How can you market your group practice, which hosts a variety of niches, to its relevant clients? Which client information should you always keep track of? What do you need to have clarity on when it comes to finding, working, and connecting with your ideal clients?
In this podcast episode, Joe Sanok discusses how to pinpoint the DNA of an ideal client with Joanne Gore.
Podcast Sponsor: Alma
As a clinician, you probably chose this field because you wanted to support people in navigating challenges and finding personal growth. But many mental health care providers end up spending almost as much time on billing, insurance, and other documentation as you do in sessions with clients.
That’s where Alma can help.
Alma supports clinicians in building rewarding private practices—with simplified insurance credentialing in under 45 days, enhanced reimbursement rates, and guaranteed two-week payback.
Plus, a free profile in their searchable, filterable directory—making it easy for clients who are the right fit for your practice to find you.
Learn more about how Alma could support you in building a thriving private practice at helloalma.com/joe.
Meet Joanne Gore
Joanne Gore is a seasoned B2B marketing expert with over three decades of experience helping businesses achieve measurable growth through strategic, cost-effective campaigns. Starting her career in graphic design and corporate marketing, she went on to lead global initiatives at companies like Delrina before founding Joanne Gore Communications.
As President of JGC, she leads a team of specialists across industries including print, SaaS, and customer experience. Recognized as a Top 5 LinkedIn “Print Mover and Shaker,” Joanne is also a sought-after speaker, published writer, and author of Thriving in Chaos: Lessons Learned as a Corporate Marketer.
Visit Joanne’s website and connect on LinkedIn.
In This Podcast
- How to pinpoint your ideal clients
- What to have in your CRM
- Marketing your clients in your practice
- Joanne’s advice to private practitioners
How to pinpoint your ideal clients
From a mindset perspective, I would always want to ensure I have an open mind and recognize that someone else’s problems aren’t my problems, and vice versa – but you have the skills and toolsets to help the people you assist achieve the goals they want to achieve. (Joanne Gore)
Ultimately, you are in the business of helping people. If you are a therapist, you help people with their lives, and if you are in marketing, you help people with their businesses. Essentially, everyone is, to some extent, in the business of helping others.
This is one of the mindsets that Joanne encourages you to adopt when viewing the work you do and how you should position yourself in relation to your clients.
How do you pinpoint your ideal client? You need to know:
- Who you help
- How you help them
- Why it matters to them
Who are your top 10 favorite clients? Who are your least favorite clients? Which comes back? … Are the ones you want to return [the ones] who don’t return, why? What was it that didn’t give them the comfort to want to return and have repeat business [with you]? It all comes back to truly looking at what you know versus what you think. (Joanne Gore)
What to have in your CRM
A CRM, or customer relationship management, refers to the strategies, practices, and technologies that companies use to manage and analyse customer interactions and data throughout the customer lifecycle in their business or practice.
A few of the essential details of your clients you should have in your ethical, secure CRM include:
- Contact information: their names, email address, and phone number, etc.
- Lead source: how they were referred to your business (through social media, word-of-mouth, ad marketing, etc.)
- Touchpoints: the number of times that they were engaged with before they became a client (through emails, phone calls, text messages, etc.)
- How often were these clients engaged with once they entered your business as a client?
Marketing your clients in your practice
Say you have a group practice with various therapists who have different niches within the same business.
How do you market to different pools of clients? Joanne recommends using social media as an effective marketing tool.
This is where social media is awesome because they can start to develop their own personal brands that will appeal to the people they help most, and again, be on the platforms where those people are. (Joanne Gore)
Separate pages out on your website and boost each therapist on your social media posts so that your clients can get a sense and feel of each therapist to help them pick the one they feel most aligned with.
Joanne’s advice to private practitioners
Be clear on who your clients are, how you help them, and what they need from you. And don’t be too hard on yourself! Take each day as it comes, and try again with every chance you get.
Books mentioned in this episode:
Joanne Gore – Thriving in Chaos: Lessons Learned from a Corporate Marketer
Sponsors Mentioned in this episode:
- Get your ticket today for the MHM conference in October! Use the discount code JOE to get 10% off any ticket!
- Learn more about how Alma could support you in building a thriving private practice at helloalma.com/joe.
Useful links mentioned in this episode:
- Visit Joanne’s website and connect on LinkedIn.
Check out these additional resources:
Creating Just Communities: The Science of Collective Action with Nilanjana Dasgupta | POP 1242
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Meet Joe Sanok
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 who are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.
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