The Best Way to Find New Clients

Posted by:

… 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…

Continue Reading →

2

Monetizing, Scaling – Making Smart Choices Affects Your Advocacy Practice and Income

Posted by:

businessgrowth

An email this week comes from one of our APHA members, who I will call Bernice, who reminds me of how easy it is to lose sight of what is important to us when it comes to building our advocacy practices.

Bernice is in the process of entering a business plan competition which, if she wins, will provide her with a $10,000 grant to help her grow her practice.

Her concern is, that in order to win the money, she is going to have to write a business plan that’s about “going big.”  From her email to me:

“We have retired execs who are mentors, and they
just don’t see how I’m going to go “big” with this business.”

So she wanted to know if I have suggestions for how to build that in.

“So, as I push forward to make this a “winning” business plan entry, what do you see as the most viable way to monetize our businesses to take it up several notches?”

A few important points for all of us to consider:

Bernice is asking about two aspects of growing a business:  monetizing and scaling. Monetizing simply means finding more ways to maximize the income from the work she is doing. Scaling refers to the growth of a business – more products or services, more employees, more customers and of course, bigger income to support all of that (and hopefully more profitability too.)

To which I say… whoa!  Wait a minute!  Who says any of that is important?

Now, at first I expect you’re reading those words and laughing. Of course they are important! (you’re thinking.)  Who doesn’t want their business to make more money and to grow bigger?

To which I will respond…  Making more money? Of course.  But growing bigger?  Maybe you DO and maybe you DON’T.

Continue Reading →

1

Ripped from the Headlines…. a Warning for Health Advocates, Too

Posted by:

commonsenseA kidnapping and murder last weekend raises questions for all professionals who work one-on-one with strangers….

If it can happen to a real estate agent, it can happen to a health advocate, too.

I’m referring to the headlines about Beverly Carter in Little Rock, Arkansas.  She was a real estate agent who had gotten a call from a stranger to show a home she had listed for sale.  And then she disappeared.  Her body was found several days later in a shallow grave.

See that second sentence?  “She was a real estate agent who had gotten a call from a stranger to show a home she had listed for sale.”  It could just as easily have said, “She was a patient advocate who had gotten a call from a stranger to discuss the problems he was having with his medical care (or medical bills.)

Like real estate agents, the nature of the work we do is to help strangers.  In fact, if we don’t help strangers, then we won’t stay in business for long – it’s not a choice, it’s a necessity.

Common sense should tell us never to just show up at a stranger’s home – and yet, I have no doubt that many of you reading this post have done just that.

And as you read this post, you are thinking, “well, sure, but….. “

Continue Reading →

1

Cruel to Be Kind and Kind to be Cruel

Posted by:

cruelI received an email from a woman named Irma. She wants to become a health advocate, to assist people in her community who have Alzheimers. (Bless her for that.)  But she was laid off from her job, and doesn’t have any money. She asked me if I would let her join Alliance of Professional Health Advocates for free so she could “learn how to do it.”

Irma’s request was not the first I’ve received over the years.  I am also asked to give people free copies of my books, and even loan or donate money to help them get started with their practices.

In the early years of building this patient advocacy profession, I used to struggle over the answers to these requests.  Should I support these folks to help them get started when they didn’t have the means to do it themselves?  If I said “yes” – would that really help them?  If I said “no” – would I be hurting them, and would I feel guilty?  How much did I owe to the profession to build a strong foundation?  How much did I owe compassionate people who want to help others?  How could I even determine which answer served the requester, the profession, the organization, or me the best? Would one answer serve them all?

It took a lot of soul searching…..

And ultimately I came to one conclusion, one point of view that helps me answer them all.

Continue Reading →

3

It’s Not Marketing. It’s Teaching.

Posted by:

Mans hands on a chalkboardWe’re in the final stages of putting together the Advanced Marketing Handbook (scheduled for release in early October) – and as I was reviewing parts of it this week, I had a thought to share with you that may make your marketing a bit easier to digest.

Here’s what I know (based on the dozens, maybe hundreds of conversations I have had with advocates over the past few years)…

Most of you appreciate marketing on about the same level as nails on the chalkboard. (Oh dear, I digress, but do they even put chalkboards in classrooms anymore? !!)

Yes, I recognize that it’s not only NOT your favorite part of being in business, but that you regard it about one step below a necessary evil. If only you could be left to advocate for people all day long and never have to worry about marketing or business…

OK. I get it – at least as someone who really just loves marketing can!  I have to make a concerted effort to put myself into your shoes (as any good business woman who must understand her target audiences must) – and I realize that my love for the sport of marketing isn’t shared by most of my audience (you!)

So I gave some heavy duty thought to how I could actually make it a bit more palatable to you.  How can I help my marketing-averse advocates begin to see marketing as something that helps them help their clients (and therefore help those advocates dislike it less?)

So here’s what I have come up with:

Continue Reading →

0
Page 30 of 52 «...10202829303132...»