Author Login | Popular Articles | RSS Feeds | Sitemap

Home | Business | Small business


How to Convert a Hesitant Therapy Client

By: Kim Richardson

Everyone is leery of the unknown. Some of our potential therapy clients have concerns. These people need your product or service, but you must convince them that you can be trusted and they should work with you. Often their concern comes from a limited understanding of what you do. Or they may have a friend or family member that had a bad experience with a therapist. There are “bad apples” in every profession and unfortunately there are times when others have to overcome problems caused by such people.

Understand and Appreciate Their Concerns

Never say “You can trust me”, “You are silly to be worried”, or “Put yourself in my hands”. This is condescending and won’t win over the potential client. Keep in mind that the potential client has every right to be concerned and to request more information. Instead of dismissing these concerns, you need to address their worries. Confirm that you can help them and that you want to gain their trust and confidence.

These are a few examples of comments that you can use:

  • “It’s understandable to be worried…”

  • “I understand why you have concerns…”

  • “You’re obviously not a person who takes risks…”

  • “I remember you mentioned your friend who…”


These comments show that their concerns are justified and that you understand them. However, you shouldn’t make these comments if you don’t believe them.

Give The Power to The Client

When you communicate with potential customers, share your knowledge with them. You can do this on your website or blog with educational articles and useful content. In other cases, you can share information with them face to face or through your promotional materials, such as flyers, brochures, etc. It’s important that you use wording that the person will understand. Using jargon and technical terms can be frustrating and confusing - and especially when you should be helping them understand your therapy and your practice in more detail.

You can accomplish similar goals through your website by providing a series of articles. The customers who need information can click on additional articles if they need more details. You give the potential customer power through the additional knowledge. Educate them about your products or services and help them understand why you are the right person to provide the therapy or products that they need. Through this knowledge, you give them the power to make an educated decision about whether to deal with you. This is also a great way to show that you respect them and are willing to put in the effort to overcome their concerns.

Repeat the Important Points

When any customer asks a question – listen to them. This is true whether they ask you in person, on the phone, through email or an online comment. Listen to what they have to say and give them a complete and accurate answer. Share the additional knowledge that they need to understand more thoroughly. Repeat the important details and be sure the customer understands. Understanding is critical in helping a hesitant and concerned potential client move past these concerns.

You need to provide enough details so that they get the point. Every customer has different needs and it is up to you to give them what they need. These concerns are usually a big part of the reason they are hesitant to visit a practitioner for the first time or to go back to a therapist. Their own negative experience or the experiences of friends or acquaintances that were bad can be a powerful deterrent and it will keep them out of your office.

Article Source: http://www.articlesnatch.com

About the Author:
Kim Richardson - the therapists' coach - helps you make a success of your therapy business. To download your FREE 7 Part mini course please see his small business coaching website.

| Print | Ezine Ready | |

Recent Small Business Articles

  • Credit Crunch Tips for Out Growing Business Premises By: jennyhicks - If a business requires more space then there are many solutions available to make the most of the area. Space saving can be made in the office, the warehouse and the outside areas. Many businesses have a huge office space where at least 50% of it is redundant or not being utilised properly. By installing storage systems and shelving systems, items can be stored at height rather than on the floor.
  • Basics of Small Business Accounting By: PB - Accounting is a key function of any business-big or small. Good accounting practices are necessary to maintain an accurate set of books which in turn are necessary for taking business decisions, raising capital or bank loans and of-course for knowing how much money your business is making!. Getting the accounting right for small businesses is all about doing simple accounting things well every time. These practices can be easily implemented by most business owners.
  • Liquor bottle caps – Now, Made in India By: Diane Houston - There are a lot of things that are made in India. In fact, most of the popular products in the world have some kind of business process outsourced to India. It can be something as major as the manufacture of the entire product here, as in the case of several international brands of apparel and sports gear, automobiles, computers and so on.
  • LUXURY HOMES IN INDIA- A SLICE OF EXTRAVAGANCE!! By: charles king2 - India as a country is surging ahead with the right technology in place and with an attitude of always welcoming newer, innovative concepts. Over the last decade, the overall ambience and shape of the country has undergone an aesthetic revolution with some of the most appealing and remarkable constructions of houses as well as commercial complexes. The invasion of some professionals in modern construction methods has brought about a rapid change in the very outlook of the country.
  • Buy Replica Swiss Legend Watches High Quality with Low Price By: Fandy du- - Welcome to Fashion-Replica - High Quality Replica Swiss Legend Watches for Sale Fashion-Replica.com is a professional company specializing in exporting worldwide all brand replica watches like Swiss Legend Replica, Cartier, Technomarine, Chanel, Stuhrling, Chopard, Triumph Motorcycle, Christian Dior, Concord, Corum, Daniel Roth, Ebel, Frank Muller, Gerald Genta, Girard-Perregaux, Glashutte, Gucci, Hamilton, Hublot, IWC, Jaeger-LeCoultre, Longines, Maurice Lacroix, Montblanc, Louis Vuitton replica watch etc.
  • Buy Replica Movado Watches High Quality with Low Price By: Dujian- - Welcome to Fashion-Replica - High Quality Replica Movado Watches for Sale Fashion-Replica.com is a professional company specializing in exporting worldwide all brand replica watches like Movado Replica, Cartier, Swiss Legend, Technomarine, Christian Dior, Concord, Corum, Glashutte, Hublot, Jaeger-LeCoultre, Longines, Maurice Lacroix, Louis Vuitton replica watch etc.
  • Buy Replica Glashutte Watches High Quality with Low Price By: Edu- - Welcome to Fashion-Replica - High Quality Replica Glashutte Watches for Sale Fashion-Replica.com is a professional company specializing in exporting worldwide all brand replica watches like Glashutte Replica, Cartier, Swiss Legend, Technomarine, Christian Dior, Concord, Corum, Glashutte, Gucci, Hamilton, Hublot, IWC, Jaeger-LeCoultre, Longines, Maurice Lacroix, Montblanc, Louis Vuitton replica watch etc.
  • Buy Replica Ebel Watches High Quality with Low Price By: Edu- - Welcome to Fashion-Replica - High Quality Replica Ebel Watches for Sale Fashion-Replica.com is a professional company specializing in exporting worldwide all brand replica watches like Ebel Replica, Cartier, Swiss Legend, Technomarine, Christian Dior, Concord, Corum, Frank Muller, Gerald Genta, Girard-Perregaux, Glashutte, Gucci, Hamilton, Hublot, IWC, Jaeger-LeCoultre, Longines, Maurice Lacroix, Montblanc, Louis Vuitton replica watch etc.
  • Quality bottle closures for homes and hotels By: Diane Houston - Caps of various sizes and of any make have been in the market since a very long time. Local manufacturers have tripled in number over the last few years. Through the number of factories have increased by leaps and bounds, quality bottle closures are becoming very difficult to procure nowadays. The high cost of manufacturing good caps to meet the demand of the market now poses a big problem.
  • Know About The Best Ideas For Internet Home Based Business By: Ram Kumar - If you fire up any search engine and look for internet home based businesses, you will be inundated with links. However, if you take the time to browse through them you will see that each of them has a wildly different story to tell and a great number of things to sell.

Search Ebay

Still can't find what you are looking for? Search for it!


Submit Your link to the Open Link Directory Project

Copyright 2005-2008 MJE Sales, LLC. All Rights Reserved.
Proud member of the ArticleCkr Search Network Search Network!
ArticleSnatch.com is free for both publishers and authors to use and is supported entirely from advertising revenue.
Use of our service is protected by our Privacy Policy and Terms of Service.