When we help others to get busier and have more clients we get busier and have more clients. When we give to others the universe ends up giving to us and practitioners will want to refer back to you. It sounds like a simple philosophy but it is what helped me build my clinic business. Remember I built a highly successful clinic business with no advertising and no discounting all through referral business. Now this is not just referrals from clients but in the beginning it mainly came from my internal networking within the clinic itself.
If you don’t work in a large clinic or you work from home why not network with other practitioners in the area who complement your modality. Make a list of practitioners in your area and give them a call with a view to meeting up to discuss how you can help them to get busier.
Before you go and meet other practitioners I would recommend that you make sure you understand three things about you and your business;
1. Who is your perfect client? This might include age, gender, psychological types etc… The perfect referral for me was a client that was not progressing as fast as they possibly could or you would expect to. I would then give them a kick-start and send them back to the referring practitioner. I was known as the trouble shooter and when all else fails send them to Marcus.
2. What is your specialty, your ‘Guru-ness’? What are the types of disease or issues you LOVE to treat? What type of client is naturally attracted to you? What other specialties have you been educated in? What are you a guru in, or what do you want to be a guru in? Some of this might come from your essence the thing that makes you, you!
3. How do you work? Is there a special way you like to work? I personally like to see clients over a 90 day period and work with them weekly for the first month, fortnightly for the next two months. I work energetically with a focus on the psychology of disease.
These are the same questions that you will want to ask the other practitioner so be prepared for them to ask the same back of you. In my experience when you go into a practitioner meeting with the energy of wanting to find out about them, with a view to getting them more clients, magic happens.
It is also important to be crystal clear about you and your business as the more precise and clear you are the easier it is to refer business to you. Anything that will help the other practitioner to remember you is going to be important. Just like being the trouble shooter and when all else fails send them to me. This is something very easy to remember and will remain front of mind when in front of clients who are not moving forward.
One of the things that I affirm in these meetings is that I always refer the client back to their original practitioner. One of the biggest fears most practitioners seem to have is if they refer to another practitioner then they will loose that client. A little funny really considering it should be all about the client. So if the client needs to see someone else, for whatever reason, then we should actively refer. It is possible to refer to a similar modality of someone who specialises in something you don’t. In this way practitioners can work together for better client outcomes.
So where can you begin to start internal networking? Make a list of practitioners in your clinic and also in the surrounding area and systematically go and see each one. Make the call, be clear and go meet some other amazing practitioners you never know you may actually learn something.
Have fun building your clinic business and may you double your clients in the next 90 days…
Cheers Marcus
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