabulous experience they had with you .
They are going to become loyal and will only be taking their business to you.
Because of this loyalty, they are going to buy more products and services from you.
This is something I incorporated into my clinic immediately because I understood what customer experience was all about. When people experience this high-touch experience, they will literally feel and think differently about your business.
I had a client come in and left a review about her first visit, saying that she had been treated like a queen. Can you imagine having clients running around in the marketplace, telling people that they were treated like a king or queen at your place of business? That is powerful!
Building this kind of customer loyalty is going to guarantee that your clients will stay with you. And because you keep more of those clients, it will literally impact your bottom line to the tune of 75% more revenue!
They are going to say, stay and buy.
So how can you do this? I discussed earlier about incorporating the five senses. Let’s get deeper in this.
People are inundated with marketing messages, whether it’s from their phones, billboards, etc. Information is coming at them all day long. So how do you compete with that? How can you stay on top of their minds? By being memorable.
Think about how powerful your senses can be. When you smell something specific, it can take you right back to a wonderful memory or powerful moment.
You want to engage with the five senses so that you’re stored in their brains. It’s what people will see, hear, taste, touch and small when they’re engaging with you and your business.
Some things I did at my clinic:
Ample signage that’s clear and helps you get to the entrance
Really good parking upfront by the door
A receptionist who gives warm greetings when a client comes in
Give tours to all new clients
Offered tea or water
Music played, the same kind of music everyday
Essential oils were being diffused
Cozy chairs in waiting room and treatment rooms
All of these little touch points were thought out and thought how they would engage with the five senses. The goal was to make everything more memorable. I wanted to stay at the top of their minds and to create an unbelievable experience that would earn their loyalty. Consistently.
By doing this, you’ll increase your revenues by 75%.
Building customer loyalty is truly the answer to increasing revenue and making money in your wellness business.