30 Tips – How to Attract Clients to the Office

Coaching is the process of directly guiding people in matters of personal and professional performance and results. Coach Ana Paula Rocha shares with us in this text tips from her work, in which she helps health professionals to expand their professional activities.

Hello friends!

The text below is by Ana Paula Rocha, one of the most brilliant Coaches in Brazil. For those who don’t know, Coaching began in large companies in the United States. At first, there was a great demand for external consultants to provide training, courses and lectures. Over time, companies realized they needed more. They needed consultants to get deeper into the company’s process and train employees (especially top managers) to develop specific competencies.

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A classic example is leadership training. Imagine a large company, with revenues of more than 1 billion a year – more than the GDP of many countries. The company hires a very smart engineer. However, his capacity during his graduation and post-graduation is theoretical, intellectual, mental. He knows what to do, however he does not have the skills to be used on a daily basis such as leading a team and motivating it. After all, he was never trained for it.

And this is where Coaching comes in. If before the consultant only gave a speech and left the company, with Coaching, the Coach has more time to work directly with a Coachee (the client, in the case of the example, the engineer who wants to develop leadership competence).

This example is useful because it will help us to remove some criticisms that can be made with Career Coaching to get more clients in the area of ​​health professionals, an area in which psychology is included. Many consider this to be unethical, that is, the whole belief goes in the direction that the only thing that needs to be done is to study the theories, open the office and wait for the patients to miraculously arrive. Maybe they hear that they have to do supervision with a more experienced professional. And they even do.

But the office remains empty. Or, there are more vacancies available than vacancies filled.

As I said, the example of the engineer hired within a large company serves as an analogy because the health professional (psychologist, psychopedagogue, physiotherapist, nutritionist, doctor, etc.) learned specific skills within his graduation and/or post-graduation. But he learned nothing about how the job market works in practice.

Anyone can idealize their profession and even believe that it is above market laws. However, naivety will not be tolerated by the market or competitors. Any of the health professionals listed above are offering a service within our economic system – let romanticism not deceive – it remains capitalism. Thus, everything that works to sell a product in an industry also works in the services market. There will be competition, price comparison, quality comparison, the need to create contacts, to publicize what is done in the best way (marketing) and so on.

Evidently, everything must be done within the limits established by the Class Council. In the case of psychology, within the so-called Code of Ethics of the Federal Council of Psychology. However, those who are already formed do not need to be informed of what can or cannot be done. Each one must or should have studied what is written in the Code.

Anyway, the question that arises is that, in addition to romanticisms and idealisms and hopes, there is and will be competition and the best professional – in the opinion of people and potential clients – will not be the most capable. The one who did postdoctoral work at Harvard. The best professional will be the one who manages to get his message across. All 30 tips below are useful for each one to reach their target audience.

Getting more patients or clients is a valid goal. Not only for the financial health of the office, but to be able to help as many people as possible. Especially for that. We know how our population needs our services. But what if, despite studying as hard as we can, we can’t find those who need it?

And, in closing, before we move on to the 30 tips, do a self-question. If you are already a professional and you are not able to reach your goals of helping the most people according to the spaces in your schedule, ask: “Is what I am doing working?”

If the answer is no, read the 30 tips below, remembering that “Insanity is continuing to do the same thing over and over again and expecting different results”…

By Ana Paula Rocha

Tip #1: Define your target audience

I hit the key that defining the target audience is the main way to attract more customers. When we want to please everyone, we run the great risk of displeasing the majority. The moment we decide who our target audience is, we focus our attention on helping this select group of people and we have a great chance of reaching them faster and more accurately. The smartest way to attract a clientele is to act differently than most other professionals do, especially when they try to “shoot” in all directions and end up hitting random customers. When we define who we want to serve, we become specialists in the subject and pass on more credibility in the services. Detach from the idea that attending to everything will bring you results. I challenge you to follow these 30 tips and then you tell the group what happened to your practice.

Tip number 2: Discover your customer’s pain

It may seem repetitive, but putting yourself in your client’s shoes makes all the difference, and while this is not well defined, there will be no result. But how to discover your client’s pain? Think about what makes you suffer, be it physical pain, emotional pain, it depends on your area. Visualize what keeps him up at night and/or what he would like to resolve. The biggest mistake is imagining what you as a professional think your client wants to solve, for that you must do research, understand what bothers you, be empathetic and list your client’s biggest pains. I challenge you to follow this tip that will definitely prepare you for the next one; 🇧🇷

Tip number 3: Give solutions

This is one of the most important tips in attracting customers. It means talking directly to your client’s needs, being able to show them that you know what they are going through and also know how to solve the problem. It is not guaranteeing success, but showing that there is a treatment. The client doesn’t want to hire your profession, he wants to hire a solution for his pain, and that’s when you need to understand what’s going on with your target audience, what their pain is and show solutions for this pain. Your potential customers will certainly pay much more attention to what you say. Try it!

Tip number 4: Find your customers

Once you’ve defined your target audience, think strategically. What places do your potential customers go? What is the best time for them to find out about your work? It could be through a radio ad, a TV ad, the internet or perhaps the newspaper. He may go to cafes or restaurants, doctors’ offices, gyms, clinics, anyway. Leaving cards or advertising at random will possibly not bring you results.

Tip number 5: Position yourself with authority

Position yourself as an authority, i.e. as an expert on a subject. This behavior generates greater credibility in people, in addition to transmitting security. When a professional positions himself with authority, people tend to pay attention to him and even follow what he says. Think of yourself, when a priest, policeman or doctor asked you to do something, you certainly paid more attention to what he said, and even often followed his recommendations. Because these figures are already seen as authority in our society and scientifically we tend to give credibility to an authority. But how to become an authority? You have to be an expert on a topic, talk about it in various communication vehicles and then you will already be positioning yourself as an authority on this subject. When you act like an expert you attract the attention of your potential customers.

Tip number 6: Be seen

Those who are not seen are not remembered, so show up, show your work, be in the spotlight and get out of anonymity, invisibility. It’s no use just setting up an office, making business cards, delivering to some places. You need to be noticed, make a difference, be remembered. What have you been doing to be seen?

Tip number 7: Trust yourself

Those who don’t trust themselves, don’t pass credibility and trust. What do you lack to trust yourself? More studies? More pratice? Fewer limiting beliefs? Realize what obstacles prevent your confidence from being evident and eliminate them. Confidence is the fuel of a successful entrepreneur. As much as you see yourself as a “kitten”, position yourself as a “lion”, so you create favorable mental marks, run after meeting customer expectations, become increasingly confident and consequently attract more customers. What about?

Tip number 8: Networking

Build your network of contacts and cultivate them. Don’t look for other professionals only when you need to, constantly interact with people who add value to your work and who you can also contribute in some way. Connect with people, talk about what you do, make yourself available and expand your network more and more. List the services of your colleagues and ask for referrals. “Alone we go fast, but together we go further”.

Tip number 9: What is your purpose?

Having a purpose is essential, as it is what gives meaning to our journey, whether personal or professional. A person with a defined purpose formulates goals, respecting their values ​​and their essence. Define the reason for your work, what is the main objective why you do what you do. Be true, genuine and you will always have a clear path to follow.

Tip number 10: Discover your strengths

It’s no use trying to solve a problem, focusing on it and wasting time, instead of leveraging your strengths. Find out what’s best about you, what are your qualities as a professional and get to work. Focusing on problems slows down our actions, heightens our fears and prevents us from taking action. Which are your strong characteristics?