Know yourself and your Ideal Client
The first thing to do is put yourself in
your potential clients’ shoes.
What do they need to know about you that would make
them pick up the phone and call for an appointment?
Start where your visitors start. The questions to ask yourself is what
solution do you provide or what problems do you solve for people. As a massage therapist or other health
professional, the answer is usually something like “I provide a framework for
healing” or more specifically “I assist clients in learning about their pain or
health condition” or quite simply “I do massage”.
What information would people need to
know about you to make
the call for an appointment? One of the biggest things
they usually want to know is can you deal with whatever condition they have or
have you had other clients with the same sort of things. They want to know that
you are an expert in what they are dealing with.
Attracting new clients from the internet
or through any advertising in a service related business is not about selling.
It is about getting people to trust and know you enough that they will pick up
the phone and call. That is your most wanted response (MWR). It is about
Pre-selling as Ken Envoy says in his free class called
Service Sellers Masters. Pre-selling is really building credibility by
providing content on your web site – information that everyone wants to know.
You need to become the expert for everyone – solving their problems or enriching
their lives.
The
Service Sellers Masters class helps you create a sketch of what it is that
you do and what makes you different from everyone else doing massage. It asks
you to define your service, your client and combine the two to get your Valuable
Preselling proposition (VPP). Defining what you do can be a challenge as our
work is sometimes indescribable. Most people really don’t know what it means to
them when you say you do cranio-sacral therapy, energy work, Rolfing or many of
the types of therapy we have training in. Each type of therapy you do needs to
have a few pages of text about all aspects of the technique - or whatever number
of pages it takes to thoroughly explain what it is that you do with that
technique.
Defining your ideal client begins with
the steps that are outlined in the
Service Sellers Master class such as narrowing down a certain population
that you work with. You can take it farther than that and include in your ideal
client profile things that they value. What do they appreciate? Your ideal
client should value their health above all else and be willing to part with
money in exchange for your assistance in getting healthy and healing. They
should appreciate you and your work. This type of ideal client will fit more
closely to what you value and appreciate which is the framework for creating a
successful business – one that is financially, emotionally and spiritually
rewarding.
Combining the two – what you do and your
ideal client and creating a website that provides content with the intention of
building a connection and trust, will give potential clients an idea of what it
is that you can do for them. Ideally, creating a one or two sentence statement
about what you do or what is also called a Unique Selling Proposition will make
it clear to potential clients what it is that sets you aside from everyone else.
|
New
Online Class - How to create a Website for your massage
business that will get your site to the top of the search engines
and get people to click on your listing and get the client to call!
12 weeks online class. Includes web hosting
for 1 year.
Includes information on how to make money with
your website while you are busy doing massage.
For more information |
