Issue link: https://www.massageandbodyworkdigital.com/i/149404
Myth Myth Reality Reality Remember that we are in the relationship business. What kind of relationships are we establishing if we have to pay our clients to refer their contacts to us? We end up getting clients that are pushed on us. Instead, what we want is to have our clients refer folks they believe will truly benefit from our work. I use a simple statement if the topic of referrals comes up: "My business runs on referrals, and I hardly do any outside advertising. If you know of anyone that you believe would be a good fit and would benefit from this type of work, feel free to forward my newsletter to them or introduce us via email." I learned from my mentors, and I've experienced for myself, that not seeing others as competitors will save you from wasting time and energy. We are so unique in our personalities and in our approaches to our work that even two practitioners who took the same exact training may work with a client completely differently. If we incorporate just a bit of ourselves and our personalities into our work, and if we come to the table with a genuine desire to benefit our client, then we will experience success. Any practitioner who acquires a client does so because at some level there was a connection between client and practitioner, not because she won that client from someone else. There is Competition Everywhere Give Something Extra to Get Referrals Competition Exists If You Believe It Does The Best References Happen Organically Tip If clients want to take a few of your business cards, graciously appreciate that they are willing to refer someone to you. In addition, let them know you are open to being introduced to this person via email or phone. This gives you the opportunity to start a dialogue with your new potential client. If you gain a new client from a referral, send the referrer a thank-you email, or better yet, a handwritten thank-you note. I learned from my mentors, and I've experienced for myself, that not seeing others as competitors will save you from wasting time and energy. Tip If you "lost" a client to another practitioner, maybe he or she was never yours to begin with. Be happy for your client who found a practitioner she connects better with. This means there's another client out there just waiting to connect with your own unique self. Marty Morales is a certified Rolfer, Rolf Movement Practitioner, and bodywork instructor. He teaches advanced bodywork workshops in his home state of California and internationally, and is the author of Mastering Body Mechanics—A Visual Guide for Bodyworkers (Create Space Independent Publishing, 2012). For more information, visit www.martymorales.com. www.abmp.com. See what benefits await you. 103