You are invited to listen to my 5 minute interview with Elizabeth Marshall by clicking here.
If I were to start a practice today, one of my primary marketing activities would be networking with others in my community. But for many, the idea of networking, brings up uncomfortable images of strangers handing out business cards while reciting 15 second elevator speeches. (As if your ideal client hangs out in the elevator waiting for you to share 15 seconds of what you do with her.)
To get a fresh view of networking in the community, I reached out to author and coach Elizabeth Marshall. Elizabeth is the co-author of “The Contrarian Effect” – a book about taking traditional sales advice, and doing the opposite to better build your business.
“Therapists are gifted at making connections, establishing trust and building rapport with their clients. Therapists use these powerful skills daily to create transformation with their clients. The truth is that these are actually the same skills that can help to build a rich network of quality referral sources you can rely on to grow your practice” says Elizabeth. (She calls this network of community connections (referral sources) your “Dream Team.”)
Here are some connection strategies Elizabeth Marshall suggests to get started creating more powerful connections in your community:
1. Be present in the moment.
When we identify potential referral partners, it is natural to want to jump ahead and talk about how you might help their clients or get referrals from them. Elizabeth advises us to slow down and resist that urge. When meeting new people, use your skills at connecting to build rapport first. Building rapport and trust with a potential referral partner is the first step and is necessary before anyone will likely refer to you – yet it is often overlooked as people jump in to talking about their business or asking for referrals.
2. Be curious.
As you build rapport, be curious about potential referral partners. Get to know what they are up to. What clients do they serve? What do they most love doing? What are they passionate about? Curiosity is quite engaging. If you are interested in what they are doing, you open up the door to talk about your work and to establish the foundation for potentially being able to collaborate and support one another.
3. Consciously create your referral “Dream Team.”
You want to create your own network of ideal business relationships. Think about what other professionals or organizations provide relevant and complimentary services to your clients (and you to the clients they serve.) What type of ancillary services do your clients need? Find people you like and in whom you can put your trust. The deeper the relationships you build and the more trust you have with your connections, the more likely you will refer to and support one another.
Interested in learning more about how to create powerful connections in your community to build your practice and your community reputation? Please join Elizabeth Marshall and me at the 2010 Therapist Leadership Institute’s Practice Building Virtual Conference this October.
In her hour-long presentation, Elizabeth will go into much more depth and detail about How To Create More Powerful Connections and Build Your “Dream Team” of referral connections and partners.
She will teach how to:
- IDENTIFY the right relationships for you
- TURN these potential connections into powerful partnerships
- and INSPIRE those partners to promote your message and recommend your programs or services to their clients and followers.
You are invited to listen to my 5 minute interview with Elizabeth Marshall by clicking here.
I hope you will join us at the Practice Building Virtual Conference (PBC2010) for an entire week of client attraction strategies, You can attend this conference (October 25-30, 2010) without ever leaving your home or office. How cool is that?
Click here for more information about the Practice Building Virtual Conference (PBC2010) or call us at 949.309.2590.
I’d love to hear what is on your mind. Please share your thoughts, ideas and comments below.
Here is to your success!
Until next time…Love and Blessings,
Casey
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