An effective way to get more conversations with more people is to offer a no-cost, risk-free consult. This gives you something you can offer in person, on your website, or through any of your marketing material. There’s no cost, no obligation, and no risk for a person to pick up the phone to call you. That’s the purpose of your marketing strategies - to attract more callers.
Offer a Free Consultation
Offering a free consult is a smart marketing strategy that can get more people to call you. The more callers you can attract, the more opportunities you’ll get to have conversations with potential clients.
A free consultation is a great way to have a more intimate conversation with a potential client. And this gives you the opportunity to qualify whether or not they’re the right client for you. If they are, you can convert that conversation into a new client.
You can conduct a free consult over the phone or in your office. But this is important. Limit the conversation to 15 or 20 minutes. Don’t turn it into a free session. The purpose of a free-consultation is to assess whether or not they’re the right client for you. It’s to qualify them. A 20-minute consult over the phone or in the office is plenty of time to do that.
The purpose of having that conversation is to qualify your clients. It’s simply not in your best interest to try to sell a person something they don’t want or need. Or that they’re not ready for. All that will get you is problems in sessions that you’re not prepared for.
That can cost you your confidence. And it won’t get you the results you want. That’s no way to grow a healing practice. So it’s worth it to you to conduct a preliminary assessment before accepting a person as your client.
Qualify Your Clients
The qualifying process is a brief conversation so that you can qualify the client. It’s not about listening to a person’s life story. It’s just a process that gives you the opportunity to assess whether or not you can help.
There are basically three things you need to assess before accepting a person as your client.
1. The Problem.
The first thing to assess is the problem. Is the problem a person needs help with something that can reasonably be addressed using hypnosis?
Hypnosis isn’t a cure-all. And some issues are better treated through a physical or medical approach. So if the problem is something that is better suited to a different approach, there’s no need to continue the conversation.
2. Your Confidence.
The second thing to assess is your level of confidence. Do you feel confident in your level of knowledge and skill to be able to help them with this problem?
Some issues have complexity. So even when it’s something that can reasonably be resolved using hypnosis, if you lack sufficient experience, or lack the training, you could end up in over your head. And that won’t get you the results you need to grow your practice. What if the person’s issue is triggering your "stuff"? It’s up to you to recognize what’s happening and refer them out. Then do whatever you need to do to clear that issue before taking on a client who has that issue.
It’s like this . . . You know when you get on an airplane, and they tell you that if the cabin depressurizes the breathing masks will drop down automatically? If you’re traveling with someone you’re responsible for – a child or an elderly person – what are you supposed to do? Put the mask on, first, right?
It’s up to you to take care of your own needs first. That’s because you can’t help anyone if you’re unconscious. So if the client’s issue is something you haven’t resolved in yourself, remember - hypnosis is not the answer – you are. Recognize your limit and work within it. If the problem isn’t something you’re qualified to work with, or comfortable working with, end of conversation.
The third thing to assess is the person’s readiness to begin a self-healing process. How motivated are they? Are they ready to do the work necessary to get the results they want?
Some clients are only willing to be "passive patients". They expect to take a back seat and let you do all the work. That's an unrealistic expectation. The truth is - some issues are going to require deeper work.
There is no one-size-fits-all therapy. And you can't change a person’s mind without their participation. Hypnosis isn't magic. A person has to be highly motivated to get those results you’re after. If they’re not ready to make the change - you can’t do it for them.
There is much you can do to increase a person's motivation. But it's just common sense to qualify a person before accepting them as your client. Some clients simply aren't able to do the work required.
Hypnosis is achieved through critical faculty by-pass. This is easily achieved. But it is maintained through focused attention. Some people just aren’t unable to pay attention. For example, a person suffering from dementia may not be able to maintain focus.
What if your client has extreme anxiety, can't sit still, can't keep her eyes closed, or chatters incessantly? Do you know what to do? This is why it is so important for you to qualify your clients. It’s so you can deliver the best possible results in your sessions.
That’s what will help you to grow your healing practice.
To do that you need clients you can be successful with. That’s what’s going to grow your confidence and skill in the session room. And that’s what will help you to get great results.