In the first article in this series, I discussed that though there is a great deal of professional satisfaction in being a helping or healing solo-professional in private practice, being in private practice is being self-employed and unfortunately, being self-employed has its disadvantages. Not being able to work for any reason severely impacts your earnings as does the ebb and flow of client referrals. And there are only so many hours you can work in the day, so there is always a limit on how much you can earn.
There is an avenue, however, that alleviates some or all of the “hours for dollars lifestyle” and that can actually turn you from being self-employed into a business owner…and that is adding information marketing as an income-producing strategy for part or all of your business as a solo-professional. You may be asking yourself…”What qualifies me to be an information marketer?” and “Don’t I need special training?”
Your years of study, training and experience as a helping and healing professional have yielded a great deal of valuable knowledge and expertise that more than qualifies you to be an information marketer. Your expertise is the gold mine from which you’ll be extracting the information that the right audience will be able to consume on an ongoing basis.
All that is needed to do information marketing is good quality information and marketing skills. Good quality information is comprised of products and services that require speaking and writing skills – skills you have honed from your face-to-face time with your clients and the volumes of reports you have written. Yes, there will have to be some changes made in style and delivery mechanism, but those are points we will cover in future articles in this series.
Marketing, however, is probably one skill you never learned in graduate school or in your professional training. But as a solo-professional, marketing is the one skill that is crucial to building your practice and to creating a business that will earn you income even when you are not putting in the direct-service hours. Marketing can be learned, it just takes acquiring the right information and learning how to apply it.
So where do you begin in order to become an information marketer so that you can create another stream of income that supplements or maybe even at some point replaces the income from your face-to-face work with clients? We start with a very important concept that comes from one of the greatest marketing gurus of all, Dan Kennedy: “The Who Is More Important than the What”.
What does this mean? It means that the most important thing for you to do first is to identify who you will be serving. Who will most benefit from your expertise? Who will do anything or pay anything for you to solve his or her problem?
Isn’t that a little “horse before the cart” kind of reasoning? Shouldn’t I produce the information first and then try to market it? The answer is an unequivocal “No”. First you will decide who your target market or ideal client is.
What is a target market? In our case, as helping and healing professionals, it is a group of clients or patients that would most benefit from the information you have to offer. These clients or patients share common characteristics like age, gender, interests, problems, concerns.
Let’s say you are a nurse practitioner who specializes in working with children with ADHD. Your target market for your information marketing business could be the parents of these children. This is a very “hungry” market, one that, for the most part, struggles on a daily basis and is desperate for the right information that will alleviate their children’s chronic problems, help them find alternatives for treatment, help their families to thrive and have their children grow up with self-esteem and the skills that are necessary to be self-sufficient adults. Right there you have the basis for numerous information products.
Or let’s say you are an acupuncturist who has a strong interest in helping people avoid diseases that are related to poor diet and lifestyle choices. Though people of all ages may make these poor choices, you may decide that your target market for your information marketing business will be midlife men and women because that’s the age range when we see the years of poor choices start to manifest in compromised health. By the way, you could even get more specific and choose either of the genders to really refine your focus. Let’s say you decide to write for women who want to see their spouses’ health improve. Or you could choose to target parents of young children through teens and provide information products that teach them how to prevent future health problems.
Do not worry that this will narrow your market so much that it will exclude too many people and therefore be harder to sell your information products. The truth is if you identify the right “hungry for your information market” and keep producing good quality information for them, they will continue to consume your information products on an ongoing basis.
It’s counterintuitive, isn’t it? Narrow your focus to get more people to buy your information products? But it’s the well-proven truth. Until the next installment in this series, think about the people you already serve. What are their problems and concerns? From what conditions, situations or issues do they want relief? Try and narrow your focus to a very specific group. It may turn out that you have more than one group to address through your information marketing business, but at this point, focus on one right now and really think about how you can best serve their needs for the right information.
apaa2022
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