They probably don’t mean to be inconsiderate of everything you’ve put into becoming a credentialed professional. They might feel “connected” to you because you are “friends” on Facebook. Maybe they have been to your office for a service or two in years past.
Regardless, it usually goes something like this…
“What can I take for…?” or “What can I do for…?” Sometimes they are just looking for what they can purchase at your office or which service they should make an appointment for — and that’s fine. But sometimes it’s a person you have little to no connection with who is looking for free advice so they can run over to Amazon to order the magic solution to their problem.
When someone asks “What do you suggest for…?” my reply is “A consultation.”
The Wrong Way
Giving them the free advice they’re looking for not only reinforces that behavior, but it also devalues everything you have done to become the qualified professional you are — and that other people gladly pay you for. You need to have boundaries and you need to enforce them without offending anyone so that at some point — maybe right now — they will recognize the value of what you do and make the wise choice to invest in your services.
The Right Way
Here’s a version of what I tell people so that I can stay in my power and they can get the right answer — not just an answer.
“I know that sounds like a simple question to you, but to me, it generates many more questions that I would need to know the answers to before I could make a sound recommendation. Depending on your answer to any of those questions, we might go down a path that neither of us would have chosen without the opportunity to ask those questions. In order to make sure I make the best recommendation for you, we would need to do a consultation so that I have the opportunity to get all of my questions answered before I make any suggestions. Here’s how you can get on my schedule (link to online booking system).”
If the person has never done business with me, I usually add something along the lines of “It would be unethical of me to make recommendations without a consultation and a signed waiver.”
You can use a short statement like: “These are the types of things I help people with all the time, but it’s not as simple as it seems and we would need to have a consultation so that we both get all of the information we need to move forward.”
Once you decide to stand in your power, you will find that those people — who act like you are their Google and you have all the answers they need whenever they need them — will go find someone else to bother (often on a Saturday night). Sometimes it just takes a simple reply like the ones above to reframe their perception of who you are and what you do and inspire them to book an appointment with you.
Handling Pushback
It’s rare, but I have had a few people pushback on this. One actually said, “Everything you know, I can find on Google.” Seriously, I laughed (thankfully it was via email) and told her that was perfect and I’m glad she could find the answers she is looking for. Another time or two I offered to refer the person to a practitioner who may not be interested in the whole situation but would be happy to sell them something. These are NOT my ideal clients. I’m never rude. I always let them know that the reason I can’t make a recommendation is that I hold myself to a high standard of making sure that I make the best recommendations possible and I simply can’t do that via email or a Facebook message. My ideal clients appreciate that. The others are someone else’s ideal clients and I am happy for them to do business together.
When to Fire a Client/Patient
It’s rare, but I have fired a few clients over the years — usually, because they have been outright rude to my treasured staff and I will not tolerate that. It’s okay if someone is having a bad day, but nobody gets to yell at or shame my team. In that case, I let them know that it is clear to me that we are not a good fit for them and their needs and I will refund any portions of a package that they have on account and cancel any upcoming appointments.
Never be afraid to politely release a client who is not a good fit or is toxic to your office and your staff. As you get clear on whom you love to work with — and whom you don’t — you will become a magnet to attracting your ideal clients to your practice.
PSST! There’s Something SPECIAL Coming…
I have spent the past six months updating and revising my Pulse Platinum Success System and I will be releasing the new content in the next few weeks. Those of you who have already participated in Pulse Platinum Group or Private Coaching will automatically be granted access to the updated materials. It might be a good time to go through it again and consider doing a re-launch of PEMF in your practice! Keep your eyes peeled for some emails from me introducing you to the new program and how ANY PEMF PROFESSIONAL can get some of my best gold nuggets!
Practitioners are getting great results working with me…
“Thanks to her program I’m helping so many people and cleared $8k in my first month!”
Timothy L.
“My wife sold a 24-pack on Friday and I made a 12-visit sale on Saturday! BOOM! Patti is the real deal! The coaching she gives is very applicable and doable!”
Blair Bauman
“Do what Patti tells you to do (she tells you everything and gives you everything you need, but YOU still have to implement them), and then sit back and see amazing results for your patients and your business.”
Brian Jones, DC
“I made more money in the last 2 weeks than I have the last couple of months! Thank you, Patti!”
Kristy Harrison