When coaching Practitioner to build a sustainable Practice, one area I always address is their mindset. Specifically, how they view others in their field and those that practice other modalities and are they open to create relationships with other Practitioners.  

You see, it's my strong belief that it is in your best interest to foster good relationships with Practitioners both in conventional medicine and the holistic field.   Firstly, you can actually increase your referrals when you make connections and reach out to other professionals.

But also you are expanding your reputation as a stellar, classy Practitioner, one who is not threatened by others but who seeks to be of service both to your clients and to your colleagues.   

So how do you conduct your business and view other Practitioners, both in alternative and conventional medicine... are you coming across as a collaborator or a competitor? 

Take my short quiz to find out! 

1. When you see an advertisement or a post on Facebook by a Practitioner in your field (ie: acupuncturist, EFT Practitioner, Nutritionist,) or a new Practitioner opens an office in your town, do you get a sinking feeling there are too many of your colleagues and not enough clients to go around?
 

2. Do you cringe at the thought of seeking referrals from conventional doctors and nurse Practitioners because you feel, 'they won't understand what I do' or 'they're just into drugs and surgery?'
 
 
3. Do you have ideas of how you can do joint venture projects with other Holistic Practitioners (retreats, workshops, teleclass, an educational product, etc.) but are afraid your clients will leave your treatments/sessions and start going to the Practitioner if they learn about him/her?
 
 
4. You've learned (possibly from taking the class: How To Gain Referrals) that  Holistic Practitioners practicing a different modality would be a great source of referrals, but are afraid to approach them because you don't want to look needy or desperate for clients or patients?
 
How did you do? Did you answer 'YES' to one or more of the questions above? If so, know you are not alone... AND you probably have room to strengthen your "collaboration muscles."

Firstly, remember most Practitioners are good, caring people (yes MD's and conventional Practitioners too! They aren't the enemy, really they're not **smile**)  That is why they choose a profession of service.  See them as your equals and treat them with respect.

Learn how to ask for referrals in a diplomatic, professional way. Often others would be open to referring to you and probably would love to have your referrals, but they have not been approached or hesitant to approach others themselves. Take a look at the class that shows you how.

Foster an abundant mindset. YES there really are more than enough clients to go around. Folks have problems (health, emotional, etc.) where ever you go... it's a part of being human. These people are looking for you and your solution but remember being a Pollyanna that thinks 'clients drop from the sky' is not enough. Make sure all of your marketing (from answering the question "so what do you to?" to your website, brochure or business card) speaks to their problem and why they should come to you.

Create a solid marketing plan, I call it your marketing wheel. These are simple strategies you do on a consistent basis to draw clients to you. This will reduce the "feast or famine" syndrome  when it comes to clients and therefore reduce your fear that there isn't enough clients for everyone. If you don't know where to start, get support.

Lastly see this as an opportunity to connect with some really great people. You never know where these connections will lead, both personally and professionally.

Will you give it a go and let me know how it goes? Leave your comments- thanks!

(c) 2010 AnaMaria Herrera

About the author: AnaMaria Herrera, Online Marketer and Director of Practice Building Institute publishes 'Practice Building Success' teaching Holistic Practitioners how to get clients and build their practice. For a f*ree audio and resources go to: http://www.PracticeBuildingInstitute.com

I love when my sister, Francine visits. We have a similar goofy humor style, love of clothes and constantly swap our favorite food recipes. Francine is a pilates and yoga instructor in Los Angeles, and when I'm needing a good stretch I call my little sister for help. Some people have thought we are twins... what do you think?

While we have similarities, we have a lot of differences. For starters, I'm 12 years her senior. And while we are both considered in the 'health care or personal care' field are practices are completely different.

I was reminded on how many Practitioners there are in the personal care or holistic health care field and yet how important it is for us to stand out, be proud of our differences and really create what I call 'your own flavor' of your Practice.

I'll be writing a post shortly on how YOU can stand out and get noticed amongst colleagues and 'competitors' and feel confident about what you offer. Stay tuned.

Until then, I would love to know what you struggle with when it comes to standing out amongst others. Afraid it will appear that you are full of yourself and bragging to others? Worried what your colleagues will think? Hit the 'comment' tab and let me know.

Over the years I've been a business coach, I’ve found that having simple policies and procedures help create a safe and healthy Practice for you and your clients.

But many Practitioners become well-trained in their modality and will take workshop after workshop on their modality (ie: Acupuncture, EFT, Hypnotherapy, etc.) but they’re not taught the essentials of creating simple systems in their Practice, which assists in creating a professional experience for their clients and a safe, solid Practice for years to come.

Sometimes Practitioners will tell me “Oh, I don’t have a physical office space, I just do phone sessions” or “I'm just an Acupuncturist, or EFT Practitioner, it's not like I'm a M.D. AnaMaria!” and therefore they feel it’s not necessary to have procedures in place: such as how you do things in your Practice or how you track referrals.

I’ve also heard Practitioners say, “Oh, I’ll wait until I get busier to look into this.” We get busier and gain more clients by having systems such as policies and procedures in place.

Some Practitioners that are very busy and are juggling their patients/clients and employees will protest and say, "AnaMaria I have so much to do! I don't have TIME or energy to create procedures and write down what I do or where I get referrals!"

Here’s a favorite saying of mine that I tell the Practitioners I coach:

                        “Make decisions NOW on how you want your Practice to BE”

 This means the decisions you are making (and not making!) are actually determining how many clients you will have and how successful you will be both now and in the future.You’re setting up yourself and your practice successfully from the beginning, not just in the short term but for years to come.

Here’s why it’s essential to have your simple systems in place:

• Clients feel they are in good, professional hands. When you have forms that state what you do and what you don’t do, people feel more comfortable and safe with you. You also make a great impression from your first contact with your client.

• You save time and money. When you know exactly what forms to pass to a new client, or when someone asks “how do I work with you?” and you effortlessly share the next steps, it becomes very seamless.  You then follow the steps you’ve set up and aren’t wasting valuable time or energy wondering what to do.

• You’ll have little to no complaints or grievances from clients as your simple systems communicate clearly your service and your boundaries.

• You'll be able to focus on doing your unique brilliance: your Brilliant Work. You’re here for a purpose: to serve clients and experience the fulfillment and joy of expressing your unique gifts. This is your brilliance work. So having simple systems in place helps you focus on your brilliance work and marketing your practice (so you have clients to serve) and less in administrative roles.

Your Assignment:

Start to write down your simple systems. For example, start creating a simple method to track referrals so you can see exactly WHO is referring clients to you. Make sure and have a way to acknowledge them so they love to send people your way. Also start to write down what you're doing for marketing so you can see what is working and what is not. You'll be glad you did!

Having trouble getting referrals in the first place? You're not the only one. The good news is I've got this covered in our class: How to Attract More Referrals so You Can Expand Your Practice Now!  No need to to be a Lone Ranger in your practice you can get expert help but you deserve:  CLICK HERE FOR DETAILS

I'd love to know how this resonates with you and your comments. Please leave your thoughts - and thanks!

(c) 2010 AnaMaria Herrera

About the author: AnaMaria Herrera, Online Marketer and Director of Practice Building Institute publishes 'Practice Building Success' teaching Holistic Practitioners how to get clients and build their practice. For a f*ree audio and resources go to: http://www.PracticeBuildingInstitute.com

Are you ready to build your practice faster smarter and with the least amount of effort?

Having a Referral Marketing Program is good for business AND good for your clients.  The less time you spend doing outside marketing the better service and attention your clients receive.  They will love helping you grow your practice after you implement the ideas you will learn in this training.

Attend this teleseminar and discover:

    * How to train your clients so they love to give you referrals    
    * How to ASK for referrals using effective language that opens up the client instead of shutting them down
    * How to receive referrals from professionals in related businesses including doctors, massage therapists, etc  

Jobie Summer is known as the "Referral Queen" and after nearly 15 years of conducting a referral based practice and teaching other advisors to do the same she now shares these secrets with other professionals. This call is FR*EE for all Success Circle members. Not a member? You can get this audio, past calls, detailed notes and 1 month in the membership for only 9.95. C^lick here for details: http://snipurl.com/lh0ly

I still remember when I met Susanna in fourth grade. She had a different style of clothes and hair than other kids and came from the big city of Los Angeles. We became fast friends. When I see her mother Sandy she will remark, "I still remember when you made Susanna feel comfortable when we arrived that first year, that year was tough for us... thank you so making her feel welcomed."  

This last weekend we enjoyed a meal, only a few blocks from our old school Holy Cross. While it was so many years ago I do remember Susanna standing in the doorway of the classroom probably hoping for someone to invite her in.

I started to reflect about our new clients; so often they are in a vulnerable state having a problem or challenge (whether emotional or physical) often for many weeks, months and sometimes years. It's imperative that they feel welcomed from their first contact with us.  

I just wrote a post and share idea to ensure that your new clients are welcomed, remain loyal to our treatments and follow through and feel they are in good hands.  

I'm very excited for the upcoming special tele-class How to Attract More Referrals so
You Can Expand Your Practice Now. Jobie Summer known as "the Referral Queen"  will be sharing her strategies and what she's learned over the many years assisting service professionals. Getting referrals is one of the easiest ways to develop their practice but it also does it also can be frustrating if you don't know how to ask for referrals properly.

I highly recommend attending this class you will learn strategies you can use right away.  Check out details.

First impressions count, as the saying goes. It's true on the first date, or when a student is to be interviewed by a college and it certainly is true in our profession for Holistic Practitioners. We need to have an eye for the small details that make a big difference and positive impression.

Don't worry you don't have to roll out the red carpet!  This isn't about being showy or pretentious. It's about making small touches that make a big difference when a new patient or clients begins to work with us.

It's these small touches that make people feel,"he/she knows what they're doing, I'm in good hands." One of the first steps to ensure this loyal fan base is by making sure to welcome them from your first point of contact.

The other reason it's important to have welcoming signs out for your clients is after they have booked a session or treatment they might hang up the phone and think to themselves:

"Did I make the right decision?" Yes, good ol' buyers remorse that kicks in! Even though they aren't buying a house or car, all of us get that niggly little doubt wondering if we're doing the right thing or choosing the right Practitioner.

Here are some ideas that you can implement to make a new clients feel welcomed and affirm that they've made the right decision in choosing to work with you.

Being personable via e-mail
Potential clients will often e-mail me since I have a strong online presence and ask about sessions. I usually greet them warmly in one sentence, "Priscilla, thank you for requesting information to work with me.." OR "Priscilla, nice to meet you! I'm happy to see how I can assist you..." and of course I tell them the next steps to working with me. I'm brief, but cordial and warm.


Your first verbal contact
When you have a new client on the phone for the first time. Be cordial, warm but of course always be the leader. Start by telling them you've been looking forward to connecting with them or ask them how they got to know about you.


A welcome packet
Don't be daunted by the word 'packet.' This doesn't have to be loads of paperwork or a binder of information. This could simply be one or two sheets of paper giving them tips of how to get the most out of your sessions. (By the way, if you're wondering what you should be giving your new clients, I cover this in detail in my popular class: Policies, Procedures and Forms.) It could be a page of FAQ's from new clients. Or you can give them a magnetic business card to put on the refrigerator.


Your office
If you have a physical office where you see your clients I want you to take look from their viewpoint- the waiting room. I highly encourage you every once in a while to sit down in the waiting room and take a look around. Are their cobwebs in the corners? Is the waiting room inviting and warm? Would the atmosphere enhanced by some soft music? It's important that the space is inviting as well as clean and orderly.


Your staff
Remember your staff is an extension of you. How does your staff greet your clients? Are they helpful and warm when the patient asked questions? Did he look refreshed, energetic and eager to help? If not have a conversation with your staff about the importance of making each new patient and returning client feel welcomed.

Just like putting out a welcome mat on a front door, putting in place these small signs of welcome are subtle yet powerful ways to create loyal, satisfied fans for you and your Practice.

Try them and see the results yourself!

By the way, if you want to boost your Practice you'll definately want to check out the upcoming special tele-class How to Attract More Referrals so You Can Expand Your Practice Now. Jobie Summer known as "the Referral Queen"  will be sharing her strategies and what she's learned over the many years assisting service professionals. Getting referrals is one of the easiest ways to develop their practice but it also does it also can be frustrating if you don't know how to ask for referrals properly. I highly recommend attending this class you will learn strategies you can use right away.  Check out details here.

I'd love to know how this resonates with you and your comments. Please leave your thoughts - and thanks!

(c) 2010 AnaMaria Herrera

About the author: AnaMaria Herrera, Online Marketer and Director of Practice Building Institute publishes 'Practice Building Success' teaching Holistic Practitioners how to get clients and build their practice. For a f*ree audio and resources go to: http://www.PracticeBuildingInstitute.com

Is this the year that you're going to develop your Practice or take your existing Practice to a more successful level? As you know any goal or desire starts with the first step, and in that first step is a decision. So congratulations!  

 You're probably excited as well as a little nervous about how you will carry out this desire to attract more clients and have a more successful practice. While enthusiasm and excitement are definitely needed for launching any enterprise, laying down a solid foundation is not only important: it's crucial. 

Over the years I've seen Holistic Practitioners start out the year like gangbusters getting very excited to attract clients. And I've also seen these same Practitioners lose that initial enthusiasm and in a few short months start to fizzle out and let go of their desire.

It saddens me because over 20+ years of being in the field there's actually some simple steps to ensure that you have consistency throughout the year. As you've heard me say before building a Practice is not rocket science; however it does require crucial elements to be in place so that you can sustain the initial excitement.  

Here are some areas to explore and develop to ensure success in this coming year and beyond and help you to stay focused on your vision:   

Get Clear on your "Why's"
Write down the reasons why you our choosing to develop and create a successful Practice.

Here are some reasons that I often hear from the private clients that I coach:  
To be at home with your kids or have more time with your spouse/significant other
Creating something that is uniquely yours
Make a substantially larger income
Be able to work for themselves
Assist other people with their challenges
Be able to have your own source of income (outside of your partners)

It is crucial to become clear with your internal motivations. Why is this important? Invariably you will have the challenges in your Practice. In those times, getting in touch with the reasons why you started your enterprise in the first place will excite and compel you to keep going!

Create your Support Cast Members  
For a moment, imagine an actress or actor. In the wings of the stage, are supportive characters there to give the main actress support when they need boost. And like successful actors they require special tutoring and guidance. They get instruction from coaches, people that will offer objective feedback. The same is true for Holistic Practitioners. Be open to develop the support so you can brainstorm new strategies and receive practical advice.

Also be open, to having a mastermind partner or what I call a "practice building partner." This is a colleague or two that you could be in touch with other regular basis. It's imperative that you do not feel alone while the process of attracting clients or marketing your practice

Enjoy the process

While having your own business requires discipline and diligence, it doesn't mean that you can't have fun! Celebrate your wins! Calling a new joint venture partner, finishing the first chapter of your book, scoring a great ideal client, writing down the vision for your business, starting a blog or ezine, these are all milestones in your enterprise! Give yourself a well-deserved pat on the back, share your accomplishments with others and reward yourself for your achievements, however big or small they appear.

Discovering your unique way of marketing yourself is a process, so relax and enjoy the journey! Know that with each action you take, you are one step closer to creating the Practice of your dreams.  

Do you want your support team to assist you to gain more clients? I'd love to help. Join our Success Circle where I'll show you exactly how to clear these blocks and build your Practice in an authentic way. Visit this site for more info.    

(c) 2010 AnaMaria Herrera, EFT Practitioner, Classical Homeopath and Expert Marketer

Many Holistic Practitioners start out by offering single sessions which is a great way to begin your practice. However many potential clients and patients might not be ready to buy a session with you and you might be losing valuable customers.

You also have loyal customers that have experienced your sessions and are thinking to themselves… this is really good, what else does he or she offer?

Creating e-books, audios and offering teleclasses and workshops are just some of the exciting ways to start creating your product and services menu, and it’s a lot easier than you think when you’re shown how.

In this class, you'll discover:

• How to give your client options of ways to work with you so they hire you right away
• How to start to build this menu and start offering a variety of products and services that you’re excited to create and your customers thrilled to buy.
• Why offering your expertise in different ways puts clients in a place of choice (which they love!)

This call is FR*EE for all Success Circle members. Not a member? You can get this audio, past calls, detailed notes and 1 month in the membership for only 9.95. C^lick here for details: http://snipurl.com/lh0ly

Picture this: you're sitting at your favorite restaurant and you order the usual entrée that you always order.

It's delivered promptly and you start enjoying the meal but halfway through you feeling like you want more. Maybe a side salad or a nice glass of wine or maybe you're thinking of dessert as you are finishing up and want to take a look at the desert menu.

You try to wave down your waiter but he's busy going from table to table. He isn't trying to neglect you on purpose, he's just busy and assumes you're fine with your entrée and your taken care of

But we all know what they say about assuming!

Little does he know you want to purchase more, which would leave you a more satisfied customer and his wallet more full.

You might be wondering what this analogy has to do with you.

As Practitioners we're often busy juggling our personal life and professional one. We see clients and patients throughout the day as well as attending to administrative tasks or overseeing staff. We also are marketing our Practice so we have a full roster of clients.

We are often like that waitress doing all the things needing to be done to keep our practice running. But little do we realize or are we aware that clients are raising their hands and silently wondering: "What else do you have to offer?"

They might not be asking you this question because they haven't thought to ask. Or they might just think if you have more to offer you will let them know.

So this Practice Building article is about finding out from your clients what they want and giving it to them. And it all starts with asking. You see the crucial point here is making sure it's something they want, not something you just want to sell them. In the Success Circle, I talk about this important step of finding out exactly what they want, so you don't offer them something they don't buy

There are many easy ways to find out what your current clients and potential clients want.

You can send out a quick e-mail survey asking them is there any other products or services you would like to see you offer.

You can also have a suggestion box in your office. Often times clients and patients will have a simple suggestion that's easy to implement and inexpensive, but you have to ask to find out.

You can also gather a few of your best clients and patients on the phone or meet for coffee or tea. Explain in an e-mail or give them a call and tell them you're in the process of expanding your practice and want to know what other services would assist them. 

Asking your clients what they need and how you can further help, is anything but pushy or salesy.

On the contrary, it shows you're a Practitioner that's concerned and values the opinion and suggestions of your clients. I promise when you get in the habit of checking in with your clients in this way, it boosts their loyalty to you, increases your income and fosters a longer lasting connection with your clientele.

It's a win-win situation all the way around! Try it and let me know how it goes.

Creating e-books, audios and offering teleclasses and workshops are just some of the exciting ways to start creating your product and services menu, and it’s a lot easier than you think when you’re shown how.

Oh, if you need help creating offerings your clients are thrilled to buy,  check out my popular class: "CREATING YOUR PRODUCT AND SERVICES MENU"

A few weeks ago a good friend of mine, Philip, came and visited me from Canada.

We had a great time around Santa Barbara and one of my absolute favorite things to do is to take out-of-town guests to the wine country. One of the things I felt so blessed if being a business owner I can determine my own schedule and take off when I want..

Here I am with a picnic lunch at Kohler winery; this picnic basket is full of goodies grilled turkey sandwiches, my favorite baked potato chips, a a hearty salad and a couple of crisp Pink Lady apples for dessert. Philip is an avid photographer and took some pretty nice pics.

If you're ever in Santa Barbara County I highly recommend taking a trip to the wine country and do some wine tasting. But I have to warn you... you won't want to leave!