As clinicians, we are often asked to provide solution-focused intervention. I don’t think we spend a lot of time thinking about what that means; we get on with doing what

we do best – making a difference in people’s lives by providing, that’s right, SOLUTIONS.

How does this relate to marketing I hear you ask? Well, good question. It relates perfectly, because if you know how to offer a solution to a client, then you know how to market yourself and your services.

A lot of time is spent talking about the ideal client or the client avatar.  However not enough time is spent getting clear about the problems or issues this “ideal client” faces and the solutions you provide to resolve that problem.

A problem I see time and again is that clinicians are too quick to start treating client’s before they have become a client, rather than solving the problem – why would I need you, and then what can you do to help me?”

So dear clinician here is your homework

What problem do you solve for your clients?

And

Why should they choose you?

No more arguing with yourself (or me) that you don’t know how to market yourself. You do. We just need to harness your rapport building and problem-solving skills to allow a prospective client to know that you are the best person to help them solve their problem.

This is foundational for our marketing. 

When you can solve a client’s problem better than anyone else, you’ve made a big step toward success.

What we then need to do is grow our client. Nurture that prospective client relationship. This requires us to create a system where people can learn to know us, like us and trust us. Solving the problem of why do I need you, and how can you help me?

When clients or potential clients show up in your world, it means we are either doing or have done something to attract them. Is this in your content marketing, a directory profile, your website copy and video you have created? Is it through word of mouth recommendations? The ways available to us to become attractive to potential clients is rather vast and varied these days.

However, if you have potential clients who balk at your fees, are annoying to work with and make you a little bit crazy, then you need to ask yourself, ‘How did I attract them?’. Because the truth of the matter is this, there is something your attraction process that has led them to you.

Please understand this, marketing to prospective clients will take time. This is a relationship that requires nurturing and time to grow. However, you do need to tend to this relationship, it does require nourishment from you.

Now to do this well, effectively and efficiently you will need a system. But that’s OK; a system is all about doing the same thing consistently.

Start with what you know – solve a problem.

Here’s to your success!

Jo