Rainmaking: Six Keys to Success

Use these six keys to grow your private practice:

• Know what value you bring to your clients. Be able to express what you do in a manner that establishes you as a knowledgable and skilled expert.

 

• Master the art of getting in front of referral sources and/or prospective clients.  It doesn’t have to be “in person”.  It could be your website, a blog, social networking sites, a newsletter, an article, etc.

 

• Tune your radio onto your client’s favorite radio station: WIIFM (“What’s In It For Me?”). Make sure your presentation of treatment recommendations addresses your client’s concerns.

 

• Describe your services, your style, suggested procedures and the like in laymen’s terms, then add the positive outcomes the client will be working towards as part of your work together. Let your interest and, where appropriate, your enthusiasm show. Put warmth into your presentation.

 

• Use closing techniques that are natural for you and work well with your situation. Give your client choices and then “close” each step of the way. Don’t just leap to the end, get agreement on all the points that lead to a buying decision.

 

• Anticipate your client’s needs and offer services to meet those needs. Cultivate a good relationship so that it will be an on-going relationship – and one full of referrals.