I spend too much time explaining CST (Francis, Craniosacral Therapist)

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Mike's Reply:
by: Mike

In my experience, there are 3 types of people who call a practitioner on the phone:

People who already know your therapy - they are looking for someone local to relieve their condition. No problem, that conversation usually ends with a booking.
People who don't know your therapy - they don't necessarily have a condition, but are "seekers" - moving from one therapy to the next. You spend a lot of time on the phone with these people explaining the therapy. Most therapists I know who run clinical practices limit the time they spend on the phone with these people as they are sure they don't want to be cured of anything too soon!
And the last category - people who don't know what your therapy is - but they do have a condition. But first they want to build a level of trust that you can help them.

Let's talk further about this last category.

Put yourself into the shoes of a potential client. Let's invent a therapy YOU have never heard of - Cerebro-Ungogoting Therapy (or CUT for short).

OK - so you have a lot of back pain, or sinusitus, or a baby with constipation. You have heard of CUT in a magazine as well as from a friend. It's made CUT to be a good fit for your condition. So you get onto your local CUT practitioner.

You start the conversation - "I've heard about CUT and I think it can help my back pain - can you tell me a little more about CUT and how you use it?"

That's a natural way to start when you are unsure - find out the facts.

Most therapists will now start talking about CUT therapy - what it is, where it came from and how it works. However - the therapist has now slipped into selling mode. They are now talking about the therapy - not about the client and her ailment!

So, when you get that question - "tell me more about CUT" - stay out of selling mode. Instead, slip into consultative mode:

"I'd be happy to explain more about CUT - but before I do, can you tell me more about your x pain? How long have you had it and what have you done about it so far?"

Your client proceeds to explain.... a conversation ensues - all focused on the client.

"Well, I have used CUT with a number of clients with that ailment. The results are excellent - but we would really need to meet up so that I can assess the suitability of CUT for your condition. Now, I don't have a time available this week - but I can give you either Thursday evening or Friday morning of next week - which works best for you?

So, in summary - if you are "explaining" CST or any therapy - you are LOSING your potential client. Have a conversation with them about them and their condition.

Finally, you may notice as you look around craniosacral-therapy-healing.com that it is peppered with case-studies. These are to "presell" CST as a therapy - to show that others have used it and it gets results. So, when they get on the phone to Carina, they start off with "I'd like to make an appoinment...."

Good Luck, Mike.

I spend too much time explaining CST (Francis, Craniosacral Therapist)

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I spend too much time explaining CST (Francis, Craniosacral Therapist)