practice-building tips from margaret gill
founder – abundant private practices
www.abundant-private-practices.com

Each issue contains a powerful practice building tip that you can use right away!

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welcome notes

Dear <$firstname$>,

I'm very excited this month to welcome new subscribers from some pretty exotic places on the planet. The dream to be helping people all over the world is slowly coming to fruition with sign ups in the last couple of months for the 90 Day Challenge from Canada, Philippines, Peru, USA, El Salvador, UK, Pakistan, India, Nigeria, Iran, Turkey, South Africa, Saudi Arabia, Canary Islands, Bangladesh and of course Australia and New Zealand. The group energy is really starting to build right around the planet and that makes my little heart sing!

This month’s focus is on the secrets to effective follow-up.  We were speaking about this on a teleclass this week. It is an area that often gives therapists the screaming heebies but it has a definite place in building a successful natural therapy business. 

Too often therapists spend a lot of time and energy sending out great mail outs or go to
networking events or get referrals and then fail to follow-up.  (I have been guilty on all scores!)

Often times the lack of follow-up is due to uncertainty about the best approach.  I hope this month’s article helps shed some light!

old & new friends at the cute house	Early readers of the Margzville Star will remember the chicken stories from the early days when I first moved here and how excited I got when chooks first arrived at the Hen Hilton.  It was a sadder story when the fox and dogs ate them all and left feathers all over my garden. But let’s not dwell on that.  Well the New Year has heralded a new batch of chickens. There has been great delight because four new chickens have arrived to join Foxy the Rooster and the Wily Old Hen who flies the coup at the drop of a feather and leaves poor Foxy on his own.  Well not anymore!  Now he has new friends and although they are very young and are getting a bit of a stir up by the old hen (who went into pecking warp drive when they arrived) they seem to be settling down now.
Here is a photo of the cute new chooks I took with my new whiz bang mobile phone.  Above in the middle is Foxy Loxy best known for his Tina Turner impressions. To the right is the Wiley Old Hen (coup flyer extraordinaire) and the little ones are the new kids in the Hen Hilton in Hepburn Springs.

Love

PS If you are a Kinesiologist - don't forget to get your tickets for The National Kinesiology Conference at the Novotel in St Kilda Melbourne this weekend. The theme is Aging Gracefully. I am the MC and there are some awesome speakers and activities being planned by Grace and her hard working team. It's going to be fabulous! Let me know if you need further information.

the secrets to effective follow-up

This month’s article was inspired by my astrologer friend.  She has a small business doing astrology charts and readings and every now and then takes courses on astrology.  I did one of her 8 week courses last year.  Quite frankly I still struggle to know if the chart is upside down or not but I find it fascinating and it’s a great hobby for me.  I am a perfect contender to do another course.

This week I came home to find a flyer she had dropped into my letter box for a three hour course she is running to help us understand what is happening in the heavens this year and how it will impact our charts.  I thought to myself “what a great idea, I’d love to do that” and promptly put the flyer on the edge of the desk with every intention to call and book in for the course, after all it was only $25. Did I do that – NO!

Then I came home on the weekend and there was a message on my answering machine telling me she had dropped the flyer in my letter box and had I found it and was I interested?  I listened to the message and made a mental note to call the next day and book.  Did I do that – NO!

Then this morning when I logged into my email there was an email message telling me about the course and was I interested in coming because there was afternoon tea as well.  I picked up the phone and booked there and then not because of the afternoon tea but because of her determined follow up!

Did I think she was pushy – no because it was all done in a nice chatty sort of way and bless her she sounded surprised when I said I’d sign up so I couldn’t even for a moment think she was pushy. 

Did I think she was taking her business seriously?  You bet!  In fact I told her how impressed I was at her follow up and praised her for getting on the phone.

Did I want to do the course – yes, I just wasn’t being proactive about picking up the phone to book. 

Would she have had someone booked on her course if she hadn’t done the follow up phone call and email?  Quite honestly I probably would have found the brochure in a few weeks time and kicked myself for not going and I would have wished I’d called her to book in. 

Will I enjoy the course – you bet I will and I’m certain I will learn about something to avoid or do at just the right time that will help me over the next year.  Truth be known I will probably get heaps of things to share with you if you are signed up for Abundance Cheques.

So what is the lesson here: FOLLOW UP!

Have you ever been in the situation where you set up a course or did a mail out but didn’t get the response you desired because you didn’t follow-up?

If you aren’t going to do the follow up from a mail shot or networking event you might as well have been at the beach instead of doing the mail out or networking event. The net effect from not following up or being at the beach will be the same – no clients.  There is no point slaving over these things if you aren’t going to follow up and convert at least some of the leads you get to two for one sessions.
    
Unsure about whether to call or email? Wondering how to be diligent and professional with your follow-up without seeming needy or pushy?
    
I recommend the Call/Email/Call approach.

STEP 1: Make a follow-up phone call
    
Begin with a follow-up phone call.  Calling is a great place to start because if you reach the
person you have an immediate opportunity to reconnect and schedule a session or a two for one session if it is a new contact. 
    
If you get their voicemail, leave a message. Here is a sample voicemail message script:
    
“Hi Sue, this is Sally Jones, the Kinesiologist.  We met at the Business Women’s meeting last night.  You mentioned you would be interested in having a treatment with me to help you move forward with that health challenge you have been experiencing. 
    
I’d love to schedule a consultation with you to discuss if my treatments could help you.
    
My phone number is xx-xxxx-xxxx and the best time to reach me is xxx.  I’ll also send you an
email in case that is a better way for us to connect. 
    
Sue, I really enjoyed meeting you and I look forward to speaking with you soon.”
    
    
STEP 2: Send a Follow-Up Email
    
Your follow-up email should communicate the same basic information as your voice mail.  In
addition, offer a way that he/she can stay in touch in case the person is not currently ready
to schedule a session. 
    
Here’s an example:
    
Dear Sue,
    
I just left you a voicemail message and thought I would follow-up via email as well, as I know
it is sometimes more convenient to connect virtually.
    
As I mentioned in my message, I really enjoyed meeting you and learning about your health challenge.  You seem like the kind of person who I would really enjoy working with and who would get a lot of value and benefit from my treatments. 
    
I’d like to make the offer of a two for one session consultation so you can learn more about how my treatments work and experience how kiniesiology could work for you.
    
In fact, I have openings this Friday at 10 and 11 am.  Let me know if you would like to schedule an appointment for one of those times.
    
If you are not ready to schedule a consultation right now but would like to stay in touch I invite you to subscribe to my free monthly electronic newsletter.  Each issue contains a tips on keeping in the mind body and soul in balance.  I think you will really enjoy it!
    
I wish you the very best and hope to connect with you soon.
    
Warm Regards,
Sue
    
P.S.
I have also included some new information I received while attending the National Kiniesiology Conference this weekend. It's all about aging gracefully and I think you will get a lot of value from it!
    
    
STEP 3: Make one more follow-up phone call
    
If you have not heard back from the person after one week, make one more follow-up phone call.

The key points for this call are to briefly reiterate your offer and remind them why they would want to speak while still leaving the decision totally up to them.  For example,
    
“Hi Sue, this is Sally Jones.  I’m calling to see if you received my voice and email messages last week.
    
Based on our conversation at the Womens Business meeting, I’m guessing you’ve been busy and might be hesitant to add anything else to your ‘To Do’ list. 
    
My offer of a two for one session still stands.  If you decide to schedule it, my goal would be to give you some real value so you can experience for yourself how working with a Kineisiologist can really help you find a healthy balance in your body.
    
Of course it is totally your decision, so if you would like to set something up please call me at xxx-xxx-xxxx or email me at xxx@xxx.com. 
    
I hope to hear from you!"
    
    
STEP 4: Let go!
    
Don’t be like the fisherman who keeps thinking about the “one that got away.”  If the person
doesn’t respond, simply let go.  Feel good about your professionalism, the actions you have taken and the value you have provided.  You have planted a seed and that is never a bad thing.  Keep looking forward and taking inspired action in your business.  Some of the seeds you sow WILL grow in the future, you just don’t know which ones!
    
    
KEYS TO SUCCESS
    
While I recommend the Call/Email/Call approach, the key points to keep in mind when following-up are:
    
1. Do it!
    
Obvious, huh? 
    
2. Promptness Counts
    
No procrastination!  If you make the effort to go to a networking event or engage in other activities to generate leads, be sure to follow up promptly.  For a networking event, I recommend within 24 hours! For a mail out the following week would be appropriate.
    
3. Be Yourself
    
You don’t need to put your hard sell salesperson hat on when doing follow up.  The key is to just be yourself.  Be genuinely interested in the person and just have a chat with them.  You will never be pushy if you are being yourself, well I guess unless you have a pushy personality :-) but I find most therapists couldn’t do a hard sell if their life depended on it!
    
4. Provide Value
    
There are many ways you can provide value: recommend a resource, include something you have written, provide an assessment, etc.   
    
5. Keep in Touch Offer
    
The follow-up email is a great place to invite the person to subscribe to your newsletter or mailing list.  Remember, not everyone is ready when you meet them to set on a path of healing, but if you stay in contact they very well may become ready in the future.  Don’t have a newsletter yet?  Invite them to be on your mailing list.  When you launch your newsletter send to the list you’ve been compiling!
    
6. Be Unattached
    
As much as you might want the person to become a client, you MUST stay unattached to the outcome.  Maintain your professional posture when following up in order to not come across as needy or desperate.
    
SUMMARY
    
Following-up pays off!  Use this article as motivation to sort through those business cards on your desk or to review those names in your database.  Do you have any overdue follow up? Use the ideas above and commit to handling any outstanding follow-up this week.  As Nike says,“Just do it!”

3. Courses Starting in April

FULL PRACTICE BUILDING SYSTEM TELECLASS

The 8 Week Foundation Program

Commencing

• Sunday 22 April 2007 8pm Melbourne Time (AEDT) for 8 weeks
• On the phone - you don't even have to leave home!

The Abundant Private Practices Full Practice Building System came to me graciously and unexpectedly, mostly when I needed to kick start my private practice and take it to another level. It has provided me with a ‘tool-box’ of valuable and innovative ideas to not only grow my business, but to feel comfortable about how I grow it. Prior to this, the very thought of marketing went into the ‘too hard basket’, and like other therapists, I made do with what I had. Louella Henderson B.Ed.Dip.Coach Holistic Coach/Trainer Singapore

This is the 8 week Foundation Program that will get you clear on where your practice is going. It's only $199 for the full 8 weeks - that's around $25 per week which is GREAT value!

• Follow this link to get more information

Email me now to book your spot info@margaretgill.com or log on to my website to get more information or book and pay with Paypal.

more details

THE ATTRACTION PROGRAM

Learn the 28 principles that are the key to Law of Attraction so you can attract more of what you desire, understand why you attract what you do, and stop attracting things you do not want.

more details

4. READY TO GET REALLY SERIOUS IN 2007?

If you are ready to truly get your practice where you want to be and are frustrated trying to do it on your own - then why not invest in a business coach who gets results.

"Working with Margaret has given me back control of my business life. I felt quite lost with how to build up my business. Through having weekly sessions with Margaret, I realised that I had been giving my business a lot of energy in marketing, but it was all mental energy - not physical. Margaret gave me direction, her knowledge, and in turn, greater confidence to break through my limiting thought patterns and expand my business." Jennifer Webb -Kinesiologist - Melbourne

If you want 2007 and be your best yet, having a business coach is the proven way to design and implement the practice of your dreams.

Email me NOW to secure your place!
info@margaretgill.com

5. SUBSCRIPTION INFORMATION

This free publication is produced monthly and features a business-building tip specifically focused on how to create a thriving natural therapy practice. You may copy or distribute this newsletter as long as it is forwarded in its entirety.


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The author is Margaret Gill of

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