Do you do odd jobs?
Are you waiting for someone you know to recommend you to someone?
You have a couple of clients that you can’t let go - so you have someone to work with!
Have you already advertised on websites or in newspapers, but the result is zero?
Have you returned to work in an office because you were unable to start your practice?
ONLY 20-25% OF PSYCHOLOGISTS
WORKING IN A PROFESSION!
Even fewer have a PRIVATE PRACTICE WITH A SATISFACTORY INCOME.
WHY?
“Who will come to me, no one knows me!”
“How can I consult, because I have not yet completed the third specialization\never consulted\I am only 28 years old\I have no work experience\none of my senior colleagues have seen how I do it...”
“Where will I invite him? I don’t have an office!”
“I won’t succeed - I don’t know enough techniques and methods, I haven’t put them into practice enough!”
“How can I do this, some crazy, sick person will come, and what will I do?!”
“I can’t do this - what if I do harm?”
And I went through this when I started. I clearly remember the moment when, at one of the regular training sessions, the thought came to me: “Yes, I already know all this! Why don’t I still consult and conduct trainings!”
Time has passed since then, I have regular clients on Skype, several regular reception days, an office, trainings and webinars, I am invited to master classes and festivals.
Waiting for someone to lead you into your profession is, to put it mildly, pointless! The belief that clients will start looking for you on their own and will start pouring in “after...”. I wrote about this in my last letter
AND WHAT DO PSYCHOLOGISTS WORK AS A RESULT?
Go to work social psychologist, to school, to social institutions? – a dead end, complete lack of development, absolute impossibility of getting out of there into private practice! I work at school - it can kill any initiative. And social workers and psychologists are simply drowning in a pile of papers, reports, meetings.
You teach psychology to students at a non-core institute. Most of them go to classes to “suffer themselves, pass and forget.” You lose (or do not acquire) practical skills, begin to be afraid of real clients, go into pure science or just become a theoretical psychologist...
Are you going into a profession where results depend on your ability to work with people? – customer service, sales manager... often those who could be Good Psychologist become successful in this area. Refusal of the Vocation, dream funeral...
Another area where psychologists are always in demand is Human Resources Department(and I worked there - I understand what I’m talking about :)) Coach? Recruiting manager? Training Specialist? Yes, he will also be successful in this area - he will know when to tell someone what, in order to... He will extinguish conflicts and resolve situations... conduct trainings and include in the work even those who never wanted to learn. And being stuck in this routine, day after day, year after year, without creativity, without the opportunity to turn around, periodically “I’ll leave here altogether - I can’t take it anymore”...
“And I finished it for myself! I’ll be at home - I’ll look after the children, I’ll work with them, develop them.” And again - renunciation of Oneself, of Profession, of Vocation, of Career... Going into the shadows, into second roles - help and support for the husband, nanny and teacher, home teacher... No occupation in the World, housewife, mother, wife on the balance sheet of the husband... Dependent. Unrealized.
WHAT DO YOU WANT?
Do what you love!
Be a professional that people talk about with aspiration!
Know that people make appointments with you a month in advance and recommend them to all their friends!
Work with those you like to work with!
Get high from Life, Profession,
Client results!
Determine your own workload!
Relax whenever and wherever you want!
Learn and develop from the best professionals!
DO YOU WANT a queue of customers?
THERE ARE 3 MAIN POINTS THAT INTERFERE WITH THE PSYCHOLGIST
BEGIN PRIVATE PRACTICE AND HAVE A HIGH INCOME:
1. The prevailing idea in society that a Psychologist cannot “sell out.” Have you heard: “If he is a good specialist, people will come to him anyway!”
2. Confidence that first you need to get several (preferably more) education, READ THESE BOOKS. “I’ll finish these courses, get this certification, then pass these tests, and take a year-long supervision course - and then....”
3. Lack of skills to promote oneself in the modern market - among my friends, psychologists have their own website or blog focused on professional promotion, 12% have it. And this, by the way, is already a lot!
DO YOU Familiar?
Many colleagues have the illusion that after posting an advertisement (and I’m glad that at least they post advertisements) or information to everyone they know, the client will immediately come to you. And you will start working with him.
First. He won't call!
Second. If he calls, he’s unlikely to come!
Why?
Because the person knows nothing about you... And he has nowhere to find out about you... He has no idea how counseling goes...
Most often, people have no idea how much a psychologist’s services cost and it’s difficult to name a price... What if they name it and the client starts haggling "How many? 1500 rubles? Come on, maybe there’s a discount?” or "Why is it so expensive?". And I saw how psychologists who have no other clients agree to the amount offered...
And all your regalia and titles, Diplomas and special courses for him, for a specific person, do not matter!!!
By the way, personally, my first calls from people who simply “saw your phone number and want to sign up” began only 6-7 months after the start of active promotion!
This is what I mean wait for a call on the ad
"Maria Ivanovna Marinina,
Ph.D., Associate Professor of an important department of an important university
provides psychological services. Tel. 233 33 22"
not worth it.
Does not work!
HOW DO CLIENTS MAKE DECISIONS?
It is important for them to know what kind of person you are... - will you understand his problems?
Know what you look like...Accept you by your clothes as “one of our own”
What are you interested in and what do you think about such an event...
Understand how you will perceive his views on the world and accept yours.
How do you work - will he be comfortable, convenient, useful,... with you?
Find common interests with you.
Understand that you are truly an Expert and will help Him.
Know that there are those whom you have already helped.
Have the opportunity to ask you questions...
WHAT CAN YOU DO TO START EARNING AN INCOME AS A PSYCHOLOGIST RIGHT NOW?
We will talk about this at this webinar
How a psychologist can start a private practice, 5 actions to get clients and increase income!
WHAT WILL BE IN THE PROGRAM?
How to learn to promote your services in three weeks, invest less money, get more clients
How to believe in yourself, find new clients, and start earning income
Learn to sell your services at your own price, name your price and get a client.
Learn about the myths and fears that prevent you from starting to earn money. And what to do with them
Create your own products and system for selling your services, and you yourself will do what you love, instead of frantically searching for the next client.
Learn to be an Expert. And present it to the world in such a way that the client does not ask you the question “Are you a good specialist? Something I haven’t heard about you before...”
You will learn about the possibilities of combining private practice with “life” - how to make time for family, children, development, relaxation, health, amenities :)
You will learn how to create your own ready-made system of services, and you will continue to use it in any situations, with any companies and groups, for private work and for group trainings.
WANT TO BUILD A QUEUE OF CLIENTS?
ALL IN YOUR HANDS!
HOW TO GET A RECORDING OF THE WEBINAR?
Write to us [email protected]
Take the training now - stop putting YOUR DREAM on the back burner!
The psychologists' answers can be divided into several groups.
1. State of the psychotherapy market, as a service, ways to attract clients, level of competition.
2. Market quality: assessment of the professionalism of Russian psychologists, the demand and prospects of various areas and schools of psychotherapy;
3. Clients of a psychotherapist. Who they are and what problems they come with, the dynamics of changing attitudes towards psychologists and psychotherapy.
1. Most psychologists rated the level of competition in the psychological services market as high. At the same time, the overwhelming majority (79% of respondents!) admitted that they lack clients. Some believe that young professionals are more likely to lack clients than those who already have great experience work. According to our estimates (PN), this is not always the case, because often young specialists are better at promoting and attracting clients, and they are willing to spend more effort on work for less money.
Private practitioners have more difficulty finding clients than centers. Commercial centers lack clients, while government centers have no shortage of clients. This fact, apparently, is related to the prices for services in government centers, where consultations are usually free.
Among those surveyed, there is also a point of view that clients come when the psychologist himself is internally ready to accept them into his life.
How do psychologists attract clients? What do they think works best?
Here psychologists are surprisingly unanimous. 100% of respondents to the question “Where do you find your clients?” They answered “on personal recommendation.” The main way to attract clients (except for personal recommendations) is the Internet. This is a personal website or other methods of Internet promotion.
Other methods included:
Belonging to a professional community, participating in radio and television programs, participating in presentations, charity events, as well as conducting master classes in universities.
Respondents also noted the effectiveness of outdoor advertising for psychological centers, advertising in the subway for state psychological services, promotion of services through similar organizations and centers with related activities.
2. We found it interesting to find out what our fellow psychologists think about themselves. Given the level of competition and fragmentation in our field, it is not surprising that only 1.75% of psychologists rated the level of professionalism of their colleagues as high. 56% of respondents gave an average score, and 20% gave a solid two for professionalism and quality.
It is difficult for us to evaluate this result. Is it due to the distrust of colleagues towards each other or a truly sadly unprofessional approach to psychotherapy in Russia? Is this due to the fact that psychotherapy is very young in Russia and is in its infancy? Or is it because psychological education has experienced a boom in the last few years and there is an increasing challenge of releasing “quick-baked” psychologists onto the market? In any case, we only welcome interest in psychological education and psychotherapy in general, and we urge our colleagues to be more tolerant of each other.
It is no secret that most psychotherapeutic schools and trends practiced in Russia today are a product of Western society. We thought it was important to think about What distinguishes a Russian specialist - psychologist from the rest? And you know, everything is the same - the incomprehensible Russian soul. To the question “What strengths of the work of psychologists in Russia can you note?” we received answers: empathy (in first place), “Russian mentality”, “our brightness and individuality”, “readiness to help”, selflessness (cannot but surprise, considering that we are talking about professional psychological help! (PN)) , enthusiasm, value human relations.
In addition, among the strengths were the willingness to constantly learn, improve skills, develop, openness to new things, the desire for an integrated approach and the presence of professional communities.
A huge number of directions and schools were named that psychologists use in their work. The results (in descending order) are as follows:
1. Gestalt - 30%
2. Analytical approach - 19%
3. Art therapy - 17%
4. Existential - 14%
5. Family systemic therapy - 12%
6. NLP - 12%
7.
A. Psychodrama - 11%
B. Behavioral therapy - 11%
8.
A. Body-oriented - 9%
B. Symboldrama - 9%
9.
A. Transactional Analysis - 6%
B. Logotherpy - 6%
C. Ericksonian hypnosis - 6%
10.
A. Humanistic approach - 5%
B. Client-centered approach - 5%
11.
A. Jungian - 3%
B. Cold dynamics - 3%
C. Psychocatalysis - 3%
They also noted imago and thanatotherapy, fairy tale therapy, sand therapy, Hellinger constellations, acmeology, positive therapy, Lacanian psychoanalysis and even classical hypnosis.
Most psychologists do not use just one method, but practice several directions at the same time, an integrated approach, believing that each client has his own method.
Opinions are divided regarding promising areas. As a rule, each specialist considers his own method to be promising. Some believe that the popularity of Gestalt therapy is on the decline, while others, on the contrary, believe that the future lies with Gestalt, since it combines the main directions and allows you to achieve results in a shorter time.
Psychotherapeutic work in groups, trainings and short-term counseling and (the vast majority) an integrative approach were named as promising areas. Perhaps this is due to the accelerating pace of life, when a person wants everything at once. But this does not mean that clients are not ready to go to therapy. long time.
In our opinion (PN), it is strange that none of the respondents noted coaching as promising direction, although many talked about the popularity of short-term methods of psychotherapy.
3. The most controversial part of our research is the questions regarding the psychotherapist's clients. Here, considerations of confidentiality of our profession and a certain modesty inherent in our psychologists in matters of treating their profession as a market for services, in which there is always a client and a certain target audience for each of the services, immediately come to mind. Perhaps, to some, the information given in this section will seem as useless as the average temperature of patients in the ward, but we still decided to find out who the psychotherapist’s most frequent client is, what worries him, according to psychologists?
So, a typical psychotherapist client looks like this:
Women aged 25-28 to 40-45 took first place in terms of the number of requests, with higher education usually middle managers. Active, often interested in psychology itself, many are single or divorced;
And in last place are children and teenagers - from 3 to 20 years old.
Among the main problems With which our contemporaries turn to a psychologist, the problem of relationships is in the lead, in second place are fears, anxiety and various phobias. Further in descending order - problems of finding oneself and self-determination, self-realization, psychosomatics, depression, self-doubt, different kinds addictions, midlife crisis, stress, chronic fatigue, conflict, aggression and self-aggression.
There is a certain number of requests regarding the establishment of long-term relationships in homosexual couples and the problem of gender identity.
For children, this is a lack of friends, disciplinary problems, difficulties in adapting to kindergarten and school, children's fears, and separation problems in adolescents.
If we talk about the dynamics of symptoms and conflicts, psychologists have noted that recently the number of depressive disorders and phobic neuroses, as well as neuroses associated with the concept of success and narcissistic dissatisfaction, has increased. Many psychologists say that to modern man It’s becoming more and more difficult to feel about the blocking of the sensory sphere in their clients. Parents increasingly do not know how to limit their children and simply cope with them; they place great emphasis on intellectual development child, completely forgetting about the world of his feelings. Children are increasingly experiencing hyperactivity, neuropsychiatric disorders, overload with knowledge, various activities, sections, as well as sexual abuse.
At the same time, the degree of readiness of our population to apply for psychological help many rate it as rather low. Psychologists note that among the population there is no understanding that you need to pay for a conversation. That is, many still have a very vague idea of psychotherapy as a profession. Many psychologists believe that in major cities willingness to seek help is higher. But the experience and statistics of the Psynavigator indicate the opposite. In our “Leave a request to select a specialist” option, many more requests come from the periphery than from capital cities.
Among the reasons for the population’s reluctance to go to psychologists were:: in most people’s minds, a psychologist is still “equal” to a psychiatrist, and if a person turns to a psychologist, then this makes him feel own inferiority. The corresponding attitude can often be seen in those around you. Men are more wary of psychologists than women. But at the same time, they also have interest and curiosity. More trust in a psychologist arises if doctors, teachers, social workers recommend contacting a psychologist. Educated people, With high level reflections are more willing to go to a psychologist. It's interesting that some people see psychologists as people with unresolved problems of their own. Also noteworthy is the fact that people still often go to a psychologist with expectations of healing help and hope for a miraculous healing.
At the end of our study, we asked our colleagues to express their wishes and comments regarding the survey topic. They are very interesting and we did not consider it possible to shorten them to fit into the format of this article. So read them
The client came for a consultation, did a good job, left and... did not return. Why? What can be done to attract clients to long-term therapy? Perhaps my experience and thoughts will help you.
I have been working as a psychologist for more than 10 years, of which 4 years were full of advisory and correctional work (4-6 times a week, 2-4 clients a day), in the remaining years, teaching at a specialized university, conducting courses and seminars came first, doing business, etc. By education I am a teacher - psychologist, psychology teacher. I work in an integrative approach, and so far the only completely mastered system of psychological work is working with active imagination (working with images).
The first six months to a year of my consulting practice were spent in bewilderment: the consultations were successful, but the majority of clients did not return, although some of them (the notorious 20%) with the help of word of mouth created about 50% of the flow of clients in the future.
It should be noted here that all this time I worked for myself, did not have a well-known name, or any serious investments in advertising (creating a website and paying for its hosting were the main costs).
I recently returned fully to counseling - correctional work. Now I’m looking for new methods and reviewing the old ones.
Now I will not dwell on how to attract a client to the FIRST consultation (or first training), I will tell you about the steps I take at the first consultations.
What did I do and am doing consciously?
1) I inform you.
A) Each client at the first meeting when clarifying the request and discussing the contract. I am informing you about the possibilities of the work system, about what exists (this is probably very important!) PROGRAM of individual work (in the system it is called “Base”*), consisting of 15 lessons. Approximately every third client has decided and still decides to take the “Base” (note: most clients ultimately completed no more than 10 lessons of the program, some return after a few months for 1-2 lessons to continue the “Base”). It is these clients who create the so-called. “flow”, signing up 1-2 weeks in advance.
*The names of some of the “Base” trainings: “Birth (reprogramming your life)”, “Childhood grievances”, “Death (working with fears)”, “Removing blocks in the body”, “Man and woman”.
B) About your capabilities/skills beyond the “Base”: for example, conflicts, emotional “letting go” significant person, correction of children's fears, etc.
C) About courses, seminars and trainings taking place at the Center where I work (I rent premises). I’m talking about the capabilities of my colleagues – related specialists.
Naturally, I say all this in an informational mode (in no case “you need”, “you must”), I simply hand over an information sheet about something.
2) Internally, I “let go” of the client in advance, I don’t “crave” his return, I don’t dream that he will become a regular client, even (especially) if I understand that he REALLY needs it. Perhaps this point should have been put first. Everyone knows this, but at meetings of our “Psychologists Support Group” the issue of countertransference often comes up.
3) I assign homework. Simple, effective, interesting exercises (often from psychosynthesis, Gestalt psychology, etc.). Probably, this part of the work does not directly relate to promoting your services. But, it seems to me, it helps that the client, having resolved the pressing issue, continues to remember working together, advertises me as a specialist to his friends and acquaintances and/or comes himself again.
What new steps am I taking now?
1. Completed training in another work system(my new “love” is understanding my Purpose and my innate inclinations to fulfill life’s tasks), I’m trying to understand how a PROGRAM can be built on its basis, is it necessary to do this))), I am integrating (connecting) both systems that I have studied and “lived” ;
2. Starting to use Skype(mainly to work with foreign clients), I am making my first attempts to work in English.
3. Started conducting psychological counseling courses in the form of webinars.
4. I plan to make an audio and/or video recording of some exercises and techniques.
5. I study the experience of my colleagues in modern self-promotion, and I definitely try to use the methods that interest me.
Psychology as a business. How a psychologist can promote himself Chernikov Yuri Nikolaevich
Working with the client base
Working with the client base
Your customer base is your everything. The client asset is one of the most important tools for earning and promotion. By and large, these are your clients: potential, actual, and even those who do not yet know about your existence.
The fact is that it is necessary to work with any of these categories of clients and build long-term relationships. And this is probably one of the most important points, because your financial and professional success directly depends on the quality of your communication with potential and actual clients.
The main tool for establishing relationships with clients is regular newsletters. We looked at the technical aspects of the organization in Chapter 2, and now we’ll talk about the strategy and principle of mailing.
The basic principle is “inhale – exhale.” The essence comes down to this: giving to people is taking from them. This means that the mailing materials are structured in such a way that first you give people useful information, and then “take it” - make a commercial offer.
A good strategy is when you send three letters with useful content, with useful articles, with useful seminars, and in the fourth you make a specific commercial offer like: “Dear friend! You received three letters, and if you liked it, please come here: we have a training on this topic, an information product, we have something that you can purchase and learn a lot more about it. You will not only learn, but get results like these if you use this training, this product.”
The principle of “inhale - exhale” is that for every three useful letters there is one commercial one. In this case, the mailing list should consist of at least two letters per week. Thus, you have two weeks for the entire cycle. You should pay attention to some subtleties.
For example, the highest email open rates are observed from Tuesday to Thursday from ten to twelve o'clock in the afternoon. People come to work, look at their mail and notice your letter. Therefore, all sales letters should arrive either on Wednesday or Thursday. It is very good to send people some long-form content, for example, on Friday from ten to twelve. And then on Monday or Tuesday morning you send again something useful, but more “small”. That is, you send more voluminous material closer to the weekend, less voluminous material at the beginning of the week.
Letters should be short and clear. When sending each letter, you must remember what action the person should take after reading this letter. Never send letters just like that. Even if you share something with someone, it should have some kind of call to action. As a rule, this is a transition to your site to study content.
Principles of your communication
An important point is the communicative act with the customer base. There are several nuances here, the observance of which is mandatory for productive work with the client.
1. Correctly addressing letters. Many people make the grave mistake of sending letters somewhere “to the masses,” guided by the thought: “I have a base of five hundred people, and I’ll write to them all.” No! Letters should be written as if you were addressing them to a friend. A formal tone is inappropriate. Of course, it is better to use the universal “You” in your newsletter. Although some people use "you". The choice of “you” or “you” is determined by the age of your target audience. But in most cases it is better to use "You".
2. Feedback from subscribers. Periodic, targeted collection of opinions is necessary. How? In the form of surveys. For example, you can ask why a person did not take part in the training or attend the seminar; what you liked and what you didn’t like; what he wants and what he doesn't want. You can ask for advice on improving service, etc. The main thing here is regularity.
3. The "three - three - three" principle. What does it mean? A third of the material you send is usually news information. For example, what’s new, what trainings are expected. The second third is useful content (lessons, articles, recommendations, etc.).
And the third, non-obvious block, which many often miss, is information about yourself. You talk about yourself as a living person, and not about an automatic mailing robot, about how you live, what is happening in your life. About how you study, what events you participate in, what new things you learned, your impressions of the training you attended. Your reviews of the books you read and your opinions on various events go well here.
So, a third is news, a third is useful content, a third is information about yourself.
Principle of utility
When you write a letter, remember that the main criterion is its usefulness.
The key thing to remember is that each letter is a little “recipe”—little instructions for “cooking” something. It's good when you have in every letter helpful advice on how to deal with a specific situation. You can use any information you like, for example, “How to relieve stress when you sit for a long time at work.” Remember that people read newsletters only when they are truly interesting and original.
Client base structure
Conventionally, the customer base can be divided into three parts: passive - 80% (people who almost never open your emails), active - 17% (people who show some activity, buy some products), fans - 3% (customers , who are always with you, at all trainings, seminars, etc.).
Don’t be upset if, with a base of a thousand people, only thirty come to your trainings, if from 5 to 15% of the total number respond to your comments and letters. This is normal, there is practically no other way.
Remember that response from your customer base very much depends on what you give people. If the materials sent are irregular or are complete nonsense, very soon many clients will cease to be such.
Here keyword– “consistency”: there must be at least two letters a week.
Of the 80% of inactive clients, 25% are so-called deferred maturing clients. They can still become active if you regularly interest them.
I'll tell you an example from my own experience. There is a project called “Infobusiness2.ru”. I didn’t even read their newsletter for a year. I periodically visited the site, listened to something, but did not buy anything. A year after registration, I matured, appreciated the quality of the materials and began to buy almost all the trainings.
There will also be such maturing clients in your database. Over time, they will start shopping because they are already used to you. Even if the client hasn’t opened 90% of your emails, he’s gotten used to you.
There are also back side when the client gradually loses interest in you. The so-called decay period, which lasts on average eighteen months.
The client base needs to be periodically cleaned to eliminate passive subscribers – people you don’t need and who will never become clients. To do this, you need to make sure that people unsubscribe themselves. There is an unsubscribe link in every email, a person must click on it to unsubscribe. A universal tool for cleaning the base is aggressive selling, when you bombard a person with offers to buy your product or service for three to four days. People who lose loyalty will immediately unsubscribe from your mailing list.
You can act differently. For example, send letters that you are having a grand event, and a real one, that you are putting your whole soul into this training, that it is so cool that you yourself are ready to buy it twice. You send a lot of commercial offers and in some letters you say directly - if you are not interested in this topic, please unsubscribe from my mailing list.
Principles for organizing effective feedback
How is feedback built with the base, how to receive a response?
There are several ways.
1. Polls on problems.
For example, I recently conducted a survey on the TOP 10 problems of a psychologist, consultant or trainer in psychological practice. They painted such canvases there!
This method allows you to collect deep feedback, thanks to which you see a portrait of your client, what he faces, what issues bother him. Only on the condition that you create a detailed survey that excludes the answers “yes,” “no,” and “I don’t know.”
2. Stimulation of client response.
To ensure dynamic and correct feedback from customers, you need to hold competitions with incentive prizes (at least occasionally). This arouses interest and increases the loyalty of current and potential clients to you. What kind of competitions could these be? Let me give you a couple of examples:
a) request for advice. You ask people from your base for help with something. For example, I recently took a survey on the topic “What is your favorite book title?” People take part in such events with pleasure and give good advice;
b) sending letters from the so-called no-reply address. That is, an unanswered address. It is better if your mailing is carried out from an address that you never visit, but someone else, for example your assistant, visits. It is better for you to never see letters that come to this address. You can probably guess why. There are a lot of negative opinions and insults that will only hinder your work. The same thing happens on a blog; often comments with unpleasant content are written there. You need to understand that this is normal and not focus on it. You should respond to rude people in the comments as politely as possible or simply ban them and delete them.
Client base: quantitative and qualitative composition
Many people are chasing large bases - 8-10 thousand subscribers, or even more. But here we need to talk not about the number of clients in the database, but about the ability to sell to so many people, the ability to establish contact with them. Even with a relatively small base, you can make good money if your customers are loyal. Therefore, there is no need to chase the number of people in the database; quality is paramount. For example, I earned my first million from a base of nine hundred people. And I know examples where more than a million dollars were earned on a base of one and a half thousand people.
A good friend of mine who sells influencer technologies has a small base, but the response is 40%. That is, every time he sends out a commercial offer to his clients, 40% buy from him. This is a crazy conversion!
A paradox arises here: the larger your base, the less response it gives. The response is an indicator of the quality of the material you produce. Therefore, work on the quality of communication with clients, provide more useful content, and they will be happy to purchase services and products from you.
Do not write to the database on the principle of “just to unsubscribe.” You need to work with the base every day, trying to attract everything larger number clients, regularly test new types of advertising, launch different features - viral marketing, interesting questionnaires, etc. Something should happen every day. You can relax when you have at least 20 thousand subscribers in your database and good contact with the audience, then there will be no problems with recruiting for training, constant consulting, etc.
By following these simple instructions, you will very soon achieve good results.
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From the book Business Coach. Profession No. 1 author Sergeev Alexey ViktorovichForms for maintaining a client base Special paper client card: on the one hand - personal information, on the other - information about purchases. Excel spreadsheet (or http://docs.google.com) – only copy protection is possible. CRM system (English: Customer relationship management –
From the book Million Dollar Mistakes author Annenkov Pavel AlexandrovichWhere to get information for your client base Increasing your client base is a difficult matter. People don't really like to leave their e-mails, fearing constant spam. You need to create a subscription form for news and company promotions on the website. Can you offer a gift to a potential prospect?
From the book The Practice of Human Resource Management author Armstrong MichaelAppointment of a person in charge. Control over the maintenance and use of the client database If you do not appoint a specific person to maintain the database, you will get the situation “seven nannies have a child without an eye.” Managers will sabotage data entry. Therefore you need to choose
From the book A Secure Foundation: Leadership for Senior Executives author Kohlrieser GeorgeMaintaining your client base Attracting clients is not easy, so you should treat those you already have with care and respect. This means that you must comply with all your obligations and ensure high quality work. The client must be at least
From the book Cards, Money, Fitness Club. Practical guide for sales managers author Shumilin Alexander IlyichError 19 Does not systematically work with the client base The most important thing is to establish close relationships with clients and constantly learn lessons from the information received from them. The entire potential of the company should be directed towards providing this main need -
From the author's book From the author's book From the author's book From the author's book From the author's bookMaintaining a client base - registration sheets The task of maintaining any client base is to ensure that not a single contact is lost. It’s great if you have a CRM program in your club (on the Russian market there is a special product for maintaining the company’s client base “Profile”
Psychologists have their own techniques for how to position a client. The visitor's chair is a psychological anchor, family life specialist - bright illustrations, the therapist's imperfection - a way to start a frank conversation. It’s useful for managers from any field to read!
- Anna, psychologists probably have special psychological techniques attracting new clients? Share.
If we are talking about attracting new clients, you must clearly understand what audience your service is intended for. It’s just that you, as an excellent specialist, with a desire to give advice left and right, unfortunately, are not enough. People are well aware of what they need, and they are not ready to pay money for you to please your professional ego; in this case, there will be no clients. Here are the main components to ensure that the work is effective and there are always clients:
Choose your area of work, the segment in which you are effective, as well as your target audience, and write step by step instructions work;
Swipe several free promotions, where you talk about what you do;
- How to organize the work of the office so that the client has a pleasant impression: he does not have to wait long for an appointment, fill out paperwork, etc.?
Of course, interaction in the office should be comfortable, and it is desirable that the time required to fill out papers is minimal. To do this, all papers must be written, agreed upon and printed in advance. There should always be water in the office, the opportunity to drink tea or coffee, milk, and something minimal for tea, for example, cookies. I believe that another important secret is the client’s chair - this is special psychological anchor. This is where a person returns, so I would pay special attention to this.
The location of the psychologist in relation to the client is also fundamentally important: if you want to act in the position of a coach (trainer) with step by step guide, then you better sit on the right; if you work more with emotions and experiences, then the specialist should sit on the left. I think that the office should have information about you, your regalia, certificates and diplomas. People don't always ask, but when they meet you professional competence- this encourages clients to trust you. Also pay attention to the color scheme of the cabinet, because color affects our perception. Still, I am for light and calm tones.
- How to build a chain and control execution?
The work strategy is as follows:
1) Client call. Someone calls with a ready-made solution, someone wants to ask clarifying questions in order to decide whether a specialist is suitable for a person or not. In this regard, I always try to answer calls myself, the only exception being when I’m working, so I warn you to write an SMS, and I will definitely call you back when I’m free and tell you all the details of our further interaction.
2) Register a client for a specific time. I try to be flexible and ask questions when the person prefers and when they really can, and then we coordinate the meeting in accordance with my schedule. For urgent meetings or those who are particularly impatient, there is the possibility of a telephone session. The quality does not suffer from this; unfortunately, people have a hard time deciding to do this right away, subsequently realizing that it is even more convenient than a personal meeting.
3) Coordination of all documents and reminder to the client on the eve of the session about the meeting. All are living people, and the psychologist may well clarify whether the client will be there tomorrow in order to plan his time more accurately.
4) Session. The process of work itself takes place. Signing documents, paying and making an appointment for the next meeting.
5) In the case of my psychological work, the opportunity to ask clarifying questions or ask something again outside the session. I believe that especially with new clients rapport is important and some minimal assistance between meetings may well be useful not only to the client, but also to the psychologist, in order to understand how correctly the client follows the recommendations and whether everything is correctly interpreted. In my opinion, responsibility should be divided between the client and the therapist 50-50, since 50 percent of the responsibility is on the client for implementing the recommendations, and 50 percent of the responsibility is on the psychologist, he must be responsible for the correctness of the recommendations. The same rules do not apply to everyone, and a flexible therapeutic position is necessary.
- The face of the brand. What are the requirements when hiring an employee who is the first person visitors see?
This is the administrator. It is best if he is a decent young man. Psychological services in my practical work 60 percent of women and 40 percent of men use it, so The face of the brand should be interesting and charismatic, with an active life position, delicacy and correct speech.
Also, this employee must have the basics of sales, basic computer knowledge, maintain a customer database and, most importantly, answer questions or resolve organizational issues.
