As allied health and rehabilitation professionals, we are often asked to provide solution focused intervention. I don’t think we really spend a lot of time thinking about what that means; we simply get on with doing what we do best – making a difference in people’s lives by providing… that’s right – SOLUTIONS.
‘How does this relate to marketing?’ I hear you ask. Well, good question. It relates perfectly, because if you know how to offer a solution to a client, then you know how to market yourself and your services. No more arguing with yourself (or me) – you are actually a marketer.
I am very grateful for being able to read an article written by Jason Leister “How to Grow a client” (JasonLeister.com) that was sent to me by http://www.earlytorise.com/ on 21 Feb 2012. In reading his article, I felt as though I had found someone who could articulate what I have been doing and encouraging other professionals and consultants to do for years,
This is where marketing as Rehabilitation Professionals starts……
When you can solve a client’s problem better than anyone else, you’ve made a big step toward success.
Jason cleverly discusses how to “Grow a client”. What he identifies is the need to create a system where you can “pull” (I say attract) potential customers to you.
This pull is a slow, gentle pull that allows your potential customers to KNOW you, LIKE you and TRUST you.
When customers or potential customers show up in your world, this means you are doing or have done something to attract them. For us as allied health professionals and Consultants, customers most often turn up through word of mouth. What is the best way to get a word of mouth referral? Do an exceptional job on a difficult case. Do a superb job and you will get you noticed. Simply solve a problem.
Conversely, if you have customers who balk at your fees, are annoying to work with and just make you a little bit crazy, then you need to ask ‘how have I attracted them?’ Jason pulls no punches and suggests something in your attraction process lead them to think their behaviour was acceptable to you. This is certainly worth thinking about and changing rather than lamenting and becoming resentful.
So understand this – marketing to prospective customers will take time. However, there’s not too much more work to be done if you are doing a great job. Solving a problem and developing relationships with prospective customers are relationships that will be nurtured and allowed to grow. However, you do need to tend this relationship; it does requiring nourishment from you.
Now, to do this well, effectively and efficiently, you will need a system. But that’s OK, a system is all about doing the same thing consistently.
Start with what you know – solve a problem.
Have a great week
Jo from Purple Co
About the Author
Jo Muirhead | Passionate Rehabilitation Consultant | Trainer | Mentor
Jo Muirhead is the founder of Purple Co, the Purpose for People Company. She has 18 years experience as a Rehabilitation Consultant and is passionate about changing lives, and about empowering Rehabilitation and allied health Professionals to build successful and sustainable consulting practices.
Purple@purposeforpeople.com.au | www.purposeforpeople.com.au