Selling services – step by step

I often come across such an approach among psychology students and young professionals, when they immediately want a sea of clients for themselves, without even knowing where and how to get them. At best, word of mouth saves, and then those who can at least somehow declare themselves, at worst, are disappointed in the profession and an idea is formed that no one needs psychologists today.
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Naturally, this is not the case. The inability to sell, or, more correctly, to present oneself, is what cuts at the root of many young talents. But what is the right way to do it? Let’s consider this process in stages.

  1. Informing the public about your service in general. It’s hard to sell what no one knows. If in the minds of a wide range of people there is not even a clue of what gestalt therapy or any other direction of yours is, then it simply will not interest people. Therefore, at the first stage, you should understand well that the world knows about your direction, and if it knows little or public opinion about it is negative, then the first thing you have to do is tell the world about it. This can be done through articles on readable resources, presentations at festivals and conferences. It is very useful at this stage to team up with colleagues and promote your idea together. At this stage, the strategy of cooperation, rather than competition, is especially important.
  2. Formation of your image as a specialist providing this service. At the same time, the reputation of you should be as a professional, worthy of trust. If you have already been involved in PR in your direction, then the link “you – your activity” is already being formed in the public consciousness, and then your task is to express your expert opinion more often, as well as to receive and stimulate positive feedback about your work. Do not be afraid to give comments within the framework of your competence, to provide free assistance to someone. All of this counts towards your “general credit” as a professional.
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  3. Creating your own resource (website, blog, group in social networks), which would tell in detail both about the service and about you personally. The sphere of services, especially educational, psychological, consulting, is the niche where everything is very tightly tied to the person who provides these services. Therefore, as a rule, simply “showing up” somewhere is not enough – you need somewhere to collect complete and comprehensive information about you, your work, your opinion, etc. If a potential client is interested in you, you need to be able to continue his acquaintance, at least in absentia, with the least effort and time. In order for your resource to adequately represent you, it must be understandable, convenient, have good navigation and design. At the same stage, it is worth connecting ads, remembering to place them exactly where your customers potentially go.
  4. Providing a subscription to your resource. The fact that a person visits your site once does not always make him your potential client. He may not yet have a need, trust, understanding. For this, it is important for us to somehow maintain contact with the reader and constantly maintain contact with him. To stimulate the reader to subscribe to must be interesting. And that means providing him with interesting and relevant information. A very good incentive is some kind of gift or bonus that the subscriber receives. On the correct mailing list for more than one article and book, and I highly recommend that you familiarize yourself with them before you start writing something.
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  5. Free or cheap presentation master class. Finally, the time may come when not only you want to meet potential clients, but they also want to meet you. At this point, you shouldn’t rejoice yet and predict big profits. Time is no less valuable than money now, so first you need to convince people to sacrifice at least only to them for the sake of meeting you. Affordable open workshops are a great way to get everyone to know you. However, try to make this acquaintance convenient – the time and place should be chosen such that the maximum number of those who wish will still reach you, and the topic is both interesting for you and catching your audience. Such meetings are a great way to better know and understand the needs of your clients, so that later you can better build communication with them. The main thing is not to forget that such master classes should be of practical use to its participants.
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  6. Short basic seminar / training / group. Even if the initial acquaintance with you was just at the highest level, this does not mean that the person will immediately trust you and go on a long, expensive program. Most likely, he still wants to start looking at you in action in a small format. To do this, you should offer him some kind of small program or individual consultation, which will already be fully paid, but at the same time still available and does not bear any long-term obligations.
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  7. Long expensive programs. By building up enough successful short-term practice, you will likely form a circle of people who want more from you. And only when such requests begin to form, one can start talking about the presentation of such programs. The intangible area has always been difficult to sell. Its nuance is that it is rarely possible to get everything here at once, but shaping yourself, your image, reputation, forming interest, need and contact with people, it is still possible to achieve your relevance.
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    Go for it, do it – and you will succeed!

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