Are You The Answer To The “BIG QUESTION”?
How do you answer the BIG QUESTION? The question each of us either out loud or in our minds, each time we must choose with whom we will do business.
“Given all of the options, including doing nothing at all, why would I want to do business with YOU?”
This question is a huge consideration for your prospective clients and your potential referrers.
WHY, should someone want to do business with you? Sometimes it is clear-cut. Perhaps you are a great clinician — you specialize in just what the client needs — that is WHY. Perhaps you are the only clinician within walking distance of your clients — that is WHY. At other times, it may not be so clear-cut.
Let’s say your client lives within 5 miles of 100 therapists, all who work with issues of depression. Now WHY should they choose you? What sets you apart? What makes you the best choice?
Perhaps your name is the one your client got from her primary physician. Perhaps yours is the name the potential client was given by a co-worker three years ago. Perhaps she’s seen your name in relation to community workshops you’ve been doing lately.
The big message here is that you have to set yourself apart from the pack. We get to do that in session by providing quality services and great value to our clients, and that’s great once you get them in the door.
Start thinking about how you will set yourself apart to those you’ve not yet met. What can you do to establish credibility and trust with your target market as a way to help them answer their “BIG QUESTION”?
Is there some writing or speaking you can do to get known as an expert in your field? Are there influential people in your market who will be happy to recommend you?
Who do you want to meet this week? Who will be happy to pass along your name to someone in need of your services? What do you want to do this month to let folks know that you have the answer to their “BIG QUESTION”?
Deb Legge, PhD CRC LMHC
Dr. Legge is known nationally as “The Private Practice Mentor”. Deb helps mental health professionals make more money in private practice and she is licensed to teach Michael Port’s Book Yourself Solid® marketing system for service professionals. Her work has been featured by ACA, Counseling Today, AMHCA, ACA-NY, and in her website, InfluentialTherapist.com. For more information about how to get more clients and referrals, download her free Rapid Referrals Report: www.InfluentialTherapist.com/rapid