How To Market For Higher Fees: Ask Joe | PoP 759

Image of Joe Sanok is captured. On this therapist podcast, Joe Sanok, podcaster, consultant and author, talks about how to market for higher fees.

How can you attract potential clients? Are there goals you want to achieve that need extra financial boosting? What are the secrets to raising your rates organically?

In this podcast episode, Joe Sanok answers the question about how to market for higher fees.

Podcast Sponsor: Therapy Notes

An image of Therapy Notes is captured as the sponsor on the Practice of the Practice Podcast, a therapist podcast. Therapy Notes is the most trusted EHR for Behavioral Health.

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In This Podcast

  • Look at quality branding in your practice
  • Clearly define your niche
  • Work with science
  • Know which clients you don’t serve
  • Automate your onboarding
  • Finances are in the follow-up
  • Make it special

Look at quality branding in your practice

It does make fiscal sense to build your own website at the start of launching your practice to help get everything off the ground, but at a point, you need to start thinking of creating a professional website.

Hire an experienced company or designer to create a high-quality online presence for you through well-thought-out branding strategies, as this will automatically rank you higher in consumer opinion and help you to stand out in online searches.

The [businesses] that attract the higher-end clients, look at those in your community to see what their branding looks like and to see how it has a different feel to it. (Joe Sanok)

Clearly define your niche

Be specific about who you serve, and consider the groups of people that lack representation or access to healthcare within your community.

Finding that clear area that’s lacking is going to make it that you have more and more clients that come to you. (Joe Sanok)

If you have a group practice then find clinicians that are willing to work with this client-niche, or are willing to become certified and trained to work with that niche.

Work with science

Which scientific outcomes can you use or understand that help to save you time and connect more deeply within your counseling?

What are you doing that is unique to you that can help you to stand out and speak to the science and the heart of what you do?

Know which clients you don’t serve

I would be rigid around who you definitely don’t serve, because for every person that you take that you’re an 80% fit [for], that’s a person that will probably say, “Yeah, that’s fine” … versus if you are passionate about specific areas and specific niche and [be] able to say, “Here’s who I serve”. (Joe Sanok)

Be clear on who you serve and on who you don’t. This may seem counterintuitive to business, but it’s not, because it helps you to be a better therapist which is what a part of your business is based on.

Refer clients out to other therapists within your group practice, or a fellow therapist down the road.

Having a niche and sticking to it helps you work with your passion, helps your clients get the best-fit therapy, and the business itself to be successful.

Automate your onboarding

Make it as easy as possible for clients to book a session with you.

Clear out all the barriers and make it smooth-sailing. This also boosts your online credibility, presence, and prestige, and supports the authentic and professional branding that you have invested in.

Finances are in the follow-up

Follow-up with:

  • Potential networking connections
  • Clients that didn’t convert over
  • Current clients after discharge
[Discharged clients] may want to do another session, they may want to refer a friend or family member, you never know. So, remember that the finances are within the follow-up. (Joe Sanok)

Make it special

Make it special! How does it feel within your practice? What is the environment like? How is your customer service unique and welcoming?

Network with other businesses within the healthcare, wellness, and service industries to explore different business mindsets about how you can welcome clients into a space and have them truly feel welcomed and wanted.

Useful Links mentioned in this episode:

Check out these additional resources:

Meet Joe Sanok

A photo of Joe Sanok is displayed. Joe, private practice consultant, offers helpful advice for group practice owners to grow their private practice. His therapist podcast, Practice of the Practice, offers this advice.

Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.

Thanks For Listening!

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