Hey there, wellness entrepreneur. Welcome to 2025!
In today’s blog, we’re going to talk about How To Fill Your Practice The Simplest And Fastest Way So You Can Focus On Scaling For The Year Of 2025.
So this blog is for you if you want to sign your first few clients, if you want to get fully booked, create a waitlist and move into consistent five figure months, whether that’d be 10K, 12K, 15K, 20K and beyond, it can be useful for both filling a one-to-one practice and then also adding in a group or on-demand or membership online style program as well.
Have The Audience But Not Converting?
So number one, when you’re just starting out, you want to be building your audience and not just any audience. For example, you don’t want to go viral just to go viral on Instagram or on YouTube. You want to be growing your audience wherever your time on the main platform of social media goes.
You want to be growing an audience of potential clients that know about your work, know who you serve, what you do, what makes unique your positioning. And so they are excited to work with you in the 2025 season, whether that’s right when they find you or if they want to budget and plan and work with you three, six months, nine months down the road. But that’s who you want to be in your audience. And you always want to be growing your audience. And I have many, many blogs on this and a lot on Instagram specifically.
Today, we’re talking about what happens when the audience is there or you’re just starting out with your audience, whether you have 100, 200 on Instagram, especially if you have more than that or whether you have 50, 100, 200 people on your e-mail list, and especially if you have more. What happens when they’re just kind of sitting there and not taking you up on your offers to work with you? What do you do then?
This blog is all about getting those people that are ready to work with you in your audience to take action.
Because here’s the truth. In your audience right now, if you have over 50 people, and you’re looking to sign that next client, so one person next week, or even today, there is someone in your audience watching. It’s just that that person is invisible, meaning they haven’t responded to an e-mail, they have never liked a social media post or commented or DMd you. They’re just there. Maybe someone referred your Instagram channel to them. So now they’ve followed you and maybe you even missed that follow request. So you’ve never even seen their social media handle. They’re just there looking in the background. You don’t know that there exists.
So essentially, they’re invisible to you. But here’s the truth. They are watching, and they’re just waiting for the right invitation. So that is what really today is all about. Because here’s the truth as well. You could be creating incredible content, you could be showing up on social media, sending e-mails, what you think are doing all the right things. But if you’re not getting that consultation book, if you’re not getting a DM of someone reaching out to inquire about your services or start the conversation by just asking questions, if your calendar is empty with new clients or your programs aren’t filling the way you wanted, here is the real reason: You’re probably just not making enough offers.
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What is an Offer
So let’s define an offer. Sometimes it’s also known as a CTA or call to action. It could be a consultation call in my calendar. And whether that’s said at an end of an Instagram post, an end of an e-mail, or what we often don’t think about is during a conversation with someone in our DM, or most frequently, right there in the spot, if someone’s coming up to you at a networking event or at the end of a yoga class or workshop to ask a question about them having like neck pain or back pain or a stretch for this, or at a networking event, asking your feedback or “picking your brain” about a specific problem.
There’s two phrases that I use most commonly is, “Have you considered a business working with a business coach for this problem?” And if they say yes, I said, “Would you be interested in scheduling a consultation call right now?” And if they say yes, then if it’s in person, I schedule it right there in the moment with them. And if it’s online, then I will drop the link.
And I’ll tell you, just transitioning, most people they stop right before those questions, they stop the conversation right before those questions, especially in person. And they’ll say something like, “Oh, great, here’s my card, just follow up with me or get in my calendar.” And then it’s kind of left all loosey goosey or willy nilly. And you’re losing consultations right at that time.
I have a client, her name is Dana, she came to me with one or two patients and she quickly got fully booked with a waitlist in three to four months and started hitting 8k months, which is 100k year. And we made one major change early on in her business. And that was anytime she showed up to teach as a yoga teacher at a networking event or in a workshop, if anyone inquired about her services, she would book a consultation right then. And that was one of the main pivotal changes that really skyrocketed the number of patients that she had. So that’s one area where you can make more offers is right in the moment. Say, “Would you be interested in a consultation?” And if they say yes, schedule them right there. Don’t let them go home. If they’re in person, especially don’t give them your card and think that they’ll hunt you down in their time to schedule it, they’re busy. So do it right there.
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Offers Through Personal Invitation
So if you’re doing one to one, this is often the most efficient and quickest way to get clients now is just that personal invitation. This can also be done online. For example, I’ve signed many clients on Instagram by just starting a conversation with them, whether that’s engaging with them in their stories, responding to comments, I do get people that DM me because my content encourages those DMs in various ways.
The point for this blog is that a conversation is started in and then I’m asking questions to understand where they are in their business. If they already have a business coach, if there’s an area of struggle that I specifically can help with, and if I’m getting a sense that they do have a struggle, they’re not working with someone for that specific struggle, then I asked them, have they considered working with someone? Have they considered working with a business coach? If the answer is yes, I always follow up the question with would you consider scheduling a consultation? Would you like to schedule a consultation? And if they say yes, then I drop the link.
So it’s a phased stepped conversation. It’s not all done immediately quickly with a copy and paste message. I do it phased at the pace and speed that the message is continuing on organically. And yes, it does take a while. Some people go through this process within 24 hours. They book a consultation call sometimes within the next day or two. They get on the call. They’ve been looking for someone like me. I resonate with what they’re looking for. They say they want to work with me and then they’ll have paid by the end of the week. It can be that fast.
Sometimes this conversation is spread out over a month and they don’t book a consultation call for a few months. Sometimes weeks or they say yes, they do want to book a call and I’ll drop a link. And then they don’t book a call. And again, when I’m reengaging with their content or just following up with them, I’ve noticed that they haven’t booked a call. And so then I just say, “Hey, are you still interested in that consultation?” And sometimes they tell me, “Oh, I’m sorry, life got busy, “ or, “I forgot,” or, “I meant to do that and something happened.” And then they book it right there.
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But the point is, is we’re not copying and pasting. We’re not just regularly spamming a link to someone. It’s individualized and customized to that person’s speed and what they’re really needing. Because I think a common fear is with this process of extending an invitation in a personal way, is that it’s going to come off as too salesy or too pushy. But here’s the truth. A lot of the times, again, people are really busy or they’re hesitant and they have their own fears and worries too. And you’re the practitioner. So you want to show up in your CEO power. You want to show up in your leadership power and you be the one to go first, you be the one to extend the invitation.
And why you want to do this is because you don’t know where they are. You don’t know their assumptions. Sometimes we both get caught in our own stories, right? You may be assuming, “Oh, they just think I’m spammy or salesy. So I’m not going to extend the invitation.” And they’re thinking, “Oh, I don’t know, she looks pretty professional and put together. I’m a hot mess. I’ve got all these health struggles going on. My schedule’s all crazy. I don’t know if she’ll want to take on a client like me. I might be too much. So I’ll wait for her to ask.”
You see? And then you get stuck in a stalemate when really you want to work with that person. You know you can help that person. And that person wants to work with you. They’re just waiting for an invitation. They’re waiting for the doors to open and for you to say, “Come on into my shop, whether that’d be virtual or actually in person, and I can help you.”
But because you’re the person with the store, you’re the person with the business, you have to show up in the stronger energy of being the practitioner that holds the space for the transformation, for their fears, not your fears. You do the work outside of your business for your own fears. But when you’re going to be extending an invitation for someone else, or working obviously with a client, the focus is on them and what they’re struggling with, not so much you, right?
How I Handle Rejections
Think of a session, you’re not focused on you, you’re focused on them. The same is true in the marketing and the selling. Your focus needs to be on them, not you, which is sometimes hard to hear. Plus, that’s where our own insecurities and vulnerabilities come up because when you extend an invitation, you have the risk of someone saying no. And that can feel like rejection, which if you’ve ever been rejected, which I’m sure you have at some point in your life, feels like crap. And so you want to be prepared for that.
There are times where I am in the DMs and I’m having a conversation with someone and I will say, “Hey, are you working with someone for this specific problem?” And they say yes. And that is a form of rejection. I say, “Okay, great. I am so happy that you have the support. Please stay here in my audience and continue engaging with me. I love hearing about your progress. Please keep me updated.”
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I keep the door open. But essentially I have to let go of that person at that time because they’re taken care of. They have hinted to me or suddenly told me that they’re not looking for my services right now. Something my content said did speak to them because they did follow me. I’m only messaging with people that follow me, not cold DMs, only my followers. But my content did resonate with them enough so that they did follow me and started a conversation with me. But that’s only where they’re ready to go right now. And that’s totally fine.
Or sometimes I get to the phase where someone says, “I’m not working with someone right now.” And I’ll say, “Have you considered hiring a business coach for this problem?” And they’ll say, “No, I’m not interested in a business coach right now.” And again, that’s another form of rejection. But the conversation is still the same., “Okay, I understand. I’m here for you whenever you’re ready. In the meantime, listen to the podcast, continue following my content on social media. If you have questions, just let me know.” The door is open.
And in any of these scenarios, I just move on to the next person, the next conversation. And when you have enough conversations going on, then you don’t have to be for one particular person. But the only way that you get enough conversations is by starting conversations and starting to make offers and a lot more of them than you think you should.
And then you have to mentally coach yourself or get coached with a business coach or in a mastermind or peer coaching with friends, or write it out in your journal, however you guide yourself and work through blocks to handle the vulnerabilities of getting rejected in some ways, whether it’s a straight no on a consultation, or any step along the way, or people not liking your content, or personally extending the invitation in person and someone saying, “No, I don’t think I want to schedule a consultation now,” you have to be mentally prepared for that.
And how will you support yourself when you hear those no’s, as well as reminding yourself that you’re not being salesy and the invitation is service because there is a chance that they want to work with you and they’re just waiting for that invitation? And the only way to know is to extend the invitation. And if they weren’t waiting for it, then they’ll tell you and that’s okay. That’s that rejection part. But if they were waiting for an invitation, then they will be so grateful and appreciative that you took the current had the courage to take that first step.
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Offers Through Content
Now, there’s another place that you want to be making offers. And that is in your content, whether that is the podcasts that you create, e-mails that you create, or social media posts that you create. And often there’s two reasons why you’re not making enough offers in any piece of content that you put out in the world. And that’s a number one, you’re just not making out content into the world with a high enough frequency where your offers are getting seen, or B, you’re not making offers at all on your content.
So I teach that there’s two forms of content, right? You can create growth style content that’s really content to grow your audience on whatever platform that you’re on. A lot of the times, again, I focus on Instagram. And there’s also conversion style content that is geared towards taking your audience wherever it’s located, whether it be an e-mail or on social media and convert them into that a paying client, whatever that next step is for you, whether that is going from being on your email to click and converting into a consultation or a workshop or a paying event or whatever that next step you might have.
So many wellness entrepreneurs are terrified of coming across as too promotion-ish, too sales-ish by creating too many e-mails or too many social media posts. And at the same time, they’re hoping that clients will just magically appear. But marketing doesn’t work that way. Marketing is not self-promotion. Again, marketing is an act of service and extending that call to action or that invitation in a piece of content.
If you’re going for a conversion style piece of content or especially in an e-mail, every single e-mail should have a call to action in it. It’s in service for your client because now they don’t have to hunt down a way to work with you. They know the next step in its simplest way or they now have a solution to a problem that they’re looking to be solved without having to spend a ton of time YouTubing it or Googling it and getting answers that they have to piecemeal together themselves or figure out if it is truly the right answer or solution for them.
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Here’s a mind-blowing fact. For every 100 people who see your content, maybe two to three are actively engaging in it, meaning they’re liking, they’re sharing, they’re commenting. But 20 to 30 people are silently watching, saving your posts and considering to work with you without saying anything. There’s that invisible audience.
Same can be true for any workshop that you’re teaching. I used to have clients that would come to workshops either one time or sometimes several workshops at a time. And when they come to the same workshop more than once, it’s a clue to me that they’re digging what I have to say. They find my content in sequencing or whatever I’m delivering helpful because they’re coming back again and they’re still needing help because again they’re showing up again. But they’re not taking that next step for some reason and they’re not telling me. They’re just quietly showing up to my workshops or classes.
Those are your invisible clients. They’re struggling with a problem, a wellness, a health problem that you solve. They’re interested in your approach. They resonate with you. Your vibe is attracting them. For some reason, they’re not ready to engage yet and they’re waiting for you to be the strongest energy and give them that clear invitation. Again, whether that is the call to action at the end of your workshops, telling them to book a consultation with you. Whether that’s that strong call to action at the end of a post or a compelling story sequence or the call to action in an e-mail, they’re waiting for that.
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Market Research Insights
Let’s look at some market research insights to support this. 78% of consumers research health practitioners on social media in combination or without their websites. So they are there on social media looking for practitioners just like you.
68% are willing to pay premium prices for personalized programs. That means they understand that they could shell out hundreds if not thousands of dollars to get their health and wellness problem solved if they’re able to resonate with a practitioner that they know will give them the customized solution. Instagram remains the primary platform or wellness for wellness content with 62% engagement and the average client needs 7 to 10 touch points before making a purchase.
Now I’ve heard that the 7 to 10 touch point has now gone up to 16 or more with all the content overwhelmed that each and every one of us are getting day to day. But the point is that if you’re not posting enough, meaning you’re only posting once a week on Instagram, once a month on sending an e-mail, it’s just not enough these days. And it’s remembering to get over the hump of posting more, if not five days a week on social media, once a week to your e-mail, that’s about an average rate for a solid practitioner with a fully booked schedule.
And remembering, putting out content that resonates and helps to grow your audience, for your audience to grow and especially to convert, it has to be relatable content, meaning your content has to provide some value for someone to hit follow or bookmark or share with someone. So that means you’re creating good, and it doesn’t have to take a lot of time.
My Presence Online and Why I Continue Creating Content Even if I Get Unfollows and Unsubscribes
I share on Instagram a lot of hacks on how to save time with your content or figure out your messaging, that sort of thing. So if you’re not already, go give me a follow on Instagram, it’s @igniteurwellnessbusiness. And I used to truly be this way. I was really hesitant to posting a lot on social media. I was really hesitant to send out a lot of e-mails, because I didn’t really want to spam my audience. But as soon as my mindset shifted to being like, oh, my content is valuable, they actually look forward to my content, because I am thinking of them, I am connecting with them. When I’m writing my e-mails, it’s not just the CTA of book a consultation call. I’m actually providing an insight or value and same with Instagram. And so then I was encouraged to show up more and I do.
You see sometimes, some days on Instagram, I show up twice a day. Sometimes for my e-mails, on average, I send two a week. But sometimes if I’m promoting something or have a special deal or just want to go through a series of tips, I will send an e-mail a day, if not more. And yes, I get unfollows. Yes, I get unsubscribes. That’s totally normal. In fact, if someone feels that they’re not getting value, or they’re not resonating with me anymore, I want them to unfollow or unsubscribe. I want the people to be there that want to be there. But I’ll tell you, I show up a lot and my unsubscribe and my unfollow rate is low, low, low, low.
So it’s remembering when you’re sending out more content, you can ramp up your phase frequency, you can slowly increase it and people can unsubscribe or unfollow at any rate. And it’s remembering your writing to those invisible clients that are kind of lurking there quietly on the fence of working with you. And they’re just that piece of content that really resonates, or speaks to the problem that they have or a desire that they want, or has that clear call to action and they’re in the headspace, financial space, budget space to take that next step. That is who you’re writing to.
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And anyone else who might not move in that direction, you don’t really want on your list or on your followers, your follower list anyways, because they’re going to mess with your e-mail algorithm, your Instagram algorithm. Anyways, you want people that are going to watch and engage and hopefully eventually take that next step, or will be just your loyal fan and listener and watcher.
I have many people that follow me on Instagram that are working with other coaches, or tell me that they listen to my podcast every week. And they might not have any intention to work with me at any point anytime soon. And that’s okay. But a lot of those people, they do send me a message every so often that says that podcast episode really resonated, or they’ll share my Instagram post to their audience, or they’ll just be my loyal fan. And if I’m giving them value, and they’re giving me value back by supporting it and saying this resonates, this is valuable, that is encouraging me enough for me to keep going so I can create content for those people that are invisible client and lurking and needing more content to take that next step.
And if you feel blocked with this, this is an entirely different topic, but I do have a podcast episode on it very recently. It might be your offer, you might not be excited either about the offer that you have or the price point or the length of time or what you’re actually offering. Because I’ll tell you, when you get it all set up, it can happen very quickly.
My client Rachel came to me at 5K – 6K revenue months, and she really wanted to hit 8K. And let me tell you, she has a ton of experience. So practitioner that has a brick and mortar acupuncture business had been doing it for a length of time with many other certifications. And she really wanted to build her online wellness program. And she had tried an on-demand type course and other avenues in online world, but just hadn’t seen the success that she wanted yet. And she has an audience there being an acupuncturist.
When she first started working with me, she was out in the community a lot. Actually, she was teaching workshops, leading some various parts of yoga teacher trainings, doing collaborations with other brick and mortars in the area. She was really out there serving her community, but no takers on the online program yet. And for some reason hadn’t made it past that 5K to 6K revenue month.
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And so what we really started with was creating that online offer that she felt excited about. And then we got to work on making more calls to action in any event that she showed up in the community, as well as her e-mails and social media posts. And the result of that combination was that she skyrocketed from 5K-6K revenue months to in December, she hit a 12K revenue month. So totally blew past that 8K goal.
So if you’re reading this blog, and you feel a nudge that that’s where you’re getting blocked with the offer, you’re not excited about that. Just a couple of episodes back, I did have an episode on your signature wellness offer. So you can go listen to that in combination with this one to get excited to show up more in your audience and make more offers both in your content and personal offers.
Remember, those offers are an act of service for them. You’re making their life easier. And sometimes they’re just waiting for that offer. So you’re not selling, you’re really just solving problems. And when you show up and you make more offers consistently, your audience will grow faster. Your ideal clients, especially those invisible ones will self-select and reach out or book into your calendar, you’ll build more confidence, you’ll create more predictable client pipeline, you’ll serve more people and you reduce all your anxiety around marketing and selling. That won’t be a problem for 2025 anymore, you’ll really free yourself there.
Your Action Plan For This Week
So here’s your action plan for this week. For social media and your e-mails, every time you send an e-mail because I find 99 if not 100% of wellness practitioners when they send an e-mail is very, very value education insight packed. So every e-mail that you send out, you want to have a call to action to that next step, whether booking a consultation with you, signing up for the next workshop, signing up for your next class, whatever it is, have a call to action.
For social media, you do want to find a ratio and a balance here, especially if you’re looking to grow your audience on social media. And you can head back to past blogs on Instagram strategies specifically, but that’ll work for other social media platforms as well. But there are different styles of content of grow style content that is more geared towards having people follow you back and creating that safe space for a follow and another type of content that is geared more towards conversion. So converting the audience that is already following you to that next step, whether on social media, it is to your e-mail list or the workshop or the consultation.
So for social media, you do want to have a ratio. And again, it doesn’t have to be perfect. It can change and fluctuate week to week, depending on if you have a workshop or you’re going through a special offer or a deal. But you could do every two to three posts could be growth. And then you have a one post that’s geared towards conversion with a call to action, book a call, to book a consult, to inquire about working with me.
Or if you have a workshop coming up, it could be every day, get in my workshop, get in my workshop. And then when that’s over, then you’re back to growth style for a little bit, a little bit for some several posts, I would make a goal to send three to five engagement posts with your people that are following you on social media, whether that be on their post or going into their stories and learning a little bit about their life, or just sending a message and asking how things are going, whatever feels natural and organic to you where you’re showing up like a human being.
And then you want to get into a rinse repeat and refine process where you’re refining your content, you’re refining how many times you show up your frequency, the language that you use in your calls to action or invitations in person and online personal or to a group. It’s just rinse and repeating and getting better.
And I’ll tell you from having done this for many years now, that’s what leads to those bigger revenue jumps. So this week, I invite you to count how many offers you’ve personally made, whether it’s in your content, or a personal one to one invitation in person or through a DM in the last 30 days, do an audit of how many times you actually send emails and posts a week, and then make a schedule to get consistent.
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Conclusion
You can go through past blogs or go download my schedule audit free guide to help create more time in your schedule to make more offers and be more consistent in your social media. Because if you’re not able to do that, that’s what’s really going to hold you back from having a legitimate business.
Because often I find it’s not the time. It’s not a time. It’s just the ability to prioritize this, which means getting over any mindset, hurdles, fears or blocks. And I know you can do this.
Of course, if you need my help with any step of that whole process today, then you can reach out to me and book your consult with me. But you’ve got this your audience is waiting for that next piece of content from you and that invitation.
All right, I’ll see you next week. Bye for now!
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