Where do your clients come from? Sometimes you need to go through other people to get to them. GP's, personal trainers, gyms, specialist doctors, ACC or insurance providers.
They just aren't referring to me
Sometimes we need to go through a middle-man before we get to the person we actually work with.
It might be that we rely on other health & wellness professionals or insurance companies to recommend our services to their clients.
But do they listen? NO! I'm often bombarded with questions from business, which is
THEY JUST AREN'T REFERRING TO ME!
Who you're selling to is your client
Have you thought about who you're actually selling to?
Who is your real client here?
Well. I'd challenge you to think that maybe your client is the middle-man NOT the person you're actually working with at the end.
Does that change how you market yourself?
Marketing to the middle-man
Whoever you're marketing to remember ...
Selling the amazing nutrition packages, massage services or podiatry work you do is great. But it doesn't necessarily fix the problem of the person you're marketing your services to - the GP, specialist or gym etc.
Their problem is usual time (or lack of), resources (total lack of), knowledge (yup, lack of) and desire to help their client.
How you fix these problems for them is how you rock marketing to the middle man!
Are you profiling the right client?
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