Networking, Marketing & Referrals:
Tips, Information & Encouragement
for Filling Up Your Practice

Summer’s over, time to focus again, and get back to work. I bet you could use some tips, inspiration, and encouragement to get your networking and marketing going so that you can fill your practice. So, let’s get right to it!

1. Set Aside Time for Networking and Marketing.
   It really doesn’t matter what you do for networking and marketing, but you have to do something. Since you have to do something, only do the things you like! Of course, you will have to try things out to see what you like. Keep in mind that it’s okay to make things up to do.
   
   Tip: Track what’s working and then do more of it—repeat what works. Quit what doesn’t work or work well enough.
   
   
2. Networking is simply making professional friends and acquaintances. Don’t wait for opportunities to come to you, make yourself targeted opportunities. When going to a networking event or a lunch or meeting, decide on your networking goals before you arrive:  Who do you want to meet and talk with? How many new people do you want to get to know?
   
   Tip: Read How I Came to View Networking Events as Social Meetups
   
   Tip: Make list of 10 contacts you want to meet—people you want to know or be known by in your community. Then find ways to meet and develop mutually beneficial relationships with them.
   
   Tip: Find others who might be in contact with or serving your ideal client from other professions; find allied professionals who serve your client population or ideal client. Get to know them and let them get to know you, the services you offer, and the type of work you do.
   
   
3. Marketing is what you do to help clients—and referral sources—find you, and to get clients coming to you instead of you running after them. Remember that people are not going to look hard to find you or to find out more about you. Make it easy for them.
   
   Tip: Follow the Two Golden Rules of Therapist Marketing: 1.) Make the act of marketing energy producing instead of energy draining; 2.) Only do marketing activities that fit for you, your client population, your type of practice or service—and ALWAYS within legal & ethical guidelines.
   
   Tip: When clients go to your website, directory listing, and social media pages, what they are really looking for is: Who are you? What can you do for me? How can I contact you? Make sure your content on your website, directory listing, and social media pages addresses that.
   
   Tip: To market effectively, you need to know two things: what you offer and who needs what you offer. Think about what you want to be known for, the treatment options you want to be known for, and the target populations you want to attract as clients. Share this content in a way that will get it—and you and your practice—noticed and that will help you build your practice.
   
   
4. Referrals. Don’t just rely upon clients, friends, colleagues or potential referral sources to automatically know that you welcome their referrals. It’s up to you to let them know and to educate them about who are good referrals for you and your practice.

Tip: Directly mention that you welcome referrals by using a brief, and thoughtfully scripted, phrase or statement. This can produce significant results for your practice. You can say things like:

Okay, reading time is up. Now it’s time to get out there and increase your visibility in the community so that your new clients can find you when they need you! Happy practice-filling.

Lynne Azpeitia, LMFT, AAMFT Approved Supervisor, is in private practice in Santa Monica where she works with Couples and Gifted, Talented, and Creative people across the lifespan. Lynne’s been doing business and clinical coaching with mental health professionals for more than 15 years, helping them develop their careers and practices. To learn more about services, training or the monthly LA Practice Development Lunch visit www.Gifted-Adults.com or www.LAPracticeDevelopment.com.