Building a successful hypnosis business

Replies to This Discussion

Permalink Reply by Kathleen Hanover on July 29, 2010 at 9:58pm

Hi Lynne,

I'm not a hypnotherapist (or hypnotist). And I'm an enthusiastic and evangelical client of hypnotherapy and NLP services from several HypnoThoughts members. :)

I love Sandler. I'm a member of President's Club, which is aimed at business owners and managers. It has really changed the way I look at running a business and has totally changed my opinion of sales! I can't recommend it highly enough...in fact, I'd venture to say that EVERYONE who is starting a business could benefit from Sandler training. It's much more than just learning how to deal with objections. It's life-changing, actually.

@James, I'm not a hypnotherapist, I'm a client. And I'm referring to a very subtle difference in communication. Communicate what you can do for someone (them-centered) instead of announcing how you'll do it (you-centered.)

I'm commenting because I help entrepreneurs who are struggling to start their own business and worried about attracting enough clients to make a go of it. Sometimes I work with business owners who are frustrated by how hard it is to generate leads cost-effectively. And sometimes I work with people who are experts in their field, but who feel clueless and maybe a little embarrassed because no one seems to know who they are (or how good they are.) You can check out my stuff online at http://imagine-that-creative.com.

Please re-read the previous paragraph and then read the rest of my comment. It's relevant to the discussion.

The reality is that misconceptions about hypnosis are almost universal. So if you simply announce to everyone you encounter that you're a hypnotist, those who have positive feelings and firsthand knowledge may say, "oh, cool." Those those who have no knowledge at all may give you the deer-in-the-headlights stare. Those in the majority--the ones who think of hypnosis as scary mind control (thanks to Hollywood) or clucking like a chicken (thanks to stage shows) may cringe.

Announcing that you're a hypnotist is all about you. First listening to people and understanding what their pain is, is all about them. We each live in our own me-centered universe where everything is all about us. When you step out of your universe and into someone else's, they feel a connection with you--and more importantly, you don't come off as a pushy salesperson. You come off as a good listener.

People in pain in the here and now are the most motivated to make a purchase decision. They are the low-hanging fruit in the world of prospects. These are the people you should target when your goal is to attract new clients. And I assume that is the goal of networking.

Saying "I'm a hypnotist" is announcing a state of being. It's passive and doesn't engage the other person. It may subconsciously earn the response, "So what? What's in it for me?"

"I help people who struggle with losing weight" or "I help people who are frustrated by how hard it is to quit smoking" or "I attract clients who are terrified of going to the dentist" explicitly tells the prospect what's in it for them, and if they happen to have the same pain, it draws them in like a magnet.

I didn't announce in this thread that "I'm a marketing and PR expert," although I am. Marketing and PR are the tools I use to help my clients get out of pain. They're not my identity, they're my tools.

I hope I've done a better job of making that distinction in communication. It is indeed very subtle.

Kathleen


Lynne said:

Hi Kathleen - I am familiar with Sandler sales training, and agree that it is phenomenal. Where is your practice? Do you have a website? Maybe these things are on the members' profile page lol! Thanks for sharing these thoughts. I am looking forward to building my network!

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Permalink Reply by Graham Old on July 29, 2010 at 11:19pm

Well, I've never worked with furniture, so I'll have to take your word on that.

However, I do have a background in web design and as an accessibility consultant. This is nothing to do with thinking outside of the box. Instead, it's about respecting the minority of users who will not be able to read your website.

If you are that attached to your apparent "play on the subconscious", you could easily add a theme-switcher button allowing users to select a version of the site with a kinder contrast between text and background color.

But, I understand that it's hard for some people to be bothered about accessibility - and it's your site after all - so that's ok.

tony cott said:

Graham: I worked for Marriot Hotels in research and development as far as the application of color and placement of furniture, the color scheme is intended to create a needed focus , which by making the eyes do this effort, the concentration is enhanced. This is a play on the subconscious, it may appear as you stated and yet the average time or pages read, is 6 and the site gets 300 hits a week. By doing things a bit different than some, seems to work lol . I know its hard for some to think out side the box so its ok.haha
Tony


Graham Old said:

Lynne said:

Tony - your website is fantastic!

Really?! I have to disagree.

Tony, I mean no offence, but I would strongly encourage you to reconsider the colour schemes used in your website. That colour text on that background makes it quite straining on the eyes. From an accessibility angle, it's far from fantastic.

• ▶ Reply

Permalink Reply by tony cott on July 29, 2010 at 11:25pm

Kathleen:

This is what I have been trying to say! I have seen so many Hypnotists go in business then out of business it isn’t funny. It wasn’t because they were not good at this, but they just couldn’t get past the cookie cutter attitude. Now I am not saying that attitude doesn’t work for a lot of people. But like in the restaurant business you have to make your self stand out in some way.

In my own little way, I am trying to share how “out of the box” marketing can work, how networking doesn’t have to be seen as a something you do, but something that happens.
It’s about not only listening but watching and being aware of whats happening with someone else. It’s about “thinking” like someone else, placing your self in their shoes or flip flops (kinda haha)

The statement about misconceptions being Universal is no small statement, the same with Yoga as in Hypnosis; I have had to come up with ways to say things without saying things! And it’s so easy to do, you just have to be yourself and think, you are doing what you’re doing because it works.

If you read the story about golf, you will see I made a connection by sharing a laugh! That’s how easy it is, you don’t have to be super serious, you don’t have to declare you the most wonderful Hypnotist in the world, just be real, have an understanding of what others think, and give them their grace to think that way. Then OFFER them something that is real and works. You don’t need to SELL anything just be willing to help someone.

I realize Kathleen you don’t need my help in any way to make your point, its just I am very used to other Hypnotist and Yoga teachers misunderstanding me, largely due to me not following the rules. You seem to understand my intention is only to help.
Peace
Tony


Kathleen Hanover said:

Hi Lynne,

I'm not a hypnotherapist (or hypnotist). And I'm an enthusiastic and evangelical client of hypnotherapy and NLP services from several HypnoThoughts members. :)

I love Sandler. I'm a member of President's Club, which is aimed at business owners and managers. It has really changed the way I look at running a business and has totally changed my opinion of sales! I can't recommend it highly enough...in fact, I'd venture to say that EVERYONE who is starting a business could benefit from Sandler training. It's much more than just how to deal with objections. It's life-changing, actually.

@James, I'm not a hypnotherapist, I'm a client. And I'm referring to a very subtle difference in . what you can do for someone (them-centered) instead of announcing how you'll do it (you-centered.)

I'm commenting because I help entrepreneurs who are struggling to start their own business and worried about attracting enough clients to make a go of it. Sometimes I work with business owners who are frustrated by how hard it is to generate leads cost-effectively. And sometimes I work with people who are experts in their field, but who feel clueless and maybe a little embarrassed because no one seems to know who they are (or how good they are.) You can check out my stuff online at http://imagine-that-creative.com.

Please re-read the previous paragraph and then read the rest of my comment. It's relevant to the discussion.

The reality is that misconceptions about hypnosis are almost universal. So if you simply announce to everyone you encounter that you're a hypnotist, those who have positive feelings and firsthand knowledge may say, "oh, cool." Those those who have no knowledge at all may give you the deer-in-the-headlights stare. Those in the majority--the ones who think of hypnosis as scary mind control (thanks to Hollywood) or clucking like a chicken (thanks to stage shows) may cringe.

Announcing that you're a hypnotist is all about you. First listening to people and understanding what their pain is, is all about them. We each live in our own me-centered universe where everything is all about us. When you step out of your universe and into someone else's, they feel a connection with you--and more importantly, you don't come off as a pushy salesperson. You come off as a good listener.

People in pain in the here and now are the most motivated to make a purchase decision. They are the low-hanging fruit in the world of prospects. These are the people you should target when your goal is to attract new clients. And I assume that is the goal of networking.

Saying "I'm a hypnotist" is announcing a state of being. It's passive and doesn't engage the other person. It may subconsciously earn the response, "So what? What's in it for me?"

"I help people who struggle with losing weight" or "I help people who are frustrated by how hard it is to quit smoking" or "I attract clients who are terrified of going to the dentist" explicitly tells the prospect what's in it for them, and if they happen to have the same pain, it draws them in like a magnet.

I didn't announce in this thread that "I'm a marketing and PR expert," although I am. Marketing and PR are the tools I use to help my clients get out of pain. They're not my identity, they're my tools.

I hope I've done a better job of making that distinction in communication. It is indeed very subtle.

Kathleen


Lynne said:

Hi Kathleen - I am familiar with Sandler sales training, and agree that it is phenomenal. Where is your practice? Do you have a website? Maybe these things are on the members' profile page lol! Thanks for sharing these thoughts. I am looking forward to building my network!

• ▶ Reply

Permalink Reply by Kathleen Hanover on July 30, 2010 at 4:36am

Hi Tony,

It's very clear to me that you have a generosity of spirit when it comes to sharing the keys to your success. I think it's wonderful. :)

The most important service I offer to my clients is my ability to immerse myself in the world of their ideal clients. When I write marketing copy, I spend 20% of my time learning about your business, products, services, etc. and 80% learning about the things that annoy, frighten, befuddle, enrage, frustrate and confuse your clients. When I understand your clients' pain, I understand how to communicate to them that you can remove their pain.

And I'm not even in a "helping profession" like hypnotherapy. ;)

Your best prospects are often the people in the most pain. The conversational style I've just outlined is, like hypnotic patter, constructed in a specific way to have a specific impact on the person you're interacting with. If you do it right, you can establish almost instantaneous rapport with a prospect. And, as an added bonus, you can almost immediately identify someone as not a prospect if you discover they're not in pain (or not in the kind of pain you can help relieve.)

I hope this helps, Lynne. :)

Kathleen

tony cott said:

Kathleen:

This is what I have been trying to say! I have seen so many Hypnotists go in business then out of business it isn’t funny. It wasn’t because they were not good at this, but they just couldn’t get past the cookie cutter attitude.

In my own little way, I am trying to share how “out of the box” marketing can work, how networking doesn’t have to be seen as a something you do, but something that happens.
It’s about not only listening but watching and being aware of whats happening with someone else. It’s about “thinking” like someone else, placing your self in their shoes or flip flops (kinda haha)

I realize Kathleen you don’t need my help in any way to make your point, its just I am very used to other Hypnotist and Yoga teachers misunderstanding me, largely due to me not following the rules. You seem to understand my intention is only to help.
Peace
Tony

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Permalink Reply by Lynne on July 30, 2010 at 4:51am

Thank you Michael! You are providing a wonderful service with your area of focus. It's great to see somebody who is helping in this way. I like what you sadi here - it makes a lot of sense in terms of being able to spread my specialty into many areas.

I really appreciate your support - thank you.

Lynne

Michael Ellner said:

Hello Lynne,

You have recived lots of good advice and seem to be aware of what it takes to reach your goals.

If you master helping clients achieve peak performance you can easily apply your specialty in just about any client situation that pops up in your practice and they will.

FYI- I developed a very ecletic Medical hypnosis practice by specializing in helping people in crisis, (AIDS, cancer and other life-threatening challenges) which required my being able to assist clients with chronic pain, intense fear, and difficulty sleeping. Many of these clients were multiple substance abusers, had digestion issues, were taking very toxic treatments, etc. -

My approach to marketing my services was/is that I am an expert in helping people function at their highest levels when they need to the most.

Consider me a resource.

Michael E.

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Permalink Reply by Lynne on July 30, 2010 at 8:15am

Hi Kathleen - I am impressed with your Marketing and PR work. That is SO important in business. What attracted you to hypnosis and NLP?

Kathleen Hanover said:

Hi Tony,

It's very clear to me that you have a generosity of spirit when it comes to sharing the keys to your success. I think it's wonderful. :)

The most important service I offer to my clients is my ability to immerse myself in the world of their ideal clients. When I write marketing copy, I spend 20% of my time learning about your business, products, services, etc. and 80% learning about the things that annoy, frighten, befuddle, enrage, frustrate and confuse your clients. When I understand your clients' pain, I understand how to communicate to them that you can remove their pain.

And I'm not even in a "helping profession" like hypnotherapy. ;)

Your best prospects are often the people in the most pain. The conversational style I've just outlined is, like hypnotic patter, constructed in a specific way to have a specific impact on the person you're interacting with. If you do it right, you can establish almost instantaneous rapport with a prospect. And, as an added bonus, you can almost immediately identify someone as not a prospect if you discover they're not in pain (or not in the kind of pain you can help relieve.)

I hope this helps, Lynne. :)

Kathleen

tony cott said:

Kathleen:

This is what I have been trying to say! I have seen so many Hypnotists go in business then out of business it isn’t funny. It wasn’t because they were not good at this, but they just couldn’t get past the cookie cutter attitude.

In my own little way, I am trying to share how “out of the box” marketing can work, how networking doesn’t have to be seen as a something you do, but something that happens.
It’s about not only listening but watching and being aware of whats happening with someone else. It’s about “thinking” like someone else, placing your self in their shoes or flip flops (kinda haha)

I realize Kathleen you don’t need my help in any way to make your point, its just I am very used to other Hypnotist and Yoga teachers misunderstanding me, largely due to me not following the rules. You seem to understand my intention is only to help.
Peace
Tony

• ▶ Reply

Permalink Reply by Kathleen Hanover on July 30, 2010 at 1:26pm

Hi Lynne,

Thanks for the compliment. :)

What attracted me to hypnosis and NLP was the same thing that attracts most of your clients. I was in pain (in my case, emotional pain). I had tried other ways of getting over the issues I was having (traditional talk therapy, e.g.) and they were partially successful, but I still wasn't happy or enjoying life. I don't remember where or how I came across NLP, but I did, and I found a local coach to work with. And I've loved it ever since.

I got heavily involved with hypnosis about 18 months ago and have kind of gone berserk for it. Eventually I'm going to do a home-study course--after I've fixed everything I want to fix. At this point I still don't necessarily want to know how hypnosis works. ;)

Kathleen

Lynne said:

Hi Kathleen - I am impressed with your Marketing and PR work. That is SO important in business. What attracted you to hypnosis and NLP?

• ▶ Reply

Permalink Reply by Lynne on July 30, 2010 at 2:24pm

Kathleen -

I completely understand. Most pain is emotional - even the physical kind! I have had a similar path and was attracted to hypnosis and NLP because of it as well.

Are you a Tony Robbins fan? I find his work interesting, esp. after listening to more and more of it.

Lynne

Kathleen Hanover said:

Hi Lynne,

Thanks for the compliment. :)

What attracted me to hypnosis and NLP was the same thing that attracts most of your clients. I was in pain (in my case, emotional pain). I had tried other ways of getting over the issues I was having (traditional talk therapy, e.g.) and they were partially successful, but I still wasn't happy or enjoying life. I don't remember where or how I came across NLP, but I did, and I found a local coach to work with. And I've loved it ever since.

I got heavily involved with hypnosis about 18 months ago and have kind of gone berserk for it. Eventually I'm going to do a home-study course--after I've fixed everything I want to fix. At this point I still don't necessarily want to know how hypnosis works. ;)

Kathleen

Lynne said:

Hi Kathleen - I am impressed with your Marketing and PR work. That is SO important in business. What attracted you to hypnosis and NLP?

• ▶ Reply

Permalink Reply by Craig Eubanks on July 30, 2010 at 5:40pm

Hi Lynne,

Your question gave me an inspiration for the next Hypnothoughts Marketing & Practice Building Teleseminar. I'm firming up the guest expert and details and will announce it early next week.

The topic will be based on your question about specializing and why you SHOULD do it. I hope you'll be able to participate.

Cheers,

Craig Eubanks
HypnosisMarketingTips.com

• ▶ Reply

Permalink Reply by Antoine Pruyssers on July 30, 2010 at 7:50pm

although some responses seem to contradict others, I tend to say that after reading it you should have enough to get you going....... and their all true.
Now it's up to you how far you are willing to peak into your business-performance.
You are a hypnotist after all, so convincing people should be a core quality.
USE THAT!

And have FUN!

• ▶ Reply

Permalink Reply by Lynne on July 31, 2010 at 4:34pm

Thanks Antoine. Tell me more about your practice - do you have a specialty? What do you like most about it?

Antoine Pruyssers said:

although some responses seem to contradict others, I tend to say that after reading it you should have enough to get you going....... and their all true.
Now it's up to you how far you are willing to peak into your business-performance.
You are a hypnotist after all, so convincing people should be a core quality.
USE THAT!

And have FUN!

• ▶ Reply

Permalink Reply by Lynne on July 31, 2010 at 4:40pm

Fantastic!!! Thank you so much, Craig! I teach yoga on Wednesday evenings - other than that I am generally free :)

Craig Eubanks said:

Hi Lynne,

Your question gave me an inspiration for the next Hypnothoughts Marketing & Practice Building Teleseminar. I'm firming up the guest expert and details and will announce it early next week.

The topic will be based on your question about specializing and why you SHOULD do it. I hope you'll be able to participate.

Cheers,

Craig Eubanks
HypnosisMarketingTips.com

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