Marketing for the Mental Health Professional : An Innovative Guide for Practitioners

BPraise for iMarketing for the Mental Health Professional: An Innovative Guide for Practitioners/i/b "This book is packed with useful strategies that have worked for years and years in the business world. People who follow the advice here are going to go places." 'bDr. Thomas Phelan, Psychologist and bestselling author of i1-2-3 Magic/i/b "David's book is brilliant! He guides us through our own resistance and the unquestioned beliefs we have held around marketing, money, and our profession. Not only have I received a long-overdue education, David has inspired in me the creativity, courage, and confidence to create my own vision." 'bMelinda Edwards, MD, Psychiatrist/b bA hands-on guide to building a successful mental health practice/b There is real opportunity for growth, advancement, and overall success within the mental health profession. iMarketing for the Mental Health Professional/i helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice. Filled with real-life stories and helpful tips, this book provides you with the tools to build your practice, including guidance on:ulli Using customer-based selling to create a thriving practiceli Developing effective strategies for engaging clients, building credibility, and earning loyaltyli Identifying true prospects that will lead to long-term successli Using power, influence, and persuasion to help grow your practiceli Creating an impression and being rememberedli Using Internet technology to start a conversation and build relevance/ul A practical guide for professionals looking to achieve long-term success in the field, iMarketing for the Mental Health Professional/i proposes a different way of thinking about the profession. It leverages and incorporates key business, sales, and marketing principles that "best in class" organizations and sales/marketing professionals use to generate an increase in market share, financial wealth, and overall achievement Marketing for the Mental Health Professional: An Innovative Guide for Practitioners......Page 5 Contents......Page 9 Preface......Page 13 Acknowledgments......Page 15 Part One: New Beginnings......Page 17 Chapter One: Introduction......Page 19 BEGINNING THE EXPLORATION......Page 20 CLEARING TO CREATE OPPORTUNITY......Page 21 SECRETS OF SUCCESS AND THE SALES STIGMA......Page 22 SUMMARY......Page 23 Chapter Two: Marketing and the Mental Health Profession: A Powerful Combination......Page 25 DEMYSTIFYING THE MARKETING PROCESS......Page 26 EXPLORING THE NEW MARKETING MODEL......Page 29 WHERE CAN MARKETING TAKE YOU?......Page 38 SUMMARY......Page 39 A NEW SALES PHILOSOPHY FOR MENTAL HEALTH PROFESSIONALS......Page 41 CREATING A BUYING ENVIRONMENT THROUGH CLIENT-BASED SELLING......Page 43 SUMMARY......Page 62 Part Two: The Psychology of Success......Page 63 Chapter Four: Finding Your Power: The Social Dynamics of Power, Influence, and Persuasion......Page 65 WHAT DOES “POWER” MEAN AND WHY DOES IT MATTER FOR YOUR PRACTICE?......Page 66 TRANSLATING POWER INTO INFLUENCE AND SUCCESS......Page 71 PRACTICAL TECHNIQUES FOR USING PERSONAL POWER EFFECTIVELY......Page 79 SUMMARY......Page 83 Chapter Five: Finding Your Place in the Field: Effective Strategies for Building Credibility and Earning Authority......Page 85 BUILDING A FOUNDATION FOR PROFESSIONAL SUCCESS......Page 86 CHANGE THE WAY YOU WORK IN THE PROFESSION......Page 88 BUILD EXPERTISE BY FINDING YOUR MARKET NICHE......Page 90 TURN YOUR KNOWLEDGE AND EXPERTISE INTO VALUE FOR CLIENTS......Page 92 BECOME PUBLISHED: YOU HAVE UNIQUE OPPORTUNITIES!......Page 93 THE ART OF PUBLIC SPEAKING......Page 98 SUMMARY......Page 111 Chapter Six: Understanding Buying Motives in Behavioral Health Care......Page 113 TRIGGER POINTS IN MENTAL HEALTH......Page 114 LESSONS IN BEHAVIORAL PSYCHOLOGY: ACCESSING TRIGGER POINTS IN YOUR MARKETING MESSAGES......Page 117 PROSPECTING: HOW TO SELL YOUR SERVICES TO THE RIGHT PEOPLE......Page 119 SUMMARY......Page 122 BUILDING SUCCESSFUL PARTNERSHIPS......Page 123 CLIENT-BASED SELLING FOR ADMISSIONS DEPARTMENTS......Page 127 SUMMARY......Page 131 Part Three: The Future of Success......Page 133 Chapter Eight: Social Networking in the Mental Health Profession......Page 135 HOW DO I FIND THE TIME?......Page 136 BLOGGING FOR THE MENTAL HEALTH PROFESSIONAL......Page 137 UNDERSTANDING RSS FEEDS......Page 144 ONLINE NEWSLETTER SUBSCRIPTION TOOLS......Page 145 TWITTER AND THE MENTAL HEALTH PROFESSION......Page 149 BUSINESS NETWORKING AND ONLINE FORUMS......Page 153 SUMMARY......Page 156 Chapter Nine: Selling Yourself in Today’s Job Market......Page 157 WHAT THE FUTURE OF JOB SEARCHING LOOKS LIKE......Page 159 GLIMPSING THE FUTURE......Page 161 EXPLORING YOUR INTERESTS AND DEVELOPING A CAREER PLAN......Page 163 GOAL WRITING......Page 165 SELLING YOURSELF: FOUR ESSENTIAL TIPS FOR GETTING HIRED......Page 167 NETWORKING SKILLS......Page 172 SUMMARY......Page 178 Chapter Ten: Build a Better Web site: Web Site Essentials for Mental Health Professionals......Page 181 WEB DESIGN QUESTIONS AND ANSWERS......Page 182 SUMMARY......Page 187 THE INTERNET AND THE WINDOW OF OPPORTUNITY......Page 190 THE RISE OF PROFESSIONAL COACHING......Page 193 ONLINE PSYCHOTHERAPY......Page 194 ONLINE TREATMENT PROGRAMS......Page 196 ONLINE TRAINING: A UNIQUE WAY TO PROMOTE YOUR SERVICES......Page 197 SUMMARY......Page 198 Chapter Twelve: Conclusion......Page 200 Appendix: Business Development Worksheets and Exercises......Page 202 MARKETING ACTIVITIES LIST......Page 203 IDEAS AT THE EDGES......Page 205 MARKETING PLAN COMPONENTS......Page 206 CHANGE THE WAY YOU WORK......Page 207 Bibliography......Page 208 Index......Page 209 Machine generated contents note: Preface. PART ONE: NEW BEGINNINGS. CHAPTER 1: INTRODUCTION. Beginning the Exploration. Clearing to Create Opportunity. Secrets of Success and the Sales Stigma. Chapter 1 Summary. CHAPTER 2: MARKETING AND THE MENTAL HEALTH PROFESSION: A POWERFUL COMBINATION. Demystifying the Marketing Process. Exploring the New Marketing Model. Where Can Marketing Take You? Chapter 2 Summary. CHAPTER 3: HOW TO SELL MENTAL HEALTH SERVICES: FIVE ELEMENTS OF SUCCESS. A New Sales Philosophy for Mental Health Professionals Creating a Buying. Environment through Client-Based Selling. Element 1: Sell the Way People Want to Buy. Element 2: The Power of Presence. Element 3: Give Value and Business Will Follow! Element 4: Arouse "Want" and "Need" in Others. Element 5: Go Above and Beyond and Be Remembered! Chapter 3 Summary. PART TWO: THE PSYCHOLOGY OF SUCCESS. CHAPTER 4: FINDING YOUR POWER: THE SOCIAL DYNAMICS OF POWER, INFLUENCE AND PERSUASION. What Do We Mean by Power & Why Does it Matter for Your Practice? Translating Power into Influence and Success. Using the Power of Groups. Opening the Door to Bigger Opportunities. The Intrigue of the Unfinished. Teaser Campaigns in Mental Health. The Use of Framing in the Mental Health Profession. Understanding How People Make Purchasing Decisions Practical Techniques. for Using Personal Power Effectively. Chapter 4 Summary. CHAPTER 5: FINDING YOUR PLACE IN THE FIELD: EFFECTIVE STRATEGIES FOR BUILDING CREDIBILITY & EARNING AUTHORITY. Building a Foundation for Professional Success. Change the Way You Work in the Profession. Build Expertise by Finding Your Market Niche. Turn Your Knowledge & Expertise into Value for Clients. Become Published: You Have Unique Opportunities! The Art of Public Speaking. Slideshow Design Principles That Say "Wow". Chapter 5 Summary. CHAPTER 6: UNDERSTANDING BUYING MOTIVES IN BEHAVIORAL HEALTHCARE. Trigger Points In Mental Health. Lessons in Behavioral Psychology: Accessing Trigger Points in Your Marketing Messages. Prospecting: How to Sell Your Services to the "Right" People. Chapter 6 Summary. CHAPTER 7: SALES & MARKETING FOR MENTAL HEALTH ORGANIZATIONS. Building Successful Partnerships. Client Based. Selling for Admissions Departments. Chapter 7 Summary. PART THREE: THE FUTURE OF SUCCESS. CHAPTER 8: SOCIAL NETWORKING IN THE MENTAL HEALTH PROFESSION. How Do I Find The Time? Blogging for the Mental Health. Professional Understanding RSS Feeds. Online Newsletter Subscription Tools. TWITTER and the Mental Health Profession. Business Networking & Online Forums. Chapter 8 Summary. CHAPTER 9: SELLING YOURSELF IN TODAY'S JOB MARKET. What The Future Of Job Searching. Looks Like "We Can Rebuild Him": Launching a Transformational Campaign. Glimpsing the Future. Exploring Your Interests & Developing a Career. Plan Goal Writing Selling Yourself: Four Essential Tips To Getting Hired. Networking Skills that Lead to Long Term Success. Chapter 9 Summary. CHAPTER 10: BUILD A BETTER WEBSITE: WEBSITE ESSENTIALS FOR MENTAL HEALTH PROFESSIONALS. Web Design. Question & Answers. Chapter 10 Summary. CHAPTER 11: SERVICE TRENDS WITHIN OUR CHANGING INDUSTRY. The Internet and the Window of Opportunity. The Rise of Professional Coaching. Online Psychotherapy. Online Treatment programs. Online Training: A Unique Way to Promote Your Services. Chapter 11 Summary. CHAPTER 12: CONCLUSION. Recommended Reading. Business Development Worksheets and Exercises. Index.

Praise for Marketing for the Mental Health Professional: An Innovative Guide for Practitioners

"This book is packed with useful strategies that have worked for years and years in the business world. People who follow the advice here are going to go places."
— Dr. Thomas Phelan, Psychologist and bestselling author of 1-2-3 Magic

"David's book is brilliant! He guides us through our own resistance and the unquestioned beliefs we have held around marketing, money, and our profession. Not only have I received a long-overdue education, David has inspired in me the creativity, courage, and confidence to create my own vision."
— Melinda Edwards, MD, Psychiatrist

A hands-on guide to building a successful mental health practice

There is real opportunity for growth, advancement, and overall success within the mental health profession. Marketing for the Mental Health Professional helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice.

Filled with real-life stories and helpful tips, this book provides you with the tools to build your practice, including guidance on:

• Using customer-based selling to create a thriving practice
  
  

• Developing effective strategies for engaging clients, building credibility, and earning loyalty
  
  

• Identifying true prospects that will lead to long-term success
  
  

• Using power, influence, and persuasion to help grow your practice
  
  

• Creating an impression and being remembered
  
  

• Using Internet technology to start a conversation and build relevance
  
  

A practical guide for professionals looking to achieve long-term success in the field, Marketing for the Mental Health Professional proposes a different way of thinking about the profession. It leverages and incorporates key business, sales, and marketing principles that "best in class" organizations and sales/marketing professionals use to generate an increase in market share, financial wealth, and overall achievement.

Praise for Marketing for the Mental Health Professional: An Innovative Guide for Practitioners

"This book is packed with useful strategies that have worked for years and years in the business world. People who follow the advice here are going to go places."

—Dr. Thomas Phelan, Psychologist and bestselling author of 1-2-3 Magic

"David's book is brilliant! He guides us through our own resistance and the unquestioned beliefs we have held around marketing, money, and our profession. Not only have I received a long-overdue education, David has inspired in me the creativity, courage, and confidence to create my own vision."

—Melinda Edwards, MD, Psychiatrist

A hands-on guide to building a successful mental health practice

There is real opportunity for growth, advancement, and overall success within the mental health profession. Marketing for the Mental Health Professional helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice.

Filled with real-life stories and helpful tips, this book provides you with the tools to build your practice, including guidance on:

• Using customer-based selling to create a thriving practice

• Developing effective strategies for engaging clients, building credibility, and earning loyalty

• Identifying true prospects that will lead to long-term success

• Using power, influence, and persuasion to help grow your practice

• Creating an impression and being remembered

• Using Internet technology to start a conversation and build relevance

A practical guide for professionals looking to achieve long-term success in the field, Marketing for the Mental Health Professional proposes a different way of thinking about the profession. It leverages and incorporates key business, sales, and marketing principles that "best in class" organizations and sales/marketing professionals use to generate an increase in market share, financial wealth, and overall achievement.

**Praise for__Marketing for the Mental Health Professional: An Innovative Guide for Practitioners__**--"David's book is brilliant! He guides us through our own resistance and the unquestioned beliefs we have held around marketing, money, and our profession. Not only have I received a long-overdue education, David has inspired in me the creativity, courage, and confidence to create my own vision."--**A hands-on guide to building a successful mental health practice**There is real opportunity for growth, advancement, and overall success within the mental health profession.helps you acquire and apply the powerful, proven sales and marketing techniques and strategies needed to create and cultivate a thriving mental health practice.Filled with real-life stories and helpful tips, this book provides you with the tools to build your practice, including guidance on:Using customer-based selling to create a thriving practiceDeveloping effective strategies for engaging clients, building credibility, and earning loyaltyIdentifying true prospects that will lead to long-term successUsing power, influence, and persuasion to help grow your practiceCreating an impression and being rememberedUsing Internet technology to start a conversation and build relevanceA practical guide for professionals looking to achieve long-term success in the field,proposes a different way of thinking about the profession. It leverages and incorporates key business, sales, and marketing principles that "best in class" organizations and sales/marketing professionals use to generate an increase in market share, financial wealth, and overall achievement. "There are a few available training programs on the practical aspects of succeeding in the mental health profession for mental health professionals. Marketing for the Mental Health Professional provides powerful, proven sales and marketing techniques as well as strategies to achieve high quality, value-based services in the mental health practice. Filled with real-life stories and helpful tips, this book presents tools for generating better publicity, conducting a job search, understanding the value propositions, and engaging with clients for long-term success for both new and seasoned practitioners."--Provided by publisher.