by ashley.marzullo | Oct 30, 2016 | Front Page, Press Release
Being in private practice, you probably find yourself too often worrying about where your next client will come from. The whole process of getting enough clients seems random and out of control. And when you decide to focus on finding more private pay clients, the thought of filling your book seems even more scary and overwhelming. You know they’re out there, but you just don’t know where to look or how to start getting those private-pay clients through the door. In general, if you want to get clients, you’ve got to get noticed. People need to know why you are the best option for them. All of your marketing must answer the BIG question – “Why, given all of my choices (including doing nothing at all), should I do business with YOU?” The message you send in your marketing will be much more efficient and effective when you are “rock solid” about 3 critical things. Who you are, and what you do. When people ask what you do, don’t answer with your job title or description. Be prepared to give them the information they need, to know if you are for them. Tell them whom you serve and what BIG result people get when they work with you. Here is an example: “I help people with panic disorder take their lives back from their anxiety so they can live their best lives”. People who hear this from you immediately know if you are what they need Why you do it. You can reinforce and clarify your message by letting people know what you stand for, and why you get up in...
by ashley.marzullo | Aug 29, 2016 | Front Page, Uncategorized
If you want to own a successful private practice, you must learn to sell. Learning to sell doesn’t mean getting people to buy used cars or encyclopedias. Learning to sell means that you get good at helping your customer (referrer) understand and overcome fear. Many therapists are very uncomfortable with the whole idea of selling. Somehow it doesn’t quite feel ethical or professional to them. I think the word “sell” seems like just another 4-letter word – something we should avoid. It’s just a word. Think about it this way – if you believe that you are truly meant to help others, you have a responsibility to let them know that you are there for them. You might be the best therapist in the world, but if those who need you don’t know whom you are, where to find you, or how to do business with you, you can’t help them. So, from a business perspective (acknowledging that your desire to help others is very important to you), consider the following lessons when it comes to getting more clients for your private practice. Most people have a fear of buying: people like to buy, but they hate to be sold! Your conversations and stories should help people to understand that you have benefits they want and need so they will want to BUY from you When you hear “no” from your prospective clients or prospective referrers, it is very rarely a “no” because they don’t want to do business with you. It shouldn’t end there. For both of your sakes, you need to better understand their true objections, and then help them...
by ashley.marzullo | Jul 28, 2016 | Front Page, Uncategorized
Are you still “on the fence” when it comes to integrating Online Therapy into your private practice? Although the topic itself can be somewhat controversial (from a theoretical perspective), just the idea of doing it might be compelling and yet somewhat overwhelming at the same time. Here are just a few of the advantages associated with providing Online Therapy as one service you provide within your private practice: You can provide services for those who could not otherwise have access to you You can expand your market to your entire state of licensure, instead of your local area You will have an option for clients who may call at the last minute to cancel because of childcare issues, car problems, or work commitments You don’t have to lose a day to inclement weather or when you are not able to get into the office for whatever reason You can work from home or when you are away, if you like First, you’ll need to find out the laws and ethics of Online Therapy (or tele mental health) for your state and your discipline. These parameters are ever changing, so keep up with any new rules as they are set forth. Know when and where you are able to provide online services. Find out the definition of Online Therapy in your state — Can you just use the phone or do you need to be face-to-face, online? Does the initial assessment have to be face–to-face in the office, or can you do that online as well? Can you provide Online Therapy for someone who is a resident of the state...
by ashley.marzullo | Jun 13, 2016 | Front Page
When I’m coaching counselors on how to build successful private practices, the number one question I hear is: “Where/How will I find enough clients?” The fear of hanging out your shingle and sitting in your office waiting for the phone to ring weighs heavy on the hearts of many of the brave souls who are venturing out on their own. Once you’ve chosen a target market (or two), you can now take the biggest, and potentially the most important step in growing your business. You are now able to identify the “Gatekeepers” of your target market. Gatekeepers are those folks who have access to, and influence over your target market. They are able to send you lots of referrals; they are able to get you in front of a lot of your potential clients; or they are able to help you build your credibility in the eyes of your target market. Here are 5 steps for how to identify the Gatekeepers of YOUR target market, and utilize them when you are building your practice… Determine where your target market “hangs out”. What do they read; what websites do they visit; with what other professionals in the community do they have contact/relationships? Do some research and make a list of these people/places/sites who are the Gatekeepers Create a plan of action. Break down the list into manageable pieces. Consider how you will reach out to the people on the short list – i.e. phone, email, or snail mail. Set up a calendar of when you will reach out, and when you will follow up with each of these outreach efforts...
by ashley.marzullo | May 16, 2016 | Front Page
Selling the Couch For me, starting a private practice was nerve wracking and scary. I listened to these podcasts for the first time while I was painting my newly rented office space. Melvin’s interviews, emails, and website have helped me in numerous ways. For anyone looking to get some fresh perspectives and encouragement as a mental health counselor in general, I recommend his resources. -Weston Martin, Board...
