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Convert the Most Resistant Leads: Feel, Felt, Found - Your Guide to Hard To Close-Cash Based Clients
💵 Overcome one of the biggest obstacles treatment pros face: the dreaded "Wow, that's expensive" comment."
Closing the deal with hesitant potential clients can be challenging, especially when the pushback revolves around the price or perceived value of the service you provide. As addiction therapists, interventionists, or sober peer support specialists, your service's value isn't just about a monetary figure. It's about transforming lives and facilitating recovery. This article introduces you to a potent strategy: the 'Feel, Felt, Found' approach that can convert even the most resistant leads into committed clients.
The 'Feel, Felt, Found' technique is not unique to me, and I must give credit where it's due. The approach was first learned from Dave Dee, a fantastic resource for sales strategies, presentations, and email marketing tips. I've adapted his technique specifically for addiction therapy and support roles, turning it into a robust tool for breaking down barriers of hesitancy.
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Feel, Felt, Found - The Power of Three
The 'Feel, Felt, Found' technique revolves around three simple yet powerful words: feel, felt, and found. This strategy is primarily deployed when a potential client presents an objection, often regarding the cost of services. To illustrate this approach, let's consider a scenario involving a potential client - let's call him Mr. Smith.
Mr. Smith reaches out, expressing a desire to break free from his alcohol addiction. He knows it's impacting his health and wants to be around for his family, especially his young daughter. However, when you mention the price of your service, he balks, indicating it's much more than he anticipated. This moment is when the 'Feel, Felt, Found' strategy can prove incredibly useful.
You could respond with something like, "Mr. Smith, I completely understand how you feel. The cost of therapy may seem higher than expected. Many clients in your situation felt the same way initially. However, once they started working with us, experienced our comprehensive, personalized approach, and began to see changes in their lives, they found the investment worth every penny. I am confident you'll feel the same, particularly when we help you regain control over your life and improve your health for yourself and your family."
This strategy empathizes with the client, validates their concerns, and reaffirms the value of your service. It also subtly uses social proof, mentioning other clients' successful experiences. In essence, it's a delicate art of persuasion, presented compassionately.
Remember, It's About Serving, Not Selling
The 'Feel, Felt, Found' approach isn't about pushing a sale. It's about serving your potential clients and helping them realize the value they will gain from your services. It's about understanding their hesitations, empathizing with their initial reactions, and assuring them that others have been in their shoes and found great value in overcoming their reservations.
The primary goal is not just to convince clients to buy into your services but to assist them in deciding to best serve their needs and aid in their recovery journey. If you truly believe that your services can transform lives, it is your responsibility to guide your potential clients through their initial hesitations and show them how they can benefit from your expertise.
Effective Closing Techniques
Pairing the 'Feel, Felt, Found' strategy with other effective closing techniques can be a winning combination. Scripted dialogues tailored for addiction therapy services can prove incredibly helpful. These dialogues, or scripts, provide a framework for you to address objections, present your services, and close the deal with potential clients.
Empathy is Key: Emphasizing your understanding of the potential cli’ feelings helps them feel seen, heard, and validated. This is the first step towards building a relationship built on trust and compassion.
Validation Through Social Proof: By explaining how others have felt the same way and overcoming these initial reservations, you provide reassurance and remove the feeling of isolation. This step creates a sense of community and provides an example of successful engagement with your services.
Affirmation of Value: The final step involves affirming the value of your services. This step encourages the potential client to look past their initial hesitation and understand your services' long-term value and transformative potential.
The Three Steps of 'Feel, Felt, Found
Feel: The first step in the strategy is to empathize with the potential client's feelings. This empathy shows that you understand their concern, setting a solid foundation for the conversation. You're not dismissing their worries; you're acknowledging them, fostering an environment where they feel safe and understood.
Felt: The next step involves using social proof to validate the potential client's feelings. You normalize their feelings by sharing that others in their situation have felt the same way. This step offers reassurance and helps them understand that they are not alone in their concerns.
Found: The last step is about presenting the transformative potential of your services. Here, you share how past clients found immense value in your services despite their initial concerns. This assertion offers hope and assures the potential client that the investment in your services is worthwhile.
This three-step strategy isn't about making a sale but serving your potential clients better. Remember, the primary goal is to guide them toward the decision that will best aid their recovery journey.
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The journey of engaging clients is not merely transactional. It's about forging connections, nurturing understanding, and championing the transformative journey of recovery.
The 'Feel, Felt, Found' strategy serves as a compassionate bridge to help potential clients overcome their initial apprehensions, perceive the value in your services, and take the crucial step towards their healing process. This is not about coaxing a sale but genuinely serving your potential clients by guiding them towards decisions that will optimally support their recovery journey.
As addiction therapists, interventionists, and sober peer support specialists, the ultimate reward lies not in closing a sale but in the successful transformation of lives, witnessing the power of recovery, and being a significant part of a client's journey toward health and well-being.