helping you connect with your clients

Welcome to The Healthcare Marketing Connection! This week let's look at one very profitable niche alternative healthcare practitioners can target -- the corporate client. Read this week's feature article for tips to break into this highly lucrative field.

I'm going to the DNC in Denver on Monday. Actually, my daughter is going and I get to tag along. Best Buy is sponsoring a get together for 13-15 years olds and policy leaders -- giving policy leaders a chance to hear what is on the mind of this age group. I'm not sure what's on the mind of this age group to be honest with you. Not buying bottled water and raising money for wells in Africa are two things that came up passionately last year. I've heard parking and security are going to be a nightmare, but I'm sure this will be an experience both of us will remember. And hopefully she will have a firm handshake, and say her name loudly and not be shy when she meets these "powerful leaders".

To your success!

Kelly

5 Tips for Branching Into the Corporate Market

Most of us make a living treating the general public. We encourage repeat visits, word of mouth referrals, and cash. For those of us that accept it, the next best are patients with good insurance. Those patients tend to be repeat clients because most of the cost is defrayed.

The most efficient and cost effective way to attract specific clients is to target one specific group of people, a "target market".  

Targeting a market
Some of us have consciously chosen to target a market, some of us have had one fall into our lap - perhaps you happen to have friends in the personal training industry that refer clients to you regularly and you've become known as a good resource for their client's type of injuries. You stumbled into this niche accidentally, which is terrific. Many practitioners wish a profitable niche would fall into their lap. If this hasn't happened to your practice, and you've been investigating profitable niches where you can truly help people, there is one relatively untapped market you may not have tried yet.

Working with corporations
Most corporations have health coverage, have groups of people that are prone to experience similar injuries, are likely to refer others like them that they know, and the work you do with them can be both highly rewarding and profitable. Marketing to corporations can be easy because there are many of the same type of person in one place. You key is to get inside that place!  

Corporate Clients
How can you easily tap into the corporate market? Let's take a look at five ways to inexpensively tap into this huge and lucrative market.

1. Offer to do a talk or "lunch and learn" for their employees.
2. Connect with the human resources or safety director.
3. Connect with PCP in their network.
4. Learn who they send their workman's comp cases to. Form a relationship and see if your services can complement each other. Be sure to refer clients to them - a relationship is a two-way street.
5. What types of injuries does this company experience? Does everyone sit at a computer all day? Can you tie in a day of 10 minute massages for the administrative assistants on secretary appreciation day? Offer your services in bulk packages for senior level executives to purchase as gifts.

Targeting large to medium size companies in your area can be a huge source of steady income. The keys are to discover their needs (what injuries do they experience repeatedly), connect with both upper management and the employees to generate interest and referrals, and discover ways to co-implement a program for health and safety within the company.

When talking with the senior level executives, remember to discuss what they are concerned about - money. How can having your services as a recommended resource save them money? By decreasing their workman's comp claims? Reducing missed days of work? Improving employee morale?

Do as much research about the company as you can before asking to meet with anyone, and be sure to put their needs before your own.

(c) 2008, A Marketing Connection

Want to use this article in your ezine or web site? No problem! Just let me know at info@AMarketingConnection.com. I'll send you a short bio to include at the end of the article.

New E-coaching Program for Alternative Healthcare Practitioners

Coaching for Practice Marketing -- Get started today for just $1

Marketing and Copywriting expert Kelly Robbins, MA, and Acupuncturist and business coach Kevin Doherty, L.Ac, authors of Practice Evolution: The Ultimate Holistic Health Practice Success Kit, have designed a one-of-a-kind coaching program delivered in manageable chunks to your email box each week.

In the Practice Evolution E-Coaching Marketing Program you'll receive one one practice building tip or technique that is inexpensive, easy to implement, and is guaranteed to attract healthcare clients to your practice delivered via email each week.

Here are some of the things you'll learn to do in the Practice Evolution E-Coaching System:

• Get out of survival mode
• Stop confusion about how to get new clients in the door
• Learn to create multiple price points in your services so you have options for everyone
• How to add thousands of dollars a month in additional income
• Spend less time on marketing
• How to bring back patients that quit coming
• Easy ways to get referrals
• How to work with other practitioners in other modalities and double your client base
• Prevent burn-out
• Have more time to treat patients
• Use your patients as your sales team
• What you control in your business and what you don't
• Hiring a support staff
• How to attract patients without spending any money on advertising
• How to triple the amount each client spends
• And more!!

All we ask from you is that you commit to one hour each week for 52 weeks. Make the commitment to yourself and to the success of your practice to spend a minimum of one hour each week on your marketing.

Work at your own pace.
Implement and master one business building concept at a time
Get started today for only $1!

Register now: www.practiceevolutionecoaching.com

This week Kelly recommends www.SurveyMonkey.com. SurveyMonkey.com is a revolutionary tool to create and publish custom surveys in minutes. They offer a fr*ee version with limited capabilities, but I've found that works for a quick survey.

If you have any other great resources you'd like me to share with everyone, let me know and I'll check it out. Kelly@AMarketingConnection.com

Boulder Writers Alliance (BWA) - September 23rd - I'm speaking on "Tips for Freelancing Success" at the BWA Expo: www.BWA.org.

If you have any other great resources you'd like me to share with everyone, let me know and I'll check it out. Kelly@AMarketingConnection.com

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To learn more about healthcare copywriting and marketing, visit my Web site at www.AMarketingConnection.com/article_archives.shtml. There are tons of fr ee articles on a variety of helpful topics.