3 Ways to Add Mojo to Your Wellness Biz and Boost Your Client Attraction

Wellness, nutrition, acupuncture, in fact all kinds of modalities, can come across as  pretty dry stuff to your potential clients. Wellness pros are always surprised to hear this.

Wellness is supremely interesting to wellness professionals.

IMPORTANT DISTINCTION: What IS interesting to your potential clients is your approach, your style of counseling, your personality, who you are, your lifestyle, your life experience, the results your services deliver and how people FEEL when they're around you.

Please read the above sentence again.

Facts, figures, your credentials, training and professional experience is to BACK UP what makes you and your work interesting.

Solution: Add mojo to your business image and brand and crank up your ability to connect with and attract new clients.

Mojo Example 1: Your Approach Melts Resistance

So many people have pre-conceived notions of what it's like working with a nutritionist, yoga teacher or coach. And this creates resistance. Is how you work different from other people in your field? Is your approach to your modality fun, down-to-earth, or pampering? Let people know. Create a "My Approach" page on your website.

Another way to do this is to write up a FAQ page to answer all the questions that people would like to ask, but don't. This begins to melt resistance to making healthy changes, and thus, hiring you.

Mojo Example 2: Let People FEEL What it's Like to Be Around YOU

Got charisma? You better have. This doesn't require you to be loud, pushy, or overly-enthused. You can be charismatic and soft-spoken. Put personality in your writing on your website. Let your personality shine in your classes. Flaunt your quirks, hobbies, and special things you do for clients. Show people you aren't a health-nut robot. Show them what it's like to live a vibrant, healthy life. Don't sell them on vibrant living. (That doesn't work!) Show them what it is. The people with whom you'd work best with will find this very attractive.

Example 3: Your Lifestyle, Your Reality Show

Are you a busy mom who has figured out how to get her family on a healthy diet? Show pictures in your blog and/or website of you and your family walking their talk. Show your potential clients what you love about your life in your blog. Favorite week-night recipe? Post that. Finally got your kids eating veggies and your new kid-friendly dip. Post that picture. (Not of the dip, but of you with the kids enjoying it!) Kids putting away the dishes? Tell them how you managed to to that. Chances are you're life is infinitely more balanced than your potential client (even if you don't think so).

Be willing to share about your life and watch how people are drawn into your authenticity. The easiest way to do this is with pictures and quick, insightful tips from your daily life.

Here's to adding some mojo to your brand,

Karin

Ready for a brand and business makeover in one day? Consider a Business Breakthrough Retreat with your's truly. Check out this link to find out more: http://www.WellProNet.org/retreats/

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners.

She is the founder of Wellness Professional Network, the go-to place for practitioners to learn the real-life business skills they didn’t teach in wellness school.

Karin is the author of The Fast Start to Clients Program and Karin lives in Upstate New York and enjoys working from home with her husband and son.

Summer Biz Tip: Reconnecting to Your Email List

Part 3 in a series of inspiring food-for-thought posts for when you’re focused on enjoying summer AND having a successful practice.

Ever let a few missed issues turn into months of no contact to your newsletter list?

And then the next thing you know, you’re feeling embarrassed about writing.

And the time just keeps going by??

I’ve been there.

Before you can expect your readership to invest in your services, they’ll need to feel connected with you.

No one likes to receive email with only offers and promotion.

People sign up for your ezine because they want to hear from you.

They want to relate with you, learn from you and be supported by you.

Getting in touch and staying in touch is the first step to reactivating your list.

(And essential to having a successful autumn!)

However, here is one thing you should NEVER do when you’ve missed a few issues:

Never start off with an apology.

“Hi, Sorry I haven’t written in awhile…”

UGH. Who wants to open an email and feel that kind of low-energy?

It’s the equivalent of meeting someone at a party and they start off telling you what’s wrong with their life. Bummer.

Instead of apologizing, share something new and good in your life.

Anything! Even if it’s the weather in your hometown or something you enjoyed in the past week relevant to your ezine’s theme.

This is the equivalent of meeting someone fun and cool at a party.

It’s a pleasure to be around them.

What’s the antidote for being out of touch with your list?

Like any relationship, just start connecting.

And, like any relationship that’s been a little “cool” – start slowly and give a lot of value.

Then figure out a way to keep in touch twice per month that works for you.

Here are a few examples for getting back in touch with your list that you can borrow or adapt to your modality…

Nutrition Pro

- It’s hot and sticky in New York so I thought to share my favorite breakfast smoothie. It’s cooling, naturally low-fat and takes 2-minutes flat! Then share the recipe in your “tip section”. End with your contact info and an invitation.

Relationship Coach

- I just watched last Wednesday’s Oprah episode about two women who can’t find love no matter what they do. Get my take on why these women keep making the same mistakes with men. And then add your 2 cents as if you were invited to comment on the Oprah show. You could even have fun with it and make it look like a magazine interview between you and Oprah. End with your contact info and an invitation.

Herbalist

- It’s hot and humid here in Southern Vermont and I thought to share my favorite DIY herbal elixir for staying cool all summer for less than $5. Then share how to purchase mint, plant it and watch it grow wild and how to make homemade iced mint tea that tastes better than any store bought version. End with your contact info and an invitation.

See what I mean?

Make it short and sweet.

Start adding value to your reader’s life and they’ll love you for it.

And that’s the first step to getting them to consider working with you.

To your success,

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners.

She is the founder of Wellness Professional Network, the go-to place for practitioners to learn the real-life business skills they didn’t teach in wellness school.

Karin is the author of The Fast Start to Clients Program and Karin lives in Upstate New York and enjoys working from home with her husband and son.

Summer Biz Tip: "Back to School" Clothing Idea for Wellness Pros

Part 2 in a series of inspiring food-for-thought posts for when you’re focused on enjoying summer AND having a successful practice.

Most wellness pros take the time to figure out what colors they will use in their branding, website and print marketing materials.

Yet it’s also important to reflect on the best clothing colors that will represent you in the best possible light and, what colors will be an authentic expression of who you are and what you do.

Even if you wear only t-shirts and dress casually, the colors you wear have a profound influence on whether people say YES to your services and to working with you.

When you wear the right color for your skin tone, it draws people to you. It helps people relax and feel good around you. It also helps people understand you and your working style.

It's really a unique expression of who you are.

And let's face it: we live in a physical world and your clothing and the colors that you wear express a powerful message about you. We may not like that, but it's the way it is.

And so it is, when you wear the wrong colors, it can feel abrasive and a little off-putting. It can essentially feel "off-message".

This isn’t about fashion. It’s an energy thing.

The first place to start is to decipher if your color palette falls mostly within the Fall, Winter, Spring or Summer colors.

You only have to look at nature to see what colors express each season. You may be a bright Spring, or a light Spring. Or a end of Summer palette or look best in the colors of early Summer. Or a bold Autumn or quiet Winter. (I'm a Soulfully Rich Winter! Having a name like this helps me make good choices when I go shopping. You can make one up for yourself too.)

Where most people make a mistake is wearing colors they like, rather than what looks best on them.

And the color ends up wearing them, rather then enhancing the person behind the outfit.

So when it comes time to reflect on your branding and messaging this fall, consider spending a little time thinking about the colors you wear.

It really helps.

Karin

P.S. Need help with discovering what colors suit you best? Listen to me interview Kailash Sozzani, the woman who taught me the importance of color and wearing your own “feathers”, for The Wellness Professional Network. You'll learn how not everyone should wear "basic black", the four color seasons, each season's personality and much more. Take this call to the beach and let it inspire you to invest in clothing in colors that helps you feel and look your best.

Free Class on... The Psychology of Color - How Wearing Your Best Colors Can Help Your Clients Say YES, Increase Your Confidence and Upgrade Your Professional Image

Click here to listen to this 47 minute interview from your computer.

Click here to download this interview to your computer.

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners.

She is the founder of Wellness Professional Network, the go-to place for practitioners to learn the real-life business skills they didn’t teach in wellness school.

Karin is the author of The Fast Start to Clients Program and Karin lives in Upstate New York and enjoys working from home with her husband and son.

Weekend Sale! New Home Study Course

Okay, okay, I'm sorry! I've been getting emails asking why I only released my home study course yesterday to a select group of people.

Let me explain...

I only meant to treat my close clients and their friends a little extra special.

But I guess it kinda back fired.

Now I have a bunch of wellness pros breathing down my neck, sending me notes on facebook and writing my assistant.

Even one from the Ukraine!

So to make up for any misunderstanding, not only am I opening the doors right NOW, I'm also giving you the client and friends coupons to save BIG.

Below is the pre-sale invitation I sent to my clients yesterday, including the $100 off coupon that ends this Sunday, August 7th, at Midnight.

Check it out... (and now you can stop emailing me already.) :)

---

I feel so neked. ;)

If you read my email from earlier this week, then

you know what I’m referring to. (I hope the ninja

mindset secrets were helpful. I received quite a

few funny emails from that!)

Now I’m finally ready to pull back the curtains.

Introducing my new home study course…

The Fast Start to Clients Program:

8 Weeks to Jumpstart Your Practice Success in

Holistic Health and Wellness

I created it to help you re-design and re-launch

your business around what really works in the

wellness field (or show you the ropes if you’re a

newbie) WITHOUT a fancy pants website, WITHOUT a

brand and WITHOUT needing an amazing social media

presence.

Things like how to charge, creating programs that

sell, what to say in your first session to have

people say YES, how to invite people to that first

session in a variety of different and effective

ways and lots of mindset stuff to help your inner

game too.

It’s my “keep it simple and get your practice off

the ground” program.

You can go here now to check it out:

http://www.FastStartToClients.com

And because you’re one of my special “advance

notice” friends, I want to give you first dibs on

a few bonuses…

1)       The Weekend Sale - Only for you and your friends!

If you want a copy for yourself or perhaps you

would like to share your “in the know” good

fortune with a friend, I’m offering $100 off the

program for this weekend only Aug 5-7 (full-pay option

only).

This weekend sale will expire this Sunday, August 7th at

Midnight.

You can use it yourself and/or share with a friend

or two or three or more.

When you check out, just enter the word “friend”

in the coupon box -and the online shopping cart

will calculate your savings.

Please note, this is for the full-pay option only.

2)       Free Shipping!

Until this Sunday, August 7th, Midnight I’m

offering free shipping on the full pay AND 3-pay

option.

That’s an additional savings of $16 - $32,

depending where you live.

Enter the coupon code: "shipfree" when you check out

(I love free shipping, don’t you?)

3)       The First 30 People…

The first 30 people who take action and grab a

copy will be invited to a small group coaching

call in September to ask me ANYTHING about their

business and this program.

I love these intimate coaching calls with plenty

of time for in-depth Q&A.

I think they’re fun and my clients find them very

rich in practical step-by-step support and biz

wisdom from my 10+ years of self-employment and 5+

years as a wellness pro.

My assistant Heidi will notify you next week if

you’re one of the first 30.

I wanted to give you a head start before I open

this up to my entire email list next week.

4)       And just for fun…

When you grab your copy, you’ll start receiving a

few of my “get the most out of this program” email

tips to keep you focused on results while you wait

for the mail carrier to hand deliver your materials.

I’ll share my nerdy little secrets that I turn to,

time and time again, to ensure I get results from

the many home study courses I invest in each year.

My clients love it when I share this stuff.

Alright, get to it!

Here’s the link again:

http://www.FastStartToClients.com

And don’t forget the coupon codes above!

(You'll need to type them in, one at a time)

They expire this Sunday night.

Got questions? Email my assistant Heidi at

Members@WellProNet.com and she’ll help you out.

To your success,

Karin

P.S. Make sure you check out the quirky video I

did from my observation deck on our property.

It’s here: http://faststarttoclients.com

Just click on the picture at the top of that page.

You’ll see where I live! :)

--

Karin Witzig Rozell

Message, Marketing and Money Coaching for Wellness

Pros

And Home of....

The Wellness Professional Network

http://wellpronet.com

Want to Connect on Facebook?

http://facebook.com/wellpronet

PO BOX 37, Granville, NY 12832, USA

One Way to Inspire Consistent Referrals

Do you know what kind of clients you most enjoy working with? Don’t say, “But, I can help everyone!” That may be true, but it doesn’t make it easy for the people you know to send you business if you don't articulate who you work with a bit more concretely.

 Here's a simple solution to help the people you know send you referrals.

 

Write a ONE PAGE guide on how to send you referrals. Call it "How to Refer YOUR NAME." In it write the following things:

 

 Start the document with someone like this (I lifted this off my own referral guide sheet - feel free to use it or adapt it to your liking):

I treasure your referrals. If they are anything like you, I would love to work with them, and are most likely the people I would work well with.

 

I have found that a prospective client who is referred to me is more prepared to appreciate the value that I can offer and is very satisfied with the results I provide. Because of that, I will happily offer you a special thank you gift (You can describe your referral gift here if you prefer, such as two movie tickets, dinner for two, etc…. I don't because I customize my gift for each person) for every qualified referral you send my way.

 

Please use this hand out as a guide when you refer me to your colleagues and friends.

• Then describe three easy-to-remember types of CLIENT SITUATIONS (problems and challenges) which you can solve and that your referral partners can easily identify.
• Tell them the most effective way to refer you clients: IE - send them to your website, call you directly, sign up for your monthly class or whatever works best for you and your business.
• Include how you’ll follow-up with their referrals so they can rest assured that you will take good care of their friends and colleagues.
• Also consider adding that you're available for speaking engagments as an alternative way to refer you and your services and list one or two of your favorite topics to speak on, if this is appropriate to your business model, as another way to introduce you to their network.
• And don't forget to include your contact information

Give this to people who have expressed interest in supporting your business growth - past clients, current clients, friends and colleagues. Don't send them out in a mass mailing. Hand them out as you go along when the time is right. I give them to clients as we wrap up our work together, when a friend or colleague asks me what's new in my business or when meeting with a potential networking partner. 

This is a very simple, low-tech marketing material piece but it really works to make it easier for others to help you grow your business. When people like your work they want you to succeed and will be grateful for a step-by-step guideline for how they can best do this.

To your success,

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.

Send Out Cards and Show Your Clients You Care

One way to look at marketing is that it shows your clients (and potential clients) that you care about their needs, challenges, dreams and desires. Consider that by not marketing consistently, it quietly demonstrates to your clients that you don't really care - about their well being, your business and being a professional. While that may not be the truth, it's what people think.

So consider how you might show up differently in your business by seeing your marketing efforts as a way to express your loving care toward those you serve.

Here is a simple way to show your clients (and potential clients) you care: Send Out Cards

Cards are perfect for those in transformational work. There are lots of ups and downs, self-doubts, celebrations and most of us work with people over a period of time so there is lots of life stuff that happens. Sending out cards helps you AND YOUR WORK stay present in your clients' (and potential client's) lives and essentially creates connection.

It's so simple. So thoughtful. Yet few professionals do this. Why? No systems in place to make this an easy, consistent part of your business. To show you care and do so regularly, you'll need to make this systematic (read: organized process that doesn't require too much energy).

Example 1: Low tech version: Next time you go to Target or your local card shop, stock up. Buy $50 worth of cards - select a variety of birthday, sympathy, congratulations, and whatever inspiring cards are appropriate for your business model.

Now you've got your own little card shop at the ready for all the events of a client's, friends and associates life. Keep it handy in your office with a roll of stamps, favorite pen, and return address stickers all in one area.

Repeat this process when your supply dwindles. If you wait until you need to get a card, it's a waste of time (I live in the country so running to the store is a big deal) and usually doesn't get sent (or shows up weeks late).

Example 2:  Get Cards that BRAND YOU: Again, next time at Target or Papyrus, purchase several pacs of blank cards that match the color of your business and marketing materials. Alternatively, pick up a neutral, high quality card stock with the first initial of your name or business name. The idea is that it's speaks to tone, feel and look of your business brand.

I have very simple, elegant, blank orange cards that I can personalize to any business situation - a referral thank you, a note to a client,  follow-up, etc… My little packet of orange blank cards and thank you cards are at the ready next to my desk, with pen, stamps and return address labels, all in a beautiful little basket.

They are near my desk because connecting with people I work with and those I could potentially work with is very important to me. (I'm an old fashioned girl in that way. I love receiving cards in the mail so I love to give them too.)

Alternatively, you can have branded cards designed for you by a graphic designer and then print them locally or via a website like VistaPrint.com.

Example 3: High tech version: Sign up for Send Out Cards.com. I have heard great reviews. It's an online membership site that automates all of the above for you.

One of these examples, implemented consistently, is a super simple way to show you care while promoting your services.

To your continued success,

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.

Starting (or Restarting) Your Email Newsletter

Ever let a few missed issues turn into months of no contact to your newsletter list? Or have you been all ready to start writing your email newsletter (your keep-in-touch tool) only to freeze up and wonder what the heck to write?

And then the next thing you know, you’re feeling embarrassed about writing. And the time just keeps going by??

 

I’ve been there.

 

 

Before you can expect your readership to invest in your services, they’ll need to feel connected with you.

 

No one likes to receive email with only offers and promotion.

 

People sign up for your ezine (email newsletter) because they want to hear from you.

 

They want to relate with you, learn from you and be supported by you.

 

Getting in touch and staying in touch is the first step to reactivating your list.

 

 

However, here is one thing you should NEVER do when you’ve missed a few issues:

 

Never start off with an apology.

 

“Hi, Sorry I haven’t written in awhile…”

 

UGH. Who wants to open an email and feel that kind of low-energy?

 

It’s the equivalent of meeting someone at a party and they start telling you what’s wrong with their life. Bummer.

 

Instead of apologizing, share something new and good in your life. Anything! Even something you enjoyed in the past week relevant to your ezine’s theme.

 

This is the equivalent of meeting someone fun and happy at a party. It’s a pleasure to be around them.

 

 

 

What’s the antidote for being out of touch with your list?

 

Like any relationship, just start connecting.

 

And, like any relationship that’s been a little “cool” – start slowly and give a lot of value. 

 

Then figure out a way to keep in touch twice per month that works for you. (You don't have to write. You can send a video tip or audio tip too!)

  

Here are a few examples for getting back in touch with your list that you can borrow or adapt to your modality…

 

 

Nutrition Pro

 

- It’s hot and sticky in New York so I thought to share my favorite breakfast smoothie. It’s cooling, naturally low-fat and takes 2-minutes flat! Then share the recipe in your “tip section”. End with your contact info and an invitation.

 

 

Relationship Coach

 

- I just watched last Wednesday’s Oprah episode about two women who can’t find love no matter what they do. Get my take on why these women keep making the same mistakes with men. And then add your 2 cents as if you were invited to comment on the Oprah show. You could even have fun with it and make it look like a magazine interview between you and Oprah. End with your contact info and an invitation.

 

 

Herbalist

 

- It’s hot and humid here in Southern Vermont and I thought to share my favorite DIY herbal elixir for staying cool all summer for less than $5. Then share how to purchase mint, plant it and watch it grow wild and how to make homemade iced mint tea that tastes better than any store bought version. End with your contact info and an invitation.

 

 

See what I mean? Make it short and sweet.

 

Start adding value to your reader’s life and they’ll love you for it.

 

And that’s the first step to getting them to consider working with you.

 

 

To your success,

 

Karin

 

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.

Template for Post-Seminar Follow-up

When you give a seminar or tele-class, you already know it's good to follow-up with those who attended. In my work with clients, I notice that wellness professionals unconsciously go into the off-putting "follow-up mode".  

It goes something like this:

Example 1

Email subject: Follow-up from last night's seminar

Hi Jane,

Thank you for participating in the seminar last night.

I wanted to personally follow-up with you and see if you have any questions or if you'd like to schedule a free consultation.

A few sentences about the wellness pro here, their experience/credentials/etc…

Looking forward to hearing from you,

Wellness Pro Name and Title

When you slip into "follow-up mode" you sound like you're trying to get the sale.

The verbage "follow-up" is not what your potential clients use, but what sales professsionals use.

And naturally, you don't want to connect your transformational work with pushy selling.  

A closer look at the above example also shows that this email is all about the wellness pro's needs and desires. This means your email does not create any real connection in the reader's life.

So here's a more effective and authentic way to follow-up after a seminar or tele-class. I'll use a nutrition counselor example.

Example 2

Email subject line: taking control of your family's health

Hi Jane,

Just wanted to drop you a personal note to thank you for coming to Monday's seminar on easy ways to get your kids to eat vegetables.

If you're like many of my clients, these are the 3 core challenges you may be facing right now in your family's health:

1.  Stressful meal times that force you to "give-in" to family junk-food cravings which lead to sick-days and less than stellar school performance

2.  Lack of time and organization that makes healthy eating for your family simple, fast and a no-fuss zone

3.  Limited understanding of what healthy foods to buy and how to cook them in a way that your family will love

Are these or other similar issues on your plate that you're looking to solve?

If you're open to some different ideas around how to solve these issues, drop me a quick note and maybe we can chat a bit.

Warmest regards,

Your Name, Title, Contact info

Did you notice the difference between example 1 and example 2?

The latter demonstrates how you can help your potential client in the issues they are facing right now and keeps the tone warm, inviting and full of connection. It makes your work relevant to their life. And invites them to take action without the fear of being pressured to buy something.

Obviously you can adapt this formula to your modality, your personality and seminar topic.  

Try it after your next seminar or tele-class.

Hope this helps!

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.

Do You Really Need a Target Market??

Do you really need a target market? You know... a niche or a tribe.

I mean, Deepak, Dr. Weil, and Christiane Northrup don't really have one.

Why should you have to get one?

I mean, you wouldn't want to leave anyone out who possibly wanted help, right?

Well, here are some things to consider about your wellness biz that may help you get clear about this, once and for all.

1 - Deepak and the other wellness pioneers, were first to the marketplace. Before there were tons of wellness pros available in every community...

... before holistic health, wellness and life transformation stuff was pretty mainstream.

And so who they were was different and "stand out" enough. In fact, it was down right edgy and out there.

Now, there are LOTS of people, in your community and online, offering very similar, if not exactly the same, service as you.

They even dress like you, talk like you, and kinda look like you.

And their website probably looks like yours too.

2-  People's inboxes and personal bandwidth for advertising and marketing is at capacity.

We are all so used to marketing/advertising and "special offers" that it's like white noise in the background of our life.

And so we just ignore everything unless it's absolutely relevant to what's going on in our lives RIGHT now.

Which means...

3-  If you try to help everyone,  your work gets ignored.

... and you end up helping no one.

Why? Because in an effort to help EVERYONE, your emails, newsletters, brochures, business cards, flyers, classes, workshops, etc... CONNECTS WITH NO ONE.

It's too broad, generic and sounds like every other wellness pro's business.

It's so overwhelming and mind-numbing to the general public that very often, they choose nothing because they just can't relate.

If you do this for a few years, you might even start to think that people "aren't ready" for your work or "American's aren't interested in wellness."

Not true.

It's not the general public's job to get you. It's the other way around. You have to help people get past the "So What Factor" about your work and connect it to what matters to them.

Which means...

4 - Here's a doozy...The general public doesn't care about wellness per se, but they DO care about how your work will impact what matters to them

... only then will you have their attention.

For example, don't talk about nutrition. Talk about how nutrition will make what they value in life better or that without proper nutrition what they hold dear is at stake.

Once you have their attention, then you show'em how nutrition is the hinge that will swing big doors in their life.

Which means...

5 - You gotta be irresistbly relevant...

Since it's impossible to please everyone and be relevant to EVERYONE at the same time without being very broad, generic and sounding like all of your colleagues and everything else that's already out there (which we know doesn't work)... there's only one thing left to do to get through to people.

You decide to speak to a specific type of person about a very specific type of issue that matters to them.  

Something that you too can get excited about.

It's kind of like dating. If you say I'll date any person who is nice, likes to travel and is funny. (What most people say on all those dating sites) It's like saying "I'll date anyone who has a pulse." And then all the potential hot dates out there feel your "lack of specification" as a lack of standards, which reads as desperation. (Ever notice that? When you're willing to date JUST ABOUT ANYONE you get no dates?)

Same thing is true in your wellness biz.

Lack of specification equates lack of standards, focus and expertise to the general public. And it makes you and your work sound wishy washy, woo-woo or just plain irrelevant and out of touch.

This is America. We love our experts.

Claim YOUR expertise by claiming your target market, your tribe.

And then get to work helping THEM.

Need help with this?

Consider joining my How to Brand and Launch (or Re-Launch) Your Wellness Biz the RIGHT Way here: http://wellpronet.org/branding/

This Saturday, April 30th is the last day to receive the early bird savings and get the best deal!

Check out the details here: http://wellpronet.org/branding/

To your success,

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.

How to Follow-Up After Your Initial Consultation

My first business coach, Fabienne Fredrickson, shared this simple, yet powerful strategy with me many years ago and now I’ll share it with you. When you follow-up with a potential client (or opportunity), it needs to be all about them. Not you. Wellness professionals unknowingly make the mistake of following-up with an email message that is all about their experience, their program and the process of working with them. This doesn’t create connection or action for your client.

In my “drafts” folder of Outlook, I keep a very simple follow-up email that I tailor to each client situation for authenticity, warmth and taking a stand for what I know is possible for them. And I send this email immediately after having an initial consultation.

I use this type of email script in two different situations:

1) Clients who have just signed up for one of my packages.

I like to “re-enroll” my new clients and reassure them that the big chunk of money they just put down will bring them the results they desire.

I do this by sending a “welcome” message, (and this is the really important part) reiterating the top 5-10 things they can look forward to in our work together. This list is gleaned from listening to them in my preliminary consultation.

This will help them review what they signed up for, give their brains something to chew on (and thus help them relax) and soothe their nerves around taking a big step forward in their business (or in the case of your business, their wellness).

This is also something they can easily print out and show their partner/husband who’s wondering what they just spent money on. It’s written in “results oriented language” so their partner can see what they’re going to get, too.

Here’s an example of this:

Hi Jenny,

I’m thrilled that you’re in my schedule for March and can’t wait to get started on creating your unique message and materials.

I love doing this work – I admit it, I’m a total marketing geek and find this work FUN.  :)

Based on our preliminary conversation, here are some things you can look forward to: (I’ll write this part with words and concerns they expressed in our conversation)

-   All the marketing materials you need to launch your business big time including

-    Identifying a profitable, enjoyable niche for you to serve and finally getting clear what you do and for whom

-   Organizing your ideas into programs and products that not only  help others, but make you money

-   Pricing your services so it's easier to hire you and understanding how to charge what you're services are worth

-   Designing a clear focus and direction in your business that speaks to who you are and what you’re about

- Understanding how to use your new materials to give you a new level of confidence in how you present yourself (giving that fraud factor a swift kick out the door)

-   Simple, practical strategies for using your new materials that creates ease in how you work and attracts new clients and business growing opportunities

-     and a lot more for sure!

Jenny, I’m ready and can’t wait to talk with you in the Spring! (What a nice way to go through the holidays, knowing you got this handled!)

If questions pop up before then, just contact me.

Until then,

Karin

PS – Attached are two forms outlining the program you chose and the details of working together.

(By the way, I'd also send a little welcome card in the mail too, to make them feel extra special.)

2) Clients who need a few days to think about it.

About half of these clients will sign up and the other half are simply not ready to invest in themselves for one reason or another. In any case, I do the same thing with these potential clients.

I send them an “it was nice to chat with you today” and “here’s what I understand you’re looking to achieve” and then I list a 5 -10 specific goals they shared with me in their first consultation that I can solve for them and, (and here’s the really important part) the benefits they can expect to experience as a result of achieving these goals.

The only time I do not send this is when I don’t want to work with a client after speaking with them or I didn’t get a strong sense that they were ready to move forward (I don’t like to convince people).

Hi again Jane!

I’m glad we had an opportunity to talk today. I enjoyed getting to know you and about your business vision.

Based on our conversation, here’s what I understand you’d like to accomplish: (I’ll write this part with words and concerns they expressed in our conversation)

-   outline a super clear idea of what you do, who you do it for and for how much

-   create content on your website that reflects this clearly, powerfully and in your own style

-   relax knowing you also have content to put into a media kit to begin presenting yourself as the expert you are

-   feel ready to go by having clear, profitable programs & packages that sell themselves

-  create a clear approach or "signature system" to your work that you can stand behind that helps you distinguish your services from others

-   design a clear message and business identity that expresses your work effectively  and authentically

-   and quite a few more perks!

I’m ready when you are Jane. I love creating a unique message for my clients. It's a fascinating process of gaining clarity, renewed confidence and a whole new level of prestige.

Let me know if you have any further questions or need any clarifications. If you’d like to move forward, then we can start on the 20^th. Otherwise, I look forward to connecting next Wednesday. (Set a follow-up date where they call YOU back in the following week)

Talk with you soon!

Karin

In both cases, my clients feel understood and know that I have a grasp of what’s going on for them and what they want to achieve. By the way, you can also use this format for following-up with potential speaking engagements.

I hope this is helpful! Consider taking these two scripts and adapting them to your practice.

It's such a simple thing but it really works! It's just one of the super, simple systems I use, again and again, right after my initial consultation.

Karin

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband and baby boy.