One of the keys to creating a successful and profitable practice is to replace “Practitioner” as your primary role in your practice and replace it with “Marketer”.

I remember feeling a bit astonished when I first heard this phrase. But over time, as I learned more and more about marketing, I realized how true it was. Remember, your practice is a business and all businesses have to market. If you don’t market, you will not attract enough people who can benefit from your expert services.

Marketing takes the message about your services out into the world and is even more important than the mastery of your profession or skill. You are the voice of your practice and no one else can deliver the message about it than you. It’s your voice that needs to be consistently heard delivering your unique message. And consistency is the key.

One of the things I often hear from women I coach and consult with when they want to grow their business is “Maybe I should go get additional training in…(fill in with their area of expertise or an adjunct skill).” I advise them to stop for a moment and realize just how gifted they already are and what is really needed is more training in how to market their talents and skills.

Now, I am not saying you shouldn’t continue to grow professionally – that is important and one of the benefits of attending continuing education courses. You should always strive to be the most highly skilled practitioner you can be. But I want you to go beyond skilled – I want you to be skilled and savvy – savvy in the ways of business, especially in the area of marketing. Being savvy is what will bring you a full practice and the income, success and recognition you desire and deserve.

So exactly what does a marketer do? A marketer promotes her business. Marketing a practice and promoting it doesn’t mean selling. In fact the more you sound like you are selling, the less people will listen after a time.

As a marketer, you are going to be discovering and using as many avenues as you can to get the message out about your practice – messages that your prospective clients are most likely to see and hear.

Let me briefly give you examples: As a child psychotherapist, I spoke to parent groups, PTA’s, guidance counselors, teachers, etc. and wrote articles and blog posts about issues affecting children. I created marketing materials – like informational letters to other professionals who worked with children that established me as an expert in working with children. These two examples are examples of marketing – no sales involved. And they were effective in helping me build my practice. They were done on a consistent basis, year after year, so that I could always be top of mind as a referral source.

Action Step

Review what you are already doing to market your practice. Assess if your strategies are successful. Brainstorm other avenues you could be using to get the word out. Choose one of these new ways and commit to a plan of action to implement this marketing strategy within the next thirty days. Keep every strategy that is successful in your marketing repertoire and use them interchangeably.


jaa

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