As the punchline goes….
Practice, practice, practice!
It should not surprise you when I tell you that convincing a potential client to sign a contract to work with you requires the same thing: practice, practice, practice.
I hear from so many new, wannabe advocates that they just can’t get a client to sign a contract, or they just hate asking for money and oh – yes! I do understand that! Making those requests can be quite uncomfortable when doing so hasn’t been something you’ve ever had to do before. That’s for sure.
But there is a way you can get past that hurdle, become more comfortable with it, and move on to grow your successful advocacy or care management business.
Practice! OK, admittedly, easier said than done.
But, I’m here to make it easier for you with a 4-word piece of advice to do that.
Over the past two weeks we’ve taken a look at a couple of bad habits that often come into play during a first conversation with a potential client, and some alternatives that will work far better:
Overcoming Ba-a-a-ad Habits That Sabotage Your Success – this bad habit addresses being way too helpful.
Another Ba-a-a-ad Habit That Will Sabotage Your Success – this one looks at the bad, bad idea of answering the “how much do you charge?” question with an hourly rate.
This third ba-a-ad habit is the easiest of all to fix. The only challenge is figuring out when to inject it into the conversation you have with a potential new client.
So what is Ba-a-a-d Habit #3?
A week ago we took a look at the first of three ba-a-a-d habits, one that gets in the way of a new advocate’s success.
I say “new” advocate because, without learning to overcome that bad habit, an independent advocate won’t be in business long enough to become an old… er…. more experienced and successful health or patient advocate or care manager. Sounds dire, right? Yeah. It’s that ba-a-ad.
This week we’re going to take a look at a second ba-a-ad habit; one that has become an “aha!” moment for more than one advocate – even one who has been moderately successful before learning this great tip.
The second bad habit is this:
If I want to be a hand model, then I should not bite my fingernails. Agreed?
If I stuff my face with cookies when I’m trying to lose weight, then I will probably not lose much. Right?
If I can’t sleep and I keep drinking coffee, then I may be preventing myself from falling asleep. Not a good idea!
Not unlike the effects of these bad habits, over the years, I’ve identified many B-A-A-D habits that stand stand squarely in the way of the ability to succeed at being an independent health or patient advocate or care manager.
No, they have nothing to do with biting your finger nails or stuffing yourself full of cookies – or even sheep! Instead they have everything to do with how you respond to inquiries from potential new clients in your efforts to guide them to do what you want them to do: hire you and pay you.
Today we’re going to look at Ba-a-ad habit #1:
We are a mobile society, aren’t we? “They” say (yes, I often wonder who “they” are!) that Americans move an average of 7 times in their adult lifetimes. Personally I’ve skewed the averages myself, having lived in 9 states, with 19 moves.
I know moving!
One of the big tasks we have to manage when we move is to change addresses on everything from bank accounts and bills to magazine subscriptions to holiday greeting cards.
That done, most of us think – whew! – there’s no need to change our cell / mobile phone numbers! Keeping the same number means we can stay in touch by voice and text without skipping a beat. Right?
Because, if you own a practice, you probably can’t afford a mismatch between your old number and your new location.