Anyway, every so often when I’m not ‘too’ busy, I offer a free webinar training exclusively to the homeopaths on that list.
Back in July, I offered a webinar on ‘small upgrades that make a big difference’ and had quite a few homeopaths join me.
Following on from that, Cathy Hutton offered to host a Radiant Business School training at her home in Hampshire. We set up a time to chat on the phone about that, and it was during that conversation that she asked me what I do when prospective clients email me with an enquiry.
This is what I said:
I keep my response really simple. I always offer them my time and I give them a choice.
Everyone likes to be given a choice
I say, ‘Yes, I can help, would you like me to email you some more information or shall we chat on the phone? Here’s my number, if you’d like to call.’
This week I spoke to Cathy again, and almost the first thing she said was how incredibly useful that piece of advice had been.
She told me that ever since she started doing this, people had called her and that she’d been able to book them in for an appointment.
Previously she had sent information back via email and the conversion into appointments had been much lower.
I was so happy to hear this!
When you are speaking to a potential client on the phone, take your time. It is an opportunity for them to decide whether they want to work with you. It’s important to be honest and open about what they can expect from homeopathy and from working with you.
Your prospective clients need to feel that they can make a choice.
Ideally, if we make the space to really listen to them and to be honest with them, they will choose to work with us.
The most important thing is that it feels like a choice to them.
30 minutes now, more bookings later
On the Radiant Business Courses, I talk a lot about giving people the option of a free 30-minute call. I don’t know about you, but 30 minutes is a big chunk of my time. There is a lot I can do in that time. But, I regularly give it away for free.
I have a booking button on my website, encouraging people to contact me for a free chat. It works. And it works even better now than it did when I first set it up.
On advice from a friend who helps me with my WordPress and who also knows a lot about marketing, I increased my ‘free’ time from 15 minutes to 30 minutes. The response was immediate.
My enquiry rate went up from an average of 1 per month to an average of 1 per week. That is a big increase!
That’s how I know it works!
Not all of those calls turn into bookings but most of them do.
Time and attention says a lot about you
Do you know what it says about you?
It says that you care.
People appreciate that they get your time and your attention.
By being generous with your time you build up trust.
That is a valuable thing at the start of a client-therapist relationship.
4 simple ways to transform enquiries into bookings
So, if you want to ‘convert’ more enquiries into bookings, here’s what to do:
- Offer a choice – more information via email or on a phone call.
- Give them your phone number.
- Offer a free 30-minute call via your booking button on your website.
- Don’t rush.
Allow them to decide.
What are your experiences of converting enquiries into bookings? Leave a comment if you have time.
Thanks for reading!
I do it at the end of every quarter. It helps me see if I’m moving towards my goals, and figure out what’s working and what’s not working. Then I update my goals for the new quarter.
I find August/September is a good time for a review; it has a ‘back-to-school’ feel about it.
So the next question is: where do we start?
My annual review system
There is no automatic career structure for a homeopath, like there would be inside of an institution or a corporation. No annual company review. No performance management. No pre-set targets.
Without any structure or accountability it is easy to let things drift.
Here’s how I learned to approach these self-reviews:
I read it way back in 2014 and it really resonated with me.
As a school teacher I was taught to use different learning strategies in my lessons so that all my students could access the curriculum. I would plan to include visual, verbal and practical ways of learning.
The 5 Love Languages is similar, except that it applies to our personal relationships. I read it initially to get some insight into my relationship with my husband.
Whenever I’m teaching Your Radiant Business seminars, one thing I’m always asked about is what I do about late cancellations. The last time someone asked me, I said I should probably write a blog post about it.
Here it is, and thanks for the inspiration, Rebecca Atkinson!
As a homeopath you must be aware of that. Maybe you’re noticing a few ways that it’s impacting your practice.
Is late cancellations one of them?
We pop into email to retrieve something that we need and oops, an hour has gone before we know it…
I have yet to meet anyone for whom it isn’t an issue. I’d even go so far as to say that it’s practically endemic.
We all make choices about what we want to spend our money on, and we all have choices about what we buy (or don’t).
A few things you might choose in the interest of well-being, health or beauty:
- Yoga studio
- Beauty salon
Or perhaps you pick another form of self-care. All come with a plethora of decisions to make: what, when, where, and why?
What can we learn from our own decision-making process?
Do you feel like you’re making a big effort to build your practice as a homeopath, but it’s taking you way longer than you thought it would?
Do you secretly compare yourself to those amazing ‘rock star’ homeopaths?
Do you wish you could simply wake up one morning and find that everything had fallen into place, and that you had the successful practice of your dreams?
Do you find yourself wondering what you actually have to do to make this whole ‘being a homeopath’ thing work?
Yes to one or more of those?
That’s ok — you are definitely not alone!
Today we’re going to share 2 simple ways to “up-level” your practice, starting with…
Nobody likes to think of themselves as a brand. But just know that you are a brand even if you don’t want to be.
We’ll say that again.
You have a brand even if you don’t want one.
Most people don’t have all information about you, and yet they are already making decisions that affect you — basically, whether or not they want to work with you.
How do they make their decision so quickly?
Wherever we do our training, we all study and learn from the legacy of great homeopaths in history. If we are lucky, we might even get to meet some of the great homeopaths of our time.
The list is so long, and there are so many teachers to inspire us.
When we are faced with our revered homeopathy teachers and leaders, with such a body of knowledge and experience to learn from, we feel humble. It takes vision and deep work to research or develop new ideas within a complex subject like homeopathy.