5 Ways to Multiply Your Client Base Starting Now

If your business isn't working the way you expected, it's not because you're bad at business. It's because no one ever taught you how it actually works. We were trained to master algorithms in medicine, but when it comes to revenue teams and growth, we were never taught anything. We weren't even told to figure it out. We just assumed somehow we'd know. Like it would magically make sense.

But it doesn't.

The era of the seven Figure Physician CEO is here. And it's not about working harder. It's about learning entrepreneurship as a system. The same way you mastered ACLs and pals, you can master the algorithm of building a profitable scalable business. That's why I recorded the seven Figure Physician CEO audiobook. Whether you're building a medical or non medical business, and whether your goal is your first million, first 2 million, first 5 million, first 10 million, this is where the journey starts. There is no Calvary coming to save us. We are the Calvary.

So.

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Hi, docs. Welcome to the Entre MD podcast, where it's all about helping amazing physicians just like you. Embrace entrepreneurship so you can have the freedom to live life and practice medicine on your terms. I'm your host, Dr. Una.

Well, hello my friend. Welcome back to another episode of the ontremby podcast. Always pumped me your ears. Grateful that you are a listener and sharer and reviewer. And you know, today I was thinking about a number of the questions that I've seen in the EntreMD Facebook group. And a lot of it has to do. It's around how do I attract more clients? How do I get more clients? And you know, first. And there are different ways this happens, right? And I figured I'd come, come on here and, you know, just create a whole episode about that. Now, as far as wanting new clients that could look different for different people, you may have started a new practice, you know, as a, as a clinician or as a coach, and you're like, I need new clients for that. There may have been some changes in your market and because of that, you need more clients. And so that could look like, you know, maybe, you know, like me, you're a pediatrician and it's the summer, and in summer, of course, people are going on vacation. They're not necessarily looking to come in the pediatrician's office. And the schools are closed, so nobody's telling them your child has a fever, go to the pediatrician's office. And so with those two forces at play, it becomes a little harder to fill up your schedule. Now, it doesn't mean it can't be done. It just needs to be very intentional, right? Like, you need to know that's happening, and then you need to know how to respond to it. It could look like a regular practice, and, you know, you had another really well established, you know, practice, or the hospital comes and sets up shop right by you, right? And so there's some other things that need to go into play. It could look, you know, different from that. Maybe you're a coach and you have a bunch of clients who are coming up on their completion. And so now you're like, oops, I'm going to have this little hole here if I don't intentionally do something about it. Or you hired a new team member, whether that's another coach or that's another physician or, you know, whatever kind of practice you have. And it's like, man, I need to get this person's base, you know, full so that I don't have to pass out when I look at this payroll expense, right? Which we talk about in the entrepreneur world of how to make that an investment, right? Not an expense. And so there's so many ways this can happen where you find yourself, this is not a newbie thing, right? Or you build a new vertical, and you need to create the base for that. So there's so many ways this can. This could come up. The important thing is to realize that we don't roll over and play dead. We don't say what will be will be. We don't not respond at all, right? We can always respond to these kind of situations. And even if, you know, hopefully in our lifetimes, we don't ever see this again. But even in the midst of a pandemic, right? Pandemic, you're like, okay, it's changed. It's a big change. But you need to respond to that, right? Like, again, we can't roll over and play dead. Okay, so what are some of the things that we can do? Okay, and I want to give you five things here. The first thing is you want to really be somewhat obsessive, like health obsession, but obsessive about getting your people results. And you might be like, yeah, what does that have to do with getting more. Getting more clients? Well, the thing is this, right? Your people getting results is like your. It's your biggest social proof. It is the thing that would make them refer you to others. It is what will make them continue to work with you. It is kind of like that foundation piece, right? And so you want to do what you can to get your people results. Now, I do understand that. In fact, let me even put it this way. Please don't take on the messiah complex, right? Because getting people results requires a partnership. It took me a while to learn this, but it requires a partnership. It requires somebody who is committed to their goals, and it requires, you know, like a business owner who is also committed to supporting the people to get the goals they're committed to getting, right? If that commitment piece is not there, there is a critical missing piece that's going to be almost impossible for you to get people results, right? And so, so there is a marriage there of sorts. But you want to make sure on your side you're doing everything possible to help your people get results within the context of your business. So the more results, the better that is. And I even want to say this because, you know, I know a lot of you listening, you have private practices and sometimes a result doesn't mean you cure all their illnesses, right? Because again, that's a messiah complex, right? You can do that. But do they have availability to care? So they have access to care? Do they know that they're with somebody who is taking the time to help them solve this thing, Someone who can take, you know, send them to the appropriate referrals and all of those kind of things, like you're doing your piece. That is the result. The result is not that you cured them. Especially if you're in a field where, you know, like, you can't guarantee that. I mean, like, you can't guarantee that, period.

Right?

So the result is that they're adequately, adequately taken care of. They got the best possible care, and you give them the best possible support for them to get what they needed, right? So I want you to think of it in those terms. So you want to think about what is the result that I'm owning that I give my clients, right? You're, you're a coach. What is the results that you're owning, right? And so own that and help your people get that. Right? So that's the, that's the first part, and I mentioned that because it's so, so, so, so foundational, okay? Now a lot of the things we're going to talk about today will have nothing to do with getting new clients, you know, the harder way, which is to get new clients who don't know you at all and stuff like that. We're going to work with the base that you already have. Okay. All right. So. So first is getting them results. The second thing is really asking them for referrals. Okay? This is such low hanging fruit. Like, it's so low. Think about the clients you've worked with. They know like and trust you. They are amazed at the results you've helped them create. They're grateful. They are putting this. You've put them in this reciprocity bucket because you've done so much. And a lot of times what you've done is more than they've even paid you for. Right? And when you think about it that way, they want to give back. Do you see what I'm saying? They want to give back. But a lot of times you have to ask, like, it's not their job to figure out how to give back. Their. Their job is to get in the heart posture to want to do that. And then it's our job to then say, this is how you can do that, right? And so asking for referrals, asking for referrals, asking for referrals. It is something that is a muscle that you can build. It may seem uncomfortable, but the more you do it, the better you get at it. The more of a default it will be and the better it will be for your business. It will better be for your clients because they can give back and all of those things. So ask for referrals, okay? And it's not just randomly. You want to be able to do it in a way that is systematic. So for instance, if you have someone says, and this is a simple one, this is the one I use when I started building this muscle. If you're. Every time you have a client tell you, oh my goodness, you are the absolute best, you changed my life, you saved my life and all of that stuff. Savor the moment. But then that is also a great time to say, I am so grateful that we could do this for you. And really we want to be able to do more of this for people. People just like you. Do you have a friend that you can introduce me to that you think this will be perfect for? Right? And so you want to start learning to do. Not even learning to do, I told you how to do it. Right. You want to start practicing that and putting yourself in a position where people can refer because you just have this system of doing that. Right. Again, that goes back to why our results are important. So number one, results. Number two is referrals, asking for referrals. Number three is asking for renewals. Right? So somebody has worked with you and then you're asking them to continue to work with you, okay? So if you are in private practice, the way that looks is somebody comes for an appointment and you're asking them to schedule that next appointment. It's such a simple thing, but it is something that as you do that, it just sets this thing in motion where you continue to have repeat business, which is the same as having new clients, right? Like, so why give that up and keep looking, looking for new people on the outside when you have, you know, 300, 400 people who you can have schedule appointment right now, right? Where every day when you see the 20 people or how many ever people you see that could create new appointments, if you're in the coach world, then somebody signs up to work with you for three months or six months or a year, and then you're giving them the opportunity to work for you, with you for another three months or six months or a year again goes back to why your results are really, really, really important, okay? And I will say that at that point, you do want to remind them about their results. Because the mind is, the undisciplined mind is just terrible because a lot of times people forget. People forget the wins they've gotten. People even convince themselves, like, I don't know if this was worth my time is, is, is the most fascinating thing to watch. And so you almost have to remind them, like, this is what you said though, right? And so I'm so grateful that we were able to get you this, dah, dah, dah, dah. And we can still go forward, like there's still so much to do. We haven't arrived, right? How about another. Okay, so that's, that's the, that's. The third thing is asking for renewals. And the fourth thing is asking, you know, past clients to work with you again. Okay? And so these may be people you worked with six months ago, a year ago, two years ago, and all of those things and giving them an opportunity to work with you again, right? And it's a simple ask. It's an ask that most times people don't do, but at the end of the day, if you add, you have 100 people you've worked with before and you reach out and you're like, hey, this is what we have going on. Come work with us, and things like that, and you have five people that decide to work with you or 10 people. That's five or 10 people you didn't have, right? Again, this is something worth building a System around. So as you know, as a coach, that's a little easier. You track those numbers as someone in private practice, one of the easiest ways to do that is just make sure that you maintain your email list. And so a lot of times people may, you know, move on and things like that, but they're still on your email list, especially if you're providing value and you're like, you know, hey, schedule an appointment, right? And you'll be surprised. People come back. It happens all the time. Right. Okay. Number five, again, is something that is not as direct, but it really, really works. And I, I'll, I'll tell you a little. I, I'll give you a little story here to put it in perspective. I remember going to the airport. I forgot what airport it was. And you know, I love, I love books. I walked into a bookstore and I'm looking at, I'm looking at all the, the books, and I would look at the book and I open it on Amazon. And the reason why I opened it on Amazon is because I wanted to see the reviews, right? So I opened it on Amazon, I'm looking at the reviews, and so I'll see the review. I'm like, okay, you know, great, I'm gonna get that one. And I mean, it was even so bad that a lot of the books were much cheaper, of course, on Amazon, that they were in the airport. But I was like, man, I've stayed in this bookshop for so long. I've looked at all their stuff and, you know, it doesn't make sense for me to buy all of them from Amazon. So I think I kind of split it and did half and half. I bought half from Amazon. I have, from, from the bookstore, right? Because I'm like, oh, the overhead must be really high. And it would be great if, you know, they can get some money out of me, you know. And so, so it wasn't so much the money. I wasn't going to Amazon to save. I was going Amazon to Amazon for social proof, right? That's why I was going there. And so, so the fifth thing is really getting into this habit of asking your clients and asking your for reviews. And it's so important because people will hear what you have to say, but they really want to know what people who worked with you are saying that that's just the way that it is. People look for social proof. If you think about your behaviors as well, a lot of times you'll see a restaurant, you see all the things on their website. Like, that's amazing. You're going to Facebook group and say, hey, has anybody been here? There's a reason you do that. Or you go to Google, look at their reviews, or go to Yelp and look at the reviews and stuff like that. So you want to gather those because it makes it easier. It supports everything else you do for marketing, and it makes it easier for people to say yes. Right? So when you think about five ways to really multiply, you know, the clients that you're having, these are things that are not so obvious. A lot of times are not happening in a systematic way. A lot of times they're not happening at all. Because it's easy to just focus on bringing new people who don't know about you at all from the outside. But these are things you can do, leveraging the clients that you already have. So get them results, ask for referrals, ask for renewals, ask former clients to work with you and ask for reviews. Okay? Now the thing about this is that four of them have to do with asking. Asking is something that for most people is somewhat uncomfortable, but again, it is a muscle. We have done a challenge in the on trendy business school that we call the Askathon, and all month long, people were asking and asking and asking, and it was really refreshing to see. By the time we got to the middle of the month, people start saying, well, I'm getting good at this asking thing. I'm not afraid of asking anymore. I just ask everybody. The worst they can say is no, but they haven't said yes. I have nothing to lose. Right? Someone even said, you know, I can either be afraid of the no, or I can ask 20 times, get no's, but still get two yeses. And, you know, it's a muscle that can be built if it feels uncomfortable. If you even think about this and you're like, oh, my goodness, doctor, I just want to do Facebook ads and not do any of this stuff. Just realize that it's uncomfortable everybody until you build that muscle. And you can only build that muscle by doing so. Ask, ask, ask, ask away. And I would love to see you multiply right here. We're not talking about addition. We're talking about multiplying the number of clients that you have. So you're going to get them results, you're going to ask for referrals, you're going to ask for renewals, you're going to ask for former clients to work with you, and you're going to ask for reviews, and it's going to absolutely change your business. Okay? So think about the client base you have. Think about it being 2 times bigger, 5 times bigger, 10 times bigger, because you got really good at asking. And if you have a team, that's the other thing. We talk a lot about this in the entrepreneur business school as well, that your team literally exists to help you do what you need to do. And so think about having a team of five, a team of 10, and they also know how to ask, right? And so you just have this ask a thon going on between you and your team and you're just creating a really healthy business because that way if something happens and you know, like you do ads and your ads don't work, you have this robust engine that's working. If you're, if you had this month where things were weird and you are not getting new business from the outside, you have this robust engine that is growing, right? And things like that. So it's, it's, it's, it's security because it's another stream, if you will, of new clients. And, and also it', it really just puts you in a place where you are able to acquire clients in the most profitable way because these are people who already know like, like and trust you. So the cost of acquisition is really, really so much lower. Right? So embrace these. I can't wait to see what your business will look like as you do it. Be sure to share it to me with me. You can always send me a DM. Let me know, like, oh my goodness, Dr. Una, you won't believe what I just created in my business. And I'll see you on the next episode of the Entremity Podcast.

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