AA - 6 - Easy Marketing For Therapists

Easy Marketing for
Therapists...
Three Simple Strategies to Quickly Create Brand
New Clients and Higher Profits in your Therapy
Business...
With the compliments of

Amundson & Amundson
www.amundson.co.nz
Copyright Notices
Copyright © 2010 by Graham McGregor
All rights reserved.
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Requests for permission or further information should be addressed to

Twomac Consulting Limited 188 Scenic Drive Titirangi Waitakere 0604 New Zealand
Published by Twomac Consulting Limited

188 Scenic Drive Titirangi
Waitakere 0604 New Zealand
Email graham@twomac.co.nz
Website www.EasyBusinessSuccess.com
Printed and bound in New Zealand.
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wants to stress that the information contained herein may be subject to varying state and/or
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on the behalf of any purchaser or reader of these materials.
Any perceived slight of specific people or organizations is unintentional.

Introduction:
Hello and welcome to Easy Marketing for Therapists
I’ve been a professional sales and marketing consultant

for 32 years. And in this time I’ve learned a very
important lesson.
The secret to outstanding sales results in any business

is very simple: Just focus on doing three things.
1: Lead generation
This is where you attract good numbers of interested people who are keen to talk with
you about using your services.
2: Sales Conversion
This is where you gently encourage the people who contact you to spend some of their
hard earned money on using your services.
3: Repeat and Referral Business
This is where you encourage your existing clients to use more of your services and get
them to refer new clients to you.
And that brings us to the purpose of Easy Marketing for Therapists.
In the next few pages you’ll learn some simple way to attract good numbers of people
who are keen to talk with you about using your therapy services.
You’ll also learn an easy way to turn many of these people into happy paying clients
Finally you’ll discover how easy it is to get many of your existing clients to start actively
recommending your therapy services to their friends and colleagues.
Let’s get started...
Graham McGregor
PPS: I love to hear feedback or comments on any of my marketing and sales strategies.
So feel free to let me know about anything you’ve tried from Easy Marketing for
Therapists and how it’s worked for you.
My full contact details are at www.EasyBusinessSuccess.com and you can also email
me on graham@twomac.co.nz
1 Easy Marketing for Therapists Notes
_________________________________
________
Easy Marketing for Therapists

by Graham McGregor
Part One: Profitable Lead Generation
Lead generation is any type of promotional activity you
do that is designed to get potential clients contacting
you and enquiring about using your therapy services.
My first recommendation is that you use at least 10-20
different types of promotional activities every month in
your therapy business.
The reason for 10-20 is pretty simple. Each month you
will get different results from each promotional activity.
So in one month you might get some good results
from using an online directory and the next month your
results are not nearly as good.
If you only rely on one way to promote your therapy
services than your sales will be very up and down.
However if you use 10-20 different lead generation

strategies each month to promote your therapy
services then you will always have a steady stream of
interested people to talk to.
It’s a bit like fishing with one fishing line compared to
fishing with 10-20 fishing lines. The more lines you
have the more fish you are likely to catch.
One of my favourite lead generation strategies is what
I call information marketing.
This is where you provide helpful information that will
benefit potential clients for your services.
There is a wide range of ways to use information
marketing and two of the most effective are special
reports and tips sheets.
Let’s take a quick look at ‘tip sheets’ as a simple way
to attract new therapy clients.
The good news about tip sheets is that they can be
put together in as little as a few hours.
Contact our Team by Phone on NZ 0800 400
088 or
AUS 1-800 354-868 or Email on

info@amundson.co.nz
_________________________________
________
What is a tip sheet?

A tip sheet is a 1-2 page article with helpful tips related
to the services that you offer.
Let me give you a real example.
The Personal Trainer who used Tip Sheets
I worked with a personal trainer about ten years ago to

get in better shape.
His training methods were very good and in six weeks

I was in the best shape of my life.
This trainer then asked me for some advice on making

more sales as he knew I was a marketing consultant.
I told my personal trainer client that he needed to do

things to improve his results in three areas.
Lead generation, sales conversion, repeat and referral

business. (Do these sound familiar?)
For lead generation I got him to

write a two page tip sheet called
Seven Secrets to a Great

Looking Body
In this tip sheet the personal

trainer covered seven simple tips
like these.
Secret 1: Exercise your body properly
Secret 2: Use the right supplements.
Secret 3: Train regularly but not too long.
Secret 7: Use a Personal trainer.
Because his tip sheet was only two pages long all he
had to do was write a paragraph or two on each tip.

088 or

info@amundson.co.nz
_________________________________
________
When writing his tips he also gave one or two specific

suggestions, along with reasons and the occasional
example.
Under Secret 3 he wrote down something like this...
Secret 3: Train regularly but not too long
When you train your body you can get great results by
working out for about 20 minutes three times a week.
This is done by using the right weight training routine.
This should be tailored to suit your own body type and

your own goals. Weight training has been shown in
numerous medical studies to be very effective to help
you create the body you want in a remarkably short
time.
When your workout at the gym only takes 20 minutes

to do, it motivates you to train regularly. It also gives
you a lot of free time to do other things.
One client told me that because his workouts were

short (yet still produced great results) he was happy to
come in and workout at least three times a week. He
told me that his previous gym had suggested he work
out for at least an hour and a half at a time and he
found that too hard to fit into his schedule. So he
stopped going.
The personal trainer then used a similar format with

each of his seven tips. He also included in the tip
sheet some great testimonials from some of his
existing clients.
At the end of tip sheet, he made an offer of a free

personal consultation for people who were interested
in using his services.
088 or

info@amundson.co.nz
_________________________________
________
“For a free personal consultation at no obligation

phone 09 123-4567”
The personal trainer made over 1,000 copies of his tip

sheet and then spent a few hours personally delivering
them to hundreds of homes in two of the most
expensive suburbs in his city.
The reason for this was simple. If you live in an

expensive home you probably make a reasonable
income to be able to afford to live there. (This meant
you could probably afford to spend money on a
personal trainer like him.)
My client also delivered the two page tip sheet to

health food stores, physiotherapists and other centres
of influence to give out to their customers.
The automatic perception by potential clients is that if

you put something in writing is that you are an expert
or authority on that topic.
(So I encourage all my clients to package up helpful

information in different formats and offer it to potential
prospects as part of the lead generation process.)
Within a week of the tips sheets being delivered, the

personal trainer had received several dozen calls from
people interested in using his personal training
services.
These people all said something very similar.
“I read your article on creating a great looking body

and found it very interesting. I’ve been thinking about
getting in better shape for a while now so I thought I
would give you a call.”
He booked a number of these people for a free

consultation and a high percentage became paying
clients.

088 or

info@amundson.co.nz
_________________________________
________
I highly recommend you use tip sheets to promote

your therapy business as well.
Here’s all you do...
1: Give your tip

sheet an interesting
title.
“Six surprising
benefits of therapy”
“Here’s how therapy

can eliminate back
pain and help you enjoy a great night’s sleep”
"The truth about therapy and three ways it can make

you look younger”
Make your title about a way to use therapy to solve a

common problem (like not sleeping or having back
pain) or achieve an important goal like looking
younger.
2: Put some useful tips and examples in your tip

sheet. Keep these short and easy to understand.
This could be the sort of thing you often tell a potential

client in the first meeting or phone call.
3: Put your name and contact information on your tip

sheet and invite readers to contact you. Wherever
possible include positive testimonials from some of
your best therapy clients in your tip sheet as well.
4: Make your tip sheet look good and distribute it to

large numbers of potential clients. Have a very simple
call to action on the tip sheet. You might offer a free
15 minute consultation for instance.

088 or

info@amundson.co.nz
_________________________________
________
Once you have written a couple of useful tip sheets

you may want to experiment with using my favourite
information marketing tool which is special reports.
A special report (like the one you are reading now) is

simply an expanded version of a tip sheet.
So instead of being 2 pages long, it might be 8, 12 or

more pages long.
Your Action Step:
How many different promotional activities do you use

each month to promote your therapy services?
How could you use information marketing to attract

potential clients to make contact with and enquire
about using your therapy services?
Part Two: Effective Sales Conversion

This step is important. Whenever you have a potential
client interested in using your therapy services you still
have to encourage them to become a paying client.
Sometimes this can be as simple as asking your
potential client some helpful questions.
What made you enquire about my therapy services?
What is the problem you would like to solve or
eliminate? What is an important goal you would like
to achieve? Why is that important to you? What else
have you tried in the past? What would your life be
like if you solved that problem? And so on.
Sometimes a simple way to convert more people into

paying therapy clients is to stop throwing away good
sales opportunities.
What do I mean by this?

It’s very simple.
When people phone you to enquire about your
therapy services do they always speak to a live

088 or

info@amundson.co.nz
_________________________________
________
person? Or do you sometimes ask them to leave their

contact details on a voice mail or answer phone?
If you ask them to leave a message you will lose at
least 50% of your potential paying client’s right there.
How do I know this?
One of my clients called Amundson & Amundson
offers an extremely professional and highly
personalised phone answering service for a wide
range of businesses.
I did a survey of their clients recently to find out what
they liked about using this personal answer service.
One client (who is a hypnotherapist) had this to say.
“My business grew by 30% as soon as I started using

Amundson and Amundson. Before I began using your
services over 50% of people who contacted me put
the phone down when my answer phone kicked in. I
now capture all enquiries. The service is extremely
affordable compared to the increase in new business I
have gained by having my phone professionally
answered 24 hours a day, 7 days a week. I have
increased the number of clients I have and improved
the professional image of my business. I highly
recommend the services of Amundson & Amundson
because they take the time to personalise their
service to how you operate. They have a high level of
professionalism and will grow your business.”
Bill Huddleston Huddleston Hypnotherapy
So make sure that everytime you go to the trouble and

effort of generating enquiries that you don’t throw
away good sales opportunities.
An easy way to solve this problem is to use the

services of my client Amundson & Amundson to
professionally answer your phone 24 hours a day,
seven days a week.
088 or

info@amundson.co.nz
_________________________________
________
The best part about using their service is that there

are no long term contracts and you can cancel their
service at any time with five days notice.
Go to www.amundson.co.nz for more info.
One of the easiest ways to persuade people to use

your therapy services is to use positive client
testimonials. Exactly like I just did for my answer
services client Amundson & Amundson.
You should collect positive testimonials from many of

your delighted therapy clients.
These should explain why they like your services, the

specific benefits they have enjoyed by using them and
why they would recommend your therapeutic therapy
services to other people.
There is a wonderful rule in marketing I call The

McGregor Rule of Ten.
This says that whatever a happy client says about

your business is ten times more effective than
anything you can say yourself about your own
business.
Look at this testimonial from one of my happy

marketing clients.
“Graham I first used two of your marketing strategies

about eight years ago. These were testimonials from
our delighted clients and a helpful special report. I
conservatively estimate we have generated over eight
million dollars ($8,000,000) of new sales since we
began using them. Yet they were both so simple to
use. In less than two weeks we had both these
marketing strategies up and working for us.”
Grant Laing Managing Director
Laing Building Relocators www.laing.co.nz

088 or

info@amundson.co.nz
_________________________________
________
Can you see how powerful this one testimonial is for

promoting my marketing services to potential new
clients?
The reason it is so effective is that it is my client

saying how well my services worked for him and not
me saying I have great marketing ideas.
So collect large numbers of great testimonials from

your best clients.
And use these in all the marketing for your therapy

services.
Helpful Resource:
If you would like a proven system to collect large

numbers of amazing testimonials from your best
clients you may want to check out my marketing
programme called Testimonials Are Easy at
www.TestimonialsAreEasy.com
This has a proven formula to collect amazingly

effective testimonials in two simple steps and has
worked well for a huge number of businesses.
Another thing you can do (and this is free) is to

respond quickly to any enquiries about your therapy
services.
If someone emails or phones you, try and respond

within a few hours or less.
This automatically positions you as being professional

and sharp.
The longer you take to respond to an enquiry the more

potential clients think you are not that good.
Your Action Steps:

088 or

info@amundson.co.nz
_________________________________
________
Are you throwing away good sales opportunities by

being slow to respond to enquiries or by asking
people to leave a message instead of talking with a
live person?
Which of your therapy clients could you ask to give

you a positive written testimonial?
Part Three: Repeat and Referral Business

This one area can be the key to your long term
business success.
A whopping 50% of your business success comes

from getting existing customers to recommend and
promote your business to their friends, associates and
colleagues. (Source: “Turn your customers into your
sales force” by Ross Reck)
How do we get customers to do this for us?
The key is Reciprocation. This is often called "Tit for

tat". It is a common human need to want to repay in
kind favours. If you do something nice for me I want to
do something nice for you. That way we are under no
obligation to anyone.
One of the best ways to use reciprocation is with

thank you cards:
A thank you card is a short card that you send to a

client, customer or potential customer and in the card
you thank them.
Thank you cards have the biggest impact when they

are handwritten.
One of the reasons thank you cards have such a

positive impact is that it is very rare in business today
to be thanked in writing today for anything.
Example:

088 or

info@amundson.co.nz
_________________________________
________
I was speaking to a group of several hundred business

people a few years ago. I asked for a show of hands
on how many of them had received one or more
written thank you cards in the last 12 months.
Only three people put up their hands.
How do you use thank you cards?
There are many occasions where thank you cards are

very useful.
One way is to make them part of something I call...
The 30 Day Added Value Follow Up:

The 30 day Added Value Follow Up is something that
virtually no one in business does today.
Yet using it is so simple and easy.
All you have to do in your therapy business is to make
sure you take three simple steps in the first month with
every new client you take on.
These three steps make up the 30 Day Added Value
Follow Up and will turn one time therapy clients into
raving fans who will be delighted to now recommend
your business to everyone they know.
(This is ridiculously simple to do, yet no one does it.)
Step One:
Send each new therapy client a short hand written

thank you card thanking them for their business.
“Hi John, thanks for becoming a new client. I know

you will be delighted with the great results we achieve
working together. Regards. Your name.”
Enclose a business card with this thank you card.

088 or

info@amundson.co.nz
_________________________________
________
Sending a hand written thank you card is extremely

rare in business and immediately sets you apart from
everyone they have done business with in the past.
And all it takes to do is about 2-3 minutes at your end.
Step Two:
A few days after this thank you card, send your new
client a small unexpected free gift.
This gift could be a couple of free movies passes, a

positive book or anything at all you think will make
them feel valued. Include with this gift a short thank
you card that has a message something like this.
“Mary thanks again for becoming a client. I appreciate

your business and thought you might enjoy this small
gift. With my compliments. Regards Your Name.”
Let me ask you a question.
When was the last time anyone you know received a

small unexpected gift from anyone in business?
It’s extremely rare and virtually never happens.
So when you give a small gift you position your

business as being special and different.
Doing this shows you really care about your clients.
Step Three:
A few days after you send out a small gift you take two
minutes and make a quick follow up phone call.
You might say something like this:
“Hi Mary, just a quick call to thank you again for being
a client. How are things going for you this week?”
You then have a brief chat and then politely end the
call. What you are demonstrating here is that you
088 or

info@amundson.co.nz
_________________________________
________
really do care about your clients because it is

extremely unusual to get a follow up call from any
business.
With this 30 Day Added Value Follow Up you have

shown that your business is special.
You thank them, you appreciate their business and

you take the time to make sure they are happy with
their investment in your services.
In short you’ve made yourself the ideal business for

them to happily recommend to everyone they know.
All this from putting into place a very simple 30 day

added value follow up programme.
Your Action Step:
What type of added value follow up programme can

you put into place with all your new therapy clients?
In this very short report I’ve only had time to give you
a tiny number of ideas to help you promote your
therapy business.
There are many more things to create new sales and

profits.
These all work extremely well yet are so simple to do.
 There is the Ten Minute Marketing

Programme that only takes ten minutes a day
to use. Yet will increase your sales and profits
by 10% or more over the next 12 months.
 There is the Centre of Influence approach that

can help you to get large numbers of new
therapy clients quickly from just one influential
source.
 There is the 20 minute talk system that will get

you a free dinner or lunch along with dozens of
088 or

info@amundson.co.nz
_________________________________
________
influential business owners keen to use your

therapeutic therapy services
 And many more.
Here’s what I suggest you do now.
Talk to my good clients Amundson & Amundson about

their professional phone answering services and how
this might work for your therapy therapy business.
If you like the look of what they have to offer, I invite

you to test their service for at least one month and see
how it works in your therapy business.
Your investment is very small and one new client

gained could easily cover this modest investment.
In return for trying out my clients phone answering

services I will give you a special package of marketing
programmes worth over $297 as a special FREE
Added Value bonus.
However this is only valid for the next two weeks.
This $297 of marketing progammes includes:
 My complete Testimonials are Easy system.

This will show you to collect large numbers of
amazing testimonials from your best therapy
clients in two simple steps. (I have personally
used this system with 93 different businesses
and it has had a 100% success rate so far.)
 The Ten Minute marketing programme. (This

includes a convenient audio programme and
reference manual. I had 7 accountants ask me
last year if they could recommend this ten
minute marketing system to their business
clients because they liked it so much.)

088 or

info@amundson.co.nz
_________________________________
________
 A wonderful programme called The Million

Dollar Magnet. This shows you in great detail
how to use special reports and tip sheets to
promote any business. (This includes a
convenient audio programme and reference
manual.)
 And finally my useful special report called Your

Idea Goldmine: How to use creative thinking to
increase your sales by 25% in less than 90
days. (A commercial real estate client used this
simple system to earn a $71,000 real estate
commission in less than 17 minutes.)
 Whew, that’s a lot of bonuses and you can

have all them all as my gift to you.
 Just test my client Amundson & Amundson’s

personalised phone answering service for at
least one month and you can have all these
programmes at no charge.
Thanks for taking the time to read this short report and
I look forward to hearing about your great results as
you use the simple ideas in Easy Marketing for
Therapists.

088 or

info@amundson.co.nz

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Easy Marketing for

With the compliments of

All rights reserved.

Requests for permission or further information should be addressed to

Published by Twomac Consulting Limited

Any perceived slight of specific people or organizations is unintentional.

I’ve been a professional sales and marketing consultant

The secret to outstanding sales results in any business

3: Repeat and Referral Business

And that brings us to the purpose of Easy Marketing for Therapists.

Let’s get started...

Easy Marketing for Therapists

However if you use 10-20 different lead generation

AUS 1-800 354-868 or Email on

What is a tip sheet?

I worked with a personal trainer about ten years ago to

His training methods were very good and in six weeks

This trainer then asked me for some advice on making

I told my personal trainer client that he needed to do

Lead generation, sales conversion, repeat and referral

For lead generation I got him to

Seven Secrets to a Great

In this tip sheet the personal

Secret 1: Exercise your body properly

Secret 2: Use the right supplements.

Secret 3: Train regularly but not too long.

Secret 7: Use a Personal trainer.

Contact our Team by Phone on NZ 0800 400

AUS 1-800 354-868 or Email on

When writing his tips he also gave one or two specific

Under Secret 3 he wrote down something like this...

Secret 3: Train regularly but not too long

This should be tailored to suit your own body type and

When your workout at the gym only takes 20 minutes

One client told me that because his workouts were

The personal trainer then used a similar format with

At the end of tip sheet, he made an offer of a free

AUS 1-800 354-868 or Email on

“For a free personal consultation at no obligation

The personal trainer made over 1,000 copies of his tip

The reason for this was simple. If you live in an

My client also delivered the two page tip sheet to

The automatic perception by potential clients is that if

(So I encourage all my clients to package up helpful

Within a week of the tips sheets being delivered, the

These people all said something very similar.

“I read your article on creating a great looking body

He booked a number of these people for a free

Contact our Team by Phone on NZ 0800 400

AUS 1-800 354-868 or Email on

I highly recommend you use tip sheets to promote

Here’s all you do...

1: Give your tip

“Here’s how therapy

"The truth about therapy and three ways it can make

Make your title about a way to use therapy to solve a

2: Put some useful tips and examples in your tip

This could be the sort of thing you often tell a potential

3: Put your name and contact information on your tip

4: Make your tip sheet look good and distribute it to

Contact our Team by Phone on NZ 0800 400

AUS 1-800 354-868 or Email on

Once you have written a couple of useful tip sheets