BUSINESS
CAM Coach
HOW TO ATTRACT, CONVERT AND RETAIN QUALITY CLIENTS Gaining a sufficient number of quality clients is the life blood of any business. CAM Coach Mark Shields shares his strategy for converting enquiries into paying clients…
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OMETIMES it can take months for a
client to find the right practitioner for them. Some have been on this journey for several years if not longer. It’s therefore vital that you ensure you are the right fit for the potential client and vice versa. It’s also essential to recognise the importance of building rapport quickly and confidently to create a lasting relationship between therapist and client. That’s why I advise using the Know, Like, Trust, Buy model. This three step process aims to ensure you win every client that gets into contact with you. The CAM COACH client attraction model used when describing the ratio between client enquiries and conversions is called the proficiency model. For
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HOLISTIC THERAPIST 2022
example, if you convert half of your enquiries into paying clients, your proficiency rate would be 50%. Once practitioners follow this model it is common to experience proficiency rates of 90% and more For this exercise I’ll assume you already have a website for handling enquiries. If not, then creating a website should be a vital project.
Example case study highlighting the 3 step process Richard is 27 years old and has suffered with mild stress related depression for about three months. He has reached a point where he has been advised by his family and friends to see his GP and take some professional help.
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