The Best Way to Find New Clients

… Isn’t by osmosis.

An email arrived this week – one that is representative of dozens, maybe hundreds of others just like it I’ve received in the past few years. It asks “why can’t I find any clients?” It represents others that have asked that same question, or similar, like “how can I market my business? or “how can I get my first client?” or “what am I doing wrong?”

I receive these frustration emails 2, 3, 9, 10 times a month. Frustrated not-quite-advocates who want to start and grow a health advocacy practice…

And so I reply by asking them, what have you already done to market your practice and your expertise?

Their replies are often variations on the following:

  • I joined APHA!
  • I bought your books!
  • I met with SCORE representatives!
  • I talked to a friend of my nephew’s girlfriend’s brother who knows a guy who builds websites!

So I ask, “What did you learn? And then, “Have you done anything with that you learned? Have you read the books then taken action on what you read? Did you follow the advice the SCORE representative gave you? Did you list yourself in the AdvoConnection Directory? Have you branded yourself, or developed a website using best practices, or collected email addresses and issued newsletters, or done any public speaking?

IF I get a reply at all, it’s usually, “But I really hate the idea of public speaking.”

And THAT proves to me that this person who has written to me expects to build a business by osmosis… as if they joined the Alliance, or bought a book, or met with a SCORE representative – that they somehow they expect the very activity of doing those things will make their phones ring.

A bit of bubble bursting here – it doesn’t work that way!!

Building a business isn’t about buying something or joining something, or even reading something… it’s about delving into the resources, embracing them, taking action as a result, correcting the things that go wrong, then finding more resources, delving into them… etc., etc.

You can’t expect that just because you joined an organization, bought a book, or found a consultant, that the information you learned will osmose into your daily business habits. You must take action!

Let’s look at it another way.

How did you learn to drive? Did you pick up the freebie booklet at the DMV, then take your drivers test? Of course not. You read the rules, took a test, practiced behind the wheel and if you were good enough, you got your license.

How did you get your college degree? Did you just pay the tuition and buy the books? Or did you read them, listen to lectures, participate in labs, study for tests, and get good enough grades to get your degree?

How did you find a life partner? Did you read books? Join an organization, then wait for someone to show up at your door? Or did you put yourself out there in the mate-supply space, talk to lots of people, kiss a lot of frogs, then find Mr. or Ms. Right?

Anything worth having is worth working hard for – and there is no better example than working hard to build a strong business. If you take short cuts, you can expect to fail. For the first 3 to 5 years of a practice, the HARD work will be the promotion of your practice – not the advocacy work itself. No matter how difficult the advocacy work, the marketing will require more effort.

So what should those folks who have been counting on osmosis do instead?

Successful advocates and practice owners will tell you that they are IMMERSED in private-practice marketing. They continually work on many pro-active (with the emphasis on ACTIVE) marketing activities. They speak, participate in social media, make phone calls, hang up flyers in the local supermarket and library, build email lists and issue regular email newsletters…. rarely does a day go by when they don’t do something to market their practices.

You’ll never hear from those successful advocates, “Well, I tried that once and it didn’t work” because they know that a potential client must be exposed to their brand 7 to 9 times before they will remember a new service and business exists. So they work hard to make those 7 to 9 times happen, over and over again for every new client… until…. soon their marketing is supplemented by word of mouth once some successes have come to pass.

So – forget osmosis. If you aren’t going to participate in networking activities, like those the Alliance offers, or if you aren’t going to embrace and execute the dozens of marketing ideas and activities that have been developed specifically for private advocates – then really – don’t bother joining or buying books, simply expecting osmosis to work.

If you do want to be successful, then commit yourself to what it’s going to take to get the marketing job done to make your phone ring and your email sing!

Then – do it.
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Share your experience or join the conversation!


Photo Credit: Ali K. Williams / Flickr / with modifications made to the titles of the books

4 thoughts on “The Best Way to Find New Clients”

  1. I think this might be a new book Trisha!! I have been in limbo for months. Everything ready to go except my insurance. I did however, get innovative and create an alliance with an independent pharmacy. I’m only a month or so away from finalizing my insurance, but I did set up my corporation. I am covered by his HIPAA and his liability for now and I am marketing a new program for him. This client base I am currently building will be my client base for my Advocacy practice when I’m ready. The pharmacist knows exactly what my plan is and we have a contract that specifies each detail of our arrangement. All of my sales calls to Home Care companies, RCFE’s, referral agencies, etc will be my client referral sources in just a few short weeks. I do explain my role is a dual one and I ALWAYS get a TON of questions about my new practice. You really do have to look at your individual case and identify what options you have and be imaginative. I have identified a number of outside the box people/ professionals to call on for the Advocacy practice. A few examples: Podiatrists, Hearing Aid companies, independent pharmacies, Elder Law Attorneys, etc. There are also many organizations: Area Council on Aging, Alzheimer’s Assoc, Senior Centers, Adult Day Care, Dialysis companies. All of these folks deal with seniors. I have a strong marketing/sales background, so I am comfortable with sales calls and I know people are uncomfortable with this and public speaking. It really does boil down to how badly you want this and what are you willing to do to make it happen.

  2. Alrighty then Trish, I hear you, and have observed you once again, to be spot on. My business is good, I just want more. So just googled “Fear of public speaking” – found something called “Toastmasters”. It’s free, there’s a meeting every night in different locations within 3 miles of my house. Although a “club”, you can come and go, observe, attend or not, pick which one feels comfortable/safe, or attend multiple meetings. Sounds like it works like CBT (which is effective). I’m there.

  3. Could not agree more, Trisha. Every one of those 7-9 exposures to your brand must be high quality too, and in this order of priority:
    1. You deliver something of value to your target audience (practical/relatable health care info, resources)
    2. You succinctly frame what you do and the value you offer to your target audiences’ quality of life.
    3. “Rinse, repeat” to demonstrate your reliability and breadth of expertise.

  4. Thank you Trisha:) for this insightful article. I am taking the right steps to ensure that I don’t rush too quickly and I do this successfully. I will be speaking to someone at Score and develop a viable working business plan.

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