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Why You’re Not Getting Enough Clients (and it’s not the recession!)

by Peter Delves

Why You’re Not Getting Enough Clients (and it’s not the recession!)

“If you are blaming the recession for a lack of clients, you are putting your attention in the wrong place. The reason you don’t have enough clients is nothing to do with the recession. It’s to do with your ignorance”

Peter Delves Gives Tips On How To Overcome This Major Barrier...

About Peter

Peter Delves has been a licensed trainer for the AMT since 1999 and has been running a successful therapy practice since 1990. On 5th February 2010 Peter will be providing a one-day workshop on “Getting Clients to Come to You”. Full details are on his website at www.delves.co.uk

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Overcoming ignorance to build a successful practice

The ignorance we are talking about is of marketing. Ignorance comes for the verb to ignore; so let’s look at what you could be ignoring.

1.Yes the recession is a reality… but the problem is that you may have ignored responding to it effectively. Perhaps you have been trying to do ‘more of the same’ when circumstances dictate a different approach.

2.You may have got away ignoring your own marketing skills in the past. But not now. A chain is only as strong as its weakest link. The pressure could now be on.

3.You may even have ignored the fact that marketing skills are as essential to your practice as any other skill, if not more.

4.You may have ignored the fact that you dislike marketing and therefore have done nothing to change your feelings about it. Can you continue to do this?

There are plenty of potential clients willing to pay for the services that you offer. The problem is that they are ignorant. This is what they may be ignorant about:

1.That their problem can be helped at all. “I’ve just got to learn to live with it”. “This is normal given the circumstances”.

2.That you exist to help them. In other words, you are not reaching the people that matter.

3.That you can help them with their problem. Such potential clients may be looking for help but the way you present yourself is not convincing enough and leaves too many barriers still in place.

Typical People Barriers:

  • People are sceptical - Offer a believable message
  • People are procrastinators - Give them a reason to respond straight away
  • People are lazy - Make it easy to reply
  • People worry about making the wrong decision - Use case histories to offer reassurance
  • People avoid risk - Give them a guarantee
  • People say “I can’t read all this” - Give them all they need to make a decision and not a word more

Are you able to look at all of the above and be confident that you have addressed all the barriers?

If you want more depth to your marketing skills, then I hope to see you on my next one-day workshop in Warwickshire UK on “Getting Clients to Come to You”. Details at www.delves.co.uk

Posted Dec 11, 2009 by Peter Delves   
Peter Delves

Peter Delves

 


Peter Delves
MCIPD, MNCH (Acc.), CTAMT


Q. You seem to provide a diverse range of services. How do they all fit together?

Peter. Well I divide my time between three areas, notably seeing private clients, professional training for therapists and delivering in-house training courses for organisations. The common theme throughout is enabling people to overcome limitations and develop skills. So while it may seem a diverse range it all does fit from my point of view!

Q. How did you arrive at doing what you do now?

Peter. About 20 years ago I was working as a Human Resources Manager for a Social Services Department. My role included ill-health visits for staff who were on long-term sickness absence due to stress. In many cases they had to retire on ill-health grounds. I felt at the time that there were other options available to help people recover and started to explore the whole nature of stress and different approaches to resolving it – even if they didn’t seem conventional.

This led me to taking training in clinical hypnotherapy and subsequently joining the National Council for Hypnotherapy. After qualifying I set up my private practice and continued to learn new techniques and approaches, notably NLP (Neuro-Linguistic programming). My human resources background (CIPD qualified) had equipped me with training skills and experience and a former employer, Leicester City Council, approached me to run a stress management training course for them.

It turned out to be a great success and I have continued to run courses for them, and many other organisations, ever since. In 1998 I started to hear about new techniques which apparently were getting incredible results. These came under the umbrella of “meridian energy therapies” and I trained in TFT (Thought Field Therapy) and then EFT (Emotional Freedom Techniques). I discovered that what I had heard wasn’t just hype and started to get impressive results with clients very quickly. From 1999 I became an appointed trainer for the AMT (Association for Meridian Energy Therapies) and subsequently a trainers’ trainer.

Q. How long have you been practising in Kenilworth?

Peter. I’ve been here since 1999. Prior to being in Kenilworth I was running the practice in Leicester from 1990. In that time I reckon I've worked with over 4000 clients.

Q. What issues do clients see you for mostly?

Peter. Although I work with a variety of problems, the most frequent issues that I help resolve are anxiety states of one type or another. These can be experienced in the form of panic attacks, phobias and work-related stress problems. It is very rewarding when I receive feedback from people who find that they can be relaxed in previously threatening situations, whether that is in the workplace, social situations or flying in a plane. It’s also great to help people stop smoking too!

Q. How do corporate clients respond to your more unorthodox methods such as EFT?

Peter. I don’t always include EFT on my stress management training for corporate clients if I think they would prefer a more conservative approach. When I do introduce it, people are very enthusiastic. They just can’t ignore the results. Warwick University Business School even commissioned me to run stress management workshops based around EFT which was very successful.

Q. Who are your associates?

Peter. My principal associate is Julie Gallimore. Her specialist areas include delivering training to organisations in Work-life Balance, Stress Management Skills, Coping with Change and Counselling Skills at Work. She also provides career consultancy for organisations whose employees are experiencing change, or needing to develop skills.

There are other associates who assist me from time to time with the delivery of training in EFT and the other meridian energy therapies.

Q. How do you see your work developing in the future?

Peter. I am already bringing some new ideas to fruition. For the corporate world I am working on a training called “Working Smarter” which will be about updating time management techniques for the 21st Century to help reduce stress and be more efficient.

Another new development is “EFT & The Enneagram.” The Enneagram is a fascinating model of human nature which provides great insights into personality styles, motivation patterns and directions for personal development. One more area of work which I will be developing further is helping sports men and women and musicians to maximise performance.

So the next 20 years looks as busy as the last!

You can contact Peter by calling (01926) 856746 or by e-mail

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