?????? ???????????????????????????????? ???? ?????????????? ???????? ?????? ???????? ???? ???????? ???????????????? ?????????? ??????

Let’s say you’re a private pay practice that was consistently seeing 25 clients per week and you had just enough new clients coming in each month to fill the gap of clients who left. 

Each month your marketing efforts generated 12 new inquiries, 4 of whom are a good fit and become your new clients, replacing the 4 who just left. Any more inquiries you decide to pass on to other therapists since you prefer not to hold a waitlist. 

But what happened since the pandemic occurred? Your marketing efforts aren’t generating the same number of inquiries as before. Instead of generating you 12, you’re only getting 4, and those inquiries are more hesitant about a fee for service practice. On top of that, instead of just 4 clients leaving your practice this month, 8 have left or decided to “hold off” until the pandemic is over.

So how do you get back to normal, how do you return to 100%?

You need to overcompensate. And you do this by upping your marketing. 

See before, your “1X” of marketing netted you 12 inquiries. But right now that 1X of marketing is only getting you 3-4 inquiries. Your baseline has dropped. So you need to overcompensate.

By 2X or 3X your marketing, you multiply your inquiries to get back to that 12 figure. More inquiries means more opportunities for new clients.

 It seems obvious, but the natural reaction from most people is actually the opposite. They tighten up, they worry, and they actually reduce their level of marketing creating even fewer new client opportunities!

So first, just acknowledge that fear, but understand that following it won’t help fill your practice. Instead, just look at marketing areas you hadn’t looked into before.

 If your practice previously was full based mainly on referrals and word of mouth, then that means you have a fantastic baseline. By simply engaging with online marketing you hadn’t tried before (Google, Facebook) then you’re able to easily top up your number of inquiries to get back to full.