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How to Clarify Your Services and Attract More Clients (A Guide for Wellness & Health Practitioners)

Mar 27, 2024 | Business, Marketing

Are you a wellness or health practitioner wanting to attract more clients to your services?

Picture this: You have a wealth of knowledge, skills, and expertise to offer, but somehow, potential clients seem to slip through the cracks. If this sounds like you, you’re not alone.

As a website coach for wellness and health practitioners, I’ve encountered countless professionals facing the same challenge. The good news? There are actionable steps you can take to clarify your services and attract the clients you deserve. Let’s dive in!

First Things First: Understanding Your Audience

Before we jump into the strategies, let’s take a moment to understand your audience. Who are they? What are their pain points and aspirations? What prompted them to start looking for a wellness and health practitioner? In order to clarify your services, you need to understand your target market inside and out.

How to Define Your Services Clearly

#1: Pinpoint your unique selling point (USP)

What makes you different from other health and wellness practitioners? Do you have any specific strengths, skills, or insights that set you apart? Your USP serves as the magnet for attracting clients to your offerings. Write all of this down in a document so you can easily look at it and pull information from it when you’re working on your website, social media, email marketing, and so on. 

#2: Simplify your services

If you want to attract more clients, your offerings need to be crystal clear. Make sure to streamline your services and offerings so it’s easy for potential clients to understand what you provide. Consider creating packages or bundles tailored to your ideal client’s specific needs and goals. Here’s a free guide on how to map out your services on your website in a way that’s super clear and easy to understand.

Tips for Attracting Potential Customers to Your Wellness & Health Brand

#1: Have a strong brand identity

A strong brand image can attract clients who are looking for a professional, reliable, and trustworthy practitioner. A lot of people think a brand is just a logo, but it’s so much more than that. Your brand creates a roadmap for how you’ll connect with future clients and develop a long-term relationship with them.

If you need help with branding, grab my free Business Branding Workbook for Wellness Pros.

#2: Be clear in your messaging

The words you use on your website, social media, and other marketing materials should invite people in and make them want to learn more about what you have to offer. Whenever possible, try to use the words your own customers use to describe their pain points and goals, to show them you understand their needs (Need help writing your copy? Check out my 9 tips for writing better copy here). Tell them how your services can make a difference. Focus on their needs and what they’re looking for and show them why you’re the best fit. One way you can do that is by sharing your testimonials, which we’ll talk about next.

#3: Share your testimonials and reviews

When you share stories and compliments from those you’ve helped in the past, it shows that you’re able to deliver results. Potential clients want to see and know that you’re capable of helping someone like them. Real-life examples help build trust and show you’re credible. You can even share case studies and show how you’ve been able to help your past clients achieve their goals. Here are some tips for collecting testimonials.

#4: Strengthen your web presence

Being visible online is essential in today’s world. Your website should be easy to navigate, have a clean design, and be search-engine friendly. Make sure to do your keyword research and use the terms and phrases your ideal clients are entering into search engines. If you’re a beginner to SEO, here are the best user-friendly and low-cost keyword research tools.

How to Attract More Clients as a Health & Wellness Practitioner

As a health and wellness practitioner, it’s essential for the success of your business to grow your client base. Here are a few practical tips and strategies to help you attract more clients effectively:

#1: Provide valuable resources

As a health and wellness practitioner, building trust and establishing expertise with potential clients is so crucial. Providing free resources like ebooks, guides, or checklists can help to attract individuals seeking guidance on their wellness journey. It’s a great way to market your services and your business. These resources can be an opportunity to position yourself as a credible authority and showcase why you’re a great fit for them. 

Focus these resources on addressing various parts of the buyer’s journey – from:

  • Awareness: Such as a downloadable free assessment helping potential customers understand a specific health condition they may get your help with
  • Consideration: For example, an e-guide comparing and contrasting the various ways they can go about solving the health condition with self-reflection questions at the end so they can determine which solution is right for them
  • Decision: This could be a downloadable questionnaire they can use when speaking to practitioners, to ensure they find one who can address their condition

Most of the resources you put out will fall in the “awareness” and “consideration” categories. The aim of your resources should be to help customers get a small “win” (such as a new understanding, mindset shift, or physical change) that will better prepare them to work with you and be ready to say “YES!” to your services.

#2: Build strong connections and get referrals

Delivering a great client experience can help you get more clients. It’s important to show your clients that you genuinely care about them and their well-being. Happy clients are more likely to tell others about your services. Be sure to ask your current and past clients for referrals.

Speaking of building strong connections, it’s important to make friends in the wellness and health industry. Getting to know people in your field helps a lot. Go to events, join groups online, and work with others. Real friendships and connections can lead to people recommending you and maybe even teaming up with you.

Ways to Boost Your Sales Conversion Rate

Once you’ve attracted these prospective customers to your business, it’s important to focus on turning them into actual customers – aka convert them from leads into clients! There are a variety of considerations when it comes to improving your sales conversion rate (# of sales/# of leads = sales conversion rate). Here are two to get you started:

#1: Follow up with leads

Remember to follow up with leads. Don’t let potential clients slip away. Have a system in place for following up with leads, whether it’s through email sequences, phone calls, or personalized messages. If someone hasn’t gotten back in touch with you after they sent you a message or booked a call with you, it’s possible they simply got distracted, or it wasn’t the right time. So, following up and checking in is a good thing – don’t assume silence is a “no.”

#2: Keep growing and getting better

The wellness field is always changing, so it’s important to keep learning. Invest in yourself, stay updated on what’s new, and be ready to change your services to fit what clients need. Remember that you can test the market for a new service or product by doing a beta launch with prior leads or your email list, or create a waitlist for a new product and measure how many people sign up, to decide if it’s worth fully building out the service or product. As I like to say, building it is the easy part – selling it is the hard part – so the sooner you can test if there’s interest in a new idea you have, the better.

Your Roadmap to a Thriving Practice: Creating Clear Services & Offers

As a website coach for health and wellness practitioners, I’m here to help you attract and bring in more clients and take your private practice to the next level.

If you want to dive deeper into how to create services that resonate with your audience, which service models are right for you, and how services can all work together on your website, then grab my free workbook, 5 Steps to Map Out Your Services & Offers on Your Website.


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Meet the Author

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I’m a dietitian first, but I have a deep passion for design and technology. I’ve started this business because I believe that with the right message, delivered at the right time, to the right people, in the right way – we can help people live their best lives.


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