How not to sound desperate when looking for bookings in your diary
A busy live online workshop this morning “Adding Value Not Discount For Your Clients” where we discussed why discounting is not good for your therapy practice.
Your diary is looking very empty – you are going through a quiet period, you are not making enough money to cover your room rent, you are not meeting your targets and you just don’t have enough clients!
You’re frantically trying to sell stuff to make ends meet – you want the business. ANY business – you’re putting yourself out there to anyone.
You’re dropping prices left, right and centre, creating offers, discounting…….
People can smell it a mile off – the smell of desperation.
There is nothing more off-putting to prospective customers than a therapist who is clearly desperate for business.
In their mind, they’re thinking ‘why is she so desperate?’, ‘is she so bad that no-one is booking off her?’, ‘she’s trying TOO hard for this, it feels a bit uncomfortable’.
You’re giving off all the wrong vibes.
Who would you rather buy from?
A) A therapist who is confident and sure of herself, who clearly knows her stuff, is an expert in their field and who isn’t by any means the cheapest out there but who has great testimonials and obviously offers a great service. OR
B) A nervous, desperate person who clearly needs your business and is willing to do ANYTHING to get it. Offering to help with all sorts of ailments, but nothing specific, speaking to everyone but not saying really anything, they can just help.
Now, some people will be attracted to therapist B – but they are going to be people who want CHEAP. People who want therapists that don’t really value themselves, won’t value them either because they can cancel last minute or not even show up.
The people who are attracted to therapist A want a professional therapist, someone who is very clear about what they offer and who is confident in their ability to do an excellent job. They meet specific training and standards and are particular about customer care. A client will even pay a bit extra to work with this therapist because she’s clearly worth it.
Which type of client would you prefer to attract? The client who value you or the discounters, who only want wants on offer?
So how do you ditch the desperation but still need the bookings?
Well, first of all, you stop selling discounts. You stop telling yourself that people can’t afford you.
Instead, you tell the outside world how wonderful you are and why they must book you, educate them, help them, share your expertise. Add value to your therapies, make them sound special with what you are giving them.
Do you see the difference in the vibes?
You may be running around like a headless chicken but to everyone else, you are a calm, confident therapist who they aspire to be.
You need to keep telling yourself that you are amazing value.
You are an expert.
You are awesome
Tell it to yourself until you believe it because you ARE.
Don’t drop your prices. Don’t go after any old rubbish clients. Target your ideal clients.
Change the energy around you.
Change the vibes you’re giving off.
Find positivity in the smallest things.
Start to appreciate what you have.
I made all those discounts, ½ price offers, giving stuff away and I worked so hard that not only did I not make enough money, but I also suffered from burnout and had to review my therapy business.
I had to put my prices up, stop discounting and value myself. Yes, I lost some clients but not those that valued me or loved what I did. The clients that valued me are still with me now, some of them ongoing for 15 years!
And if I can do it, so can you.