Hey there, wellness entrepreneur. Welcome back!
In today’s blog, we’re talking about creating financial stability in your wellness business during uncertain times. Right now, it might be on your mind because of economic uncertainty. Maybe you’re worried what might happen with the shifts in economy and changes with the presidency. Maybe you have a partner that had a stable job with the government and now maybe they lost their job. If they did, I’m so sorry to hear. And or you’re unsure what’s going to happen for your partner and their job or if clients are going to continue to reach out.
Or maybe with your business just always had inconsistent monthly income and that leaves you anxious about paying your personal bills, about your business bills. Maybe you have clients postponing services because they tell you it’s not the right time financially, no matter what’s going on in the economy. Maybe you feel that your business is at the mercy of economic forces beyond your control.
Or you feel like you’re working harder than ever with less to show for it financially. Or maybe you’re like me, you want to plan for a little bit of stability. If a health issue came up or like a client of mine, she’s a manual physical therapist, she fell and broke her wrist. Or you feel stuck one to one constantly trading time for money with no way to scale.
So this episode, we’re going to go over some tactics, strategies and mindsets on how to create more stability. Because here’s the truth. The real problem isn’t just the economy. It’s the deeper issue of feeling like you have no control over your finances, no control over your revenue streams. And if you built your practices entirely on one to one services, then if something does happen with your health, or you feel like you don’t have any freedom or flexibility in your business, then that can impact your income and your ceiling of how much revenue you can make.
The solution isn’t to work harder or wait for the economy to improve. It’s to transform how you structure your business and create, now I’m going to say this cautiously, multiple revenue streams. This isn’t what you think where you have a ton of different offers or an offer suite. It’s more about freedom and flexibility so you can meet your clients where they’re at.
And I’ll explain that as part of the strategy. And within those revenue streams, you want to ensure that it doesn’t depend on you solely to physically be present to teach a class or deliver a one to one session. Because what happens if your children are home from sickness for an extended amount of time, or your health, you can’t make it in-person, or your body can’t physically perform the needed tasks to bring in the revenue. So we want to make sure we’re creating stability beyond that.
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Five Key Areas For More Flexibility in Your Business
So I’m going to break this down into the five key areas. I’ll give you an overview and then we will go over the benefits of this process. And then we’ll break each down in a little bit more detail.
The first is developing a wellness program or offer that has flexibility within it. And I’ll explain what that means.
You also want to make sure that it’s positioned for your audience sides so you can bring in five figure months without having to work 80 hours a week. And I’ll explain what that looks like. You also want to have an online component of this wellness program.
Part number three, you want to make sure that you’re implementing strategic Instagram marketing in combination with in person marketing. That combination is very powerful. Then you want to make sure you have a consultation generation system. And number five, you want to master ethical sales conversations. So we’re going to break those down.
The benefit of this process is that you have financial predictability. You can know how much income you’re expected to generate each month. You have less physical exhaustion because you no longer need to pack your schedule with back to back low ticket offers or classes. You have greater impact because you’re actually reaching more people who need your wellness expertise. You have more time freedom because you create a schedule that allows you to prioritize your self-care and family and time off. And you have peace of mind because you’re building a business that’s resilient to economic fluctuations or depending on what’s happening for you in your house or your personal life.
My client really worked on this because she wants freedom to travel more with her family to Costa Rica. When she first started working with me a few years ago now, she was actually considering closing down her physical therapy brick and mortar practice because she was so exhausted overworking and taking home very little profit. And she was really wondering if it was worth it. And fortunately, she did not close the door because she passionately loves what she does and she loves helping her moms.
So we brought in an online component and she surpassed her launch goals, as well as to her surprise, ended up hiring a team. At first, when we first started working together, we restructured her team and actually reduced the size of her team. But then as she got her energy back and her confidence grew, she decided she was ready to have more staff, physical therapists, which again brings in more profit and allows her to have some more freedom, flexibility in her schedule. But this is done in a very phased manner. So let’s go over some of these areas.
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First Key Area: Creating A Wellness Program
So number one, creating that wellness program. Now, if you have a small audience size, I highly recommend considering a higher ticket wellness offer.
That means let’s just break this down numerically. If you had a $2,000 offer, and you signed three clients a month, that is $6,000 months. For most people, if you have a small audience size, maybe a couple hundred following you on Instagram, a couple hundred on your e-mail list, and you’re steadily growing that month after month, that’s the focus. You can’t let it tow; you have to be steadily growing it.
It is reasonable to sign three clients and find three clients in that audience. And then for you, it just comes down to the other key strategies of developing reliable marketing, which we will go over in step three and four, and then being able to convert from that marketing.
So you want to make sure that your audience size, or your offer is appropriate for your audience size. Now, if you have a bigger following on Instagram, then you can have a lower ticket offer like a membership or an on-demand program or a cohort program that you can charge for a smaller price. But now you have to get more people through the door, or you can have a hybrid approach depending if you’re a mid-range size audience or on the smaller side, maybe you do one to one and you have a group program if you have advanced marketing skills.
So you have to assess if you have a group type program, are you able to write a good amount of e-mails and social media posts? And do you have a strong enough following to fill the group more than once? So these are things to take in consideration when planning your offer, not just what you want to do of getting out of time for money trade, or just dropping one to one because it feels like it hijacks your schedule.
There are ways to create freedom and flexibility in your schedule. Having a high ticket wellness offer that is one to one and I can say that because I’ve done that for a number of years.
Within your high ticket wellness program, you want to make sure you’ve identified the person who it’s for and the specific health transformation or result that you’ll provide. Then within that, if it is a higher ticket offer, remember I mentioned having flexibility, you don’t have to be locked into that.
So for example, if you have a three-month program, that’s often where a lot of my clients start. And depending if they’re brick and mortar or more online, it might be three months or it might be a package of 12. If you get someone on the consultation that is really wanting to work with you or really hesitant or has a very, very strict budget because of cash flow issues, then you can always individualize that person and make it just one month if they need or a package of six sessions so you can customize it.
But what you’re marketing everywhere and being consistent with is the bigger offer. And then on consultations, which we’ll go over in just a little bit, then you have the ability because it is one to one to meet the person where they’re at. And you can say yes or no if you want to change your offer for that person, but you’re not marketing a whole bunch of different offers because that’s confusing for you and it’s confusing for your audience.
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Second Key Area: Making Sure Your Program is Both In-Person and Online
The other key part with flexibility is making sure that you can offer it both in-person and online. Now in my Instagram Message Makeover Clinic, I am bringing a practitioner skillset module into that course now because I do find that a lot of wellness practitioners, especially if they’re manual therapists or heavily into the energetics, have confidence feeling that they can get their clients the same health transformations online versus in person.
So I’m bringing in the practitioner skillset so that you can feel confident to say, “I’ll work with you virtually online or in-person. It doesn’t matter. We’ll get results either way.” And that creates so much freedom and flexibility and reliability in your business.
So for example, many of my clients are in cities where they get snow and people aren’t able to come into the office or their moms and their children get sick or their nanny flakes. Now they can still have a session virtually and they don’t have to have all these cancels. I do have previous blogs that go deeper into that high ticket wellness program or signature wellness program. So you can head back into the podcast to listen to those.
Then area number two to really develop is you want to be growing your audience or lead generating while you’re selling your current program. And it is very powerful to do this both online and in-person. As I mentioned in previous episodes, potential clients are not just looking at your website alone to determine if they want to work with you or not. They’re also looking at Instagram or LinkedIn is another key area that someone might investigate if you’re more career oriented, or there are a lot of health professionals on LinkedIn these days as well.
So you want to make sure wherever you are on social media, whether it is Facebook, LinkedIn or Instagram, that you have your bio set up, that if someone were to come to your page just randomly, especially if it’s a personal Facebook, they will know exactly what you do and who you help. You can still have personal posts there. But it’s not just always resharing random content. It’s not too political where it would really turn some people off. You want your profile to be welcoming and speaking to that that you want to attract.
And when you have this set up, if you want to go heavier into online, then of course, I recommend posting more frequently online, especially it’s easy to grow easier, faster to grow an audience on Instagram. And I just gravitate towards Instagram versus LinkedIn. But LinkedIn, you can grow an audience there pretty quickly and connect there as well, wherever you resonate most. But if you want to have an online program, you need to be showing up there multiple times a week for sure, so your content is relevant, and that’ll give you more opportunities to grow your audience.
If you’re focusing more on brick and mortar, then you don’t have to post as frequently on these social media platforms. But you still want to make sure your content is relevant. So once a week is good goal to shoot for. Again, if you’re having an online program, if you can post five and schedule out, so even you’re posting seven days a week, that would be perfect. Then whenever you do in person strategies, like offering workshops, going to networking events or having a vendor at the end of a 5k race or a health fair, these people are now able to find you and follow you on social media. And that is a second touch point.
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So if they’ve opted in for your e-mail list, they’ll see your e-mails and then they’ll be reinforced with whatever topics you’re talking about in your e-mails. Now they’ll see it again on social media, that builds a lot of trust. And again, because of algorithms, and e-mail open rates as they are, it’s just more opportunities for what you do and who you help to be shown in front of them. So they get an understanding that you’re the person to help them specifically. So it is a very powerful combination. And here is a mindset that is around the wellness community that social media platforms can be too political, or that they can suck your time or all the negative things about social media.
Remember, it’s a wonderful opportunity to connect with people, to get more eyes on your business and what you do for free, you don’t have to pay there. Or through boosting posts, there are low cost ways to really boost your audience. And here’s the best part, you can do it from your pajamas. So just remember, you can be the light for these social media platforms, because people really do need your help. And you don’t have to be on social media all day.
I am definitely not! I want to spend time with my family and my daughter and I have a busy one to one client list. And I’m also leading a group. So if I can do it and grow my audience on Instagram, actually, I’m on a good percentage of platforms, which I’ve added in over time. I didn’t start on all these platforms, but I’ve grown over time. And now I have a VA, two VAs actually that helped me with this. I make all the content really, they just help with repurposing and scheduling. You can do it too. When you have systems in place, you definitely do not need to be on social media all the time. And you can unplug and disconnect.
Third Key Area: Build Your Consultation Generating System
Okay, third area, you want to build your consultation generating system, you want to have a system that consistently brings these qualified leads into your business.
So you’re growing your audience and then converting. So there’s different ways to convert off platforms, such as having a lead magnet, which will get them, it’s easy to get off social media or someone is to Google you from online into your e-mail list.
Or if you do vendor events or networking events, it’s something to offer the community so they have a reason to get on your e-mail list, you can have a simple follow up sequence. So then speak to their problems and offer a consultation, you can offer consultations direct from your e-mails from your social media posts. I tell this to my clients all the time that teach classes out in the community that you need to know how to sell without selling. So you’re always seeding your programs and booking consultations right there at the end of class for people that express interest.
It’s the one change my client Dana makes. She was getting inquiries, but she was just starting her business. So she was stuck at about 1K months. And as soon as we implemented that change of seeding her programs, and then booking consultations right there, she immediately started jumping from 4k revenue months to 7k and then 7k to 9k revenue month, in less than a full year in business.
My client Kelly too, as soon as we implement implemented the selling without selling process for that aligned with her when she taught classes, she started getting more consistent consultations as well.
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Fourth Key Area: Implementing Strategic Instagram Marketing In Combination With In Person Marketing
Another area where personally I reliably get a lot of consistent consultations is through Instagram. Whenever I’m engaging with my audience, and it’s not every single person that I’m talking to, I’m expecting that person to book a consultation. I’m just having normal human conversations with people on Instagram, either through stories, or they reach out and ask me a question.
If they’re struggling with a certain thing, then I might ask if they’ve considered working with someone for that problem. And if they say yes, then I’ll be asking for permission again, to schedule a consultation to talk more. But if I’m my revenue, if I look ahead, because I have people on payment plans, and if I have a great month where maybe I signed a lot of people that did pay in full, then I’m always looking ahead to the future month to, “Okay, how much payment plans recurring revenue do I have coming in?” And if it is looking a little lean, then I will get out there and have more conversations with people because at that point, I don’t want any one person that I’m talking to, to feel pressure that I am trying to grasp at their business.
No, I want to only talk to the appropriate people that do want to work with me. And then I make an invitation. But the more conversations I have, the more opportunities for that right person to for me to connect with them. You want to make sure that you have a system that is reliable and that you can track and always come back to repeat when you notice that your months might be a little bit leaner.
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Fifth Key Area: You’re Mastering Ethical Sales Conversions
And the last part is you want to make sure that you’re mastering ethical sales conversations, meaning when you do offer consultations, you have a framework and a process that you can guide people through on the call, where they feel heard, listened, understand how you’re different from maybe other practitioners doing similar work as you, they understand what they will achieve when they work with you and why they should pay you for your wellness program, whether again, that’s in-person or online.
And you can offer these consultations in-person or online, it doesn’t matter, you can hold an in-person consultation for online programs and in-person programs or vice versa. I have a few clients that have brick and mortars and their consultations are in-person, but they still sell online programs. And I have clients that work only online, so they only do online consultations. You can think about it for yourself what seems to be the best pass. I also have clients that do a 15 to 20-minute phone screen to make sure that they are appropriate for their program and then they offer a consultation and the consultation then is 20 to 30 minutes.
I also have clients that do hour long consultations, you get to decide. But you want to make sure the consultations are structured to uncover the client’s true needs and desires for their health and wellness. It addresses objections with empathy and you’re prepared to handle those objections because questions and hesitations, especially if someone met you and you’re a stranger on the internet or they only met you one time in a workshop, it’s normal for them to have questions and you want to be prepared for that. In the consultation you want to make sure that you present your offer confidently and clearly as the solution to solve their specific health needs. And then you want to make sure you have a process as well for those people that might be a maybe or need to think about it.
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Conclusion
When you put all of these together then you have a very reliable person to be more to have your revenue more predictable and reliable. And it becomes a rinse and repeat process where each year you just get better at different parts of this and you are continuously growing your audience.
Maybe over time you raise your rates or you add in a group program then you have the ability to scale and grow your revenue at the same time as well. If you’re thinking you don’t have time to create all of this alongside your current client load it’s really managing your time.
It’s making sure to prioritize your needs, your family needs, your self-care needs in a realistic way that allows you to work as well. So making sure that when you set down to work in your business whether it’s four hours, six hours, or eight hours for a day that you really do show up to that time.
And it’s taking one project at a time. You can’t do it all at the same time. You have to focus on one project and break it down into small steps and put those into your calendar when you can. Check things off as you can. And then over time you will have one project completed and then you’re on to the next. That’s how I literally have grown all that that you see on my website or on my social media channels. Then with efficient systems you get better with your time and the more content you create the faster and better and more efficient you get at content as well.
If you’re not tech savvy it’s still easy to get online once you know the systems for building out an online program. You don’t even need software for that to work with people virtually or get used to the tech with any social media platform. They’re very user friendly so it’s a little bit of time investment ahead to get to know the platforms and any software that you might need. But once you learn it then things do get faster.
I work with a lot of clients that really focus on brick and mortar and using their hands and or energetics so we actually they share their screen and I walk them through the tech issues step by step. Or in the Instagram Message Makeover Clinic I literally have tech modules to help with this. So you can get over your tech hangups and become more tech savvy.
I remember when I first started my brick and I always used to say I was working in the cave or I remember one year I was working in a physical therapy clinic over a decade ago and the power went out and the power went out when I was a massage therapist as well one time and I was in my cave and it didn’t matter because I had my candles that were burning so I could still lead and I just didn’t have the music.
Or I think at that time I might have even had a CD player that ran on battery so the music was still going. I didn’t even need power and the same was true for the physical therapy clinic. I didn’t need power to instruct on exercises or do manual therapy. So for me who didn’t even need power or electricity for most of my day to now be fully online immersed in tech and figured that out then you can do it too.
Now with this whole process you don’t have to become one of wellness influencers on social media. I hear this concern often. What I teach is authentic value based marketing not dancing trends or gimmicks. It is working with the algorithm to ensure that your content does get shown to more people but it’s doing it in an authentic way to you. So the sooner you start this process then the sooner you can have less financial stress because you have more predictable revenue. You can prevent burnout so you won’t overwork due to making sure that you’re able to pay the bills or leave that mill job that is burning you out. You’re able to help more people. You’re able to roll with economic shifts because so much has happened.
Since I first started my business I was diagnosed with cancer and a genetic mutation my first year in business and had a surgeon told me I would probably need surgeries every five to seven years. I’m happy to report I’ve been healthy ever since and not needed to go under the knife again but that was pretty scary and I felt like oh my gosh if I have to go through all these surgeries how’s my business going to handle it? I’ve navigated through the pandemic and I’m still going now and growing even despite changes in and uncertainty in the economy as it is right now. I’ve done all of this with never going viral and not having a massive audience so if I can do it you can do it too because here’s the bottom line: you can’t control the economy, you can’t control life’s curveballs.
Speaking of I’m just remembering as well a couple years ago I had a very close family member to me unexpectedly pass away and I was able to navigate and keep my business going through that so when you implement these strategies you have a lot more control and predictability and I’ve helped many many of my clients implement these and have a lot of success.
So if you want my help implementing any of these strategies then just book your free consultation and we’ll talk more about it.
Alright there you have it I will see you next week! Bye for now!
Important Links to Visit:
Feeling Stuck? Here’s the Real Reason Wellness Practitioners Fail Online – And How to Succeed
How to Attract and Convert Your Invisible Audience as a Wellness Entrepreneur
Boost Your Wellness Business: Create Consistent, High-Converting Content with AI
Grow Your Wellness Business on Instagram with Simple Content Strategies
