This is a bit of a departure for me since I usually write about techniques. But we need clients to do those techniques on! I’m knee deep in a brand new venture, “How to Create a Waiting-List Practice” which is being beta-tested right now. Here’s an excerpt from the training manual.
Recently I had a “sales” conversation. It was a serendipitous chance encounter with an acquaintance of mine at the gym. I was having a knee issue and my PT suggested I use the stationary bike instead of the treadmill. On the bike next to me was a man I know socially. We struck up a conversation. I said that I don’t really like the bike but I was obeying my PT. Commiserating with me, my acquaintance said that he thought he had a rotator cuff injury.
I asked him to tell me more about his symptoms. He did. I then asked him some direct questions: “How is this impacting your daily life? and “What is the one thing you’d like to be able to do that you can’t”. I gathered information.
After hearing his answers I concluded we were a good fit. I explained that I was a massage therapist and specialized in rotator cuff injuries. He jumped on it and asked if I had any openings that day. One of my clients had canceled so I was able to fit him in. He bought a package that day!
Notice that I listened deeply before I ever mentioned I was a massage therapist and have a strong skill set in treating rotator cuff injuries.
Below is a guideline to effective communication to prospective clients. This heart-centered approach is a perfect match for LMTs! (Adapted from Tommi Wolfe’s Top Business Coach Training.)
What’s your number one challenge with filling your practice with 5 star fabulous clients? Email me at in**@ma*****************.com