Renee Matlock, the owner of The Private Practice Coach, shares with clients her wealth of experience, gained over 30 years of building a profitable, multi-disciplinary private practice.
BLOG: Mastering The Initial Client Conversation
Mastering the Initial Client Conversation
The Initial Parent Conversation is essentially an interview between you and a prospective client/parent. In a job interview, the candidate presents why they are the best fit for the position, and the recruiter presents the benefits of working for the employer. You are presenting your services to the prospect, as well as determining if the prospect is a Right Fit Client.
The 3 Marketing Principles and their Importance in the Initial Parent Conversation:
1. Defining your Right Fit Client - all marketing must speak to this client
2. Building the Relationship - attract (and maintain) client relationships built on integrity, sincerity, and trust -- and keep nurturing them.
3. Building the Know-Like-Trust Factor - parents must know you exist, like you, and trust that you are the expert that will consistently deliver a high-quality experience.
Your Initial Client Conversation involves actively listening to the client's pain points and focuses on how you can solve them, so the parent is inspired to take action. The conversation is not about "Do you want to hire me?" It is about getting the parent to achieve clarity on the negative impact of their current situation and the positive impact of the change you can facilitate. You must practice the "art of detachment." If you make it about securing a new client and the revenue it will generate, you will set yourself up to fail. When you place your full attention on the parent and how you can solve their problem, you help get them to a solid "yes" or "no".
If you need help Mastering the Initial Client Conversation, contact Renee Matlock to schedule a complimentary, no-strings-attached, “Talk with Renee” session to discuss your practice, your goals and your dreams. Renee, the owner of The Private Practice Coach shares with clients her knowledge and expertise gained over 30 thirty years of building a profitable, multi-disciplinary private practice.
