How to Book Full Fee Clients in Private Practice

How to Book Full Fee Clients in Private Practice

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Should you offer a sliding scale in private practice:
   • Should You Offer a Sliding Scale in P...  

Market yourself as an expert in private practice:
   • Market Yourself as an Expert in Priva...  

Marketing Your Practice:
   • Marketing Your Private Practice | Tip...  

I’ve heard from some of you lately that you set your rate to charge what you’re worth, but now you’re having trouble filling your practice with full fee clients. Is the solution to lower your rate? Not necessarily! In this video, I cover my top tips to help you fill your practice with clients who are able (and willing!) To pay your full fee.

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This video is geared for therapists of all kinds, including psychologists, MFTs, LPCCs, social workers, and others in the clinical counseling field.

Welcome to Private Practice Skills! I’m Dr. Marie Fang, psychologist in private practice. I post videos offering tools I learned the hard way about starting and growing private practice so that you don’t have to.

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This video is not intended as professional or legal advice. Be sure to seek the services of a professional if you are in need of them.

Here are a few takeaways from the lessons I learned to help you book full-fee clients in your practice:

1. Position Yourself as an Expert.

I just spoke to how to do this in a recent video, so I would definitely check out that video to learn all my tips for how to position yourself as an expert in your niche. This is key to ensuring that you’re not simply known as a Joe Schmoe generalist, but that you have an expertise in a specialty that’s worth paying a higher premium for.

2. Focus your Marketing.

It’s important to find one or two areas to direct your marketing to target your ideal client. This doesn’t mean you should do ALL the marketing strategies you know of. But take some time to consider who your ideal client is and where they’re hanging out in order to market directly to them.

3. Don’t advertise lower rates if you offer a sliding scale.

Most potential clients will shoot for your lowest rate even if they are high income earners. That’s just the way our minds work. We want to snag a deal even if we can afford something pricier. Keep in mind that a sliding scale is not a discount, it’s a reduced rate for those who qualify based on their resources. Advertise your full rate as your only rate. In the initial call, you can explore the potential client’s income to then offer the sliding scale rate if it applies.

4. Communicate how you can help a potential client solve a problem.
Both through your marketing materials and your initial communications with potential clients, it’s important to focus on how you can help them. Validate how it feels to experience the problem they’re facing, name the place you believe you can help them arrive at, and share briefly about how you’re uniquely positioned to help them get there.

This last tip is key. I’ve spoken to some of the earlier tips more in-depth in prior videos, so let’s break down this last tip a little further in today’s video.

The factor that makes people willing to pay a higher premium for anything in life - not just therapy - is believing that this particular item or service is uniquely equipped to help them solve a problem.

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