The document provides a step-by-step guide for building a private practice, including how to pinpoint your specialty and target markets, identify financial goals, create a marketing plan, and develop a yearly marketing schedule. It discusses identifying a specialty area and target populations like children, adolescents, adults, and seniors. It also outlines developing a marketing plan with tools, methods, and a one-year schedule to plan marketing budgets and activities.

1. BUILDING FOR SUCCESS! HOW TO BUILD
YOUR PRIVATE PRACTICE
A STEP-BY-STEP GUIDE ON HOW TO MARKET YOURSELF AND YOUR
PRACTICE IN ORDER TO DIFFERENTIATE YOU FROM THE COMPETITION.
HANDOUTS

2. Building for Success! How to Build
Your Private Practice
A step-by-step guide on how to market yourself and
your practice in order to differentiate you from the
competition.
Presented by: Shelley K. Plemons
President|CEO
Strategic Sales Solutions
INTRODUCTION
Shelley K. Plemons
President|CEO
Strategic Sales Solutions
Email: shelley@strategicsalessolutions.com
Phone: 817 698-8207
Strategic Sales Solutions is in the business of helping organizations grow
their revenue faster. I’ve worked in the sales arena 25 years and specialize
in the development of successful sales systems, the assessment and
refinement of sales and sales management skills, and the deployment of
strategic sales initiatives. My professional vision is to help organizations
and individuals be the best they can be through training, best practices,
and products!
Strategic Sales Solutions 1

3. Building for Success
Pinpoint Your Specialty and
Target Market(s)
Identify Your Financial Goals
Create a Marketing Plan
How to begin
What to include
What methods are best
Where to go
What to say
Develop a Yearly Marketing
Schedule
Pinpoint Your Specialty and
Target Market(s)
Specialty Area
Sets you up as an expert
Enables you to provide the
best care
Allows you to be happy and
content
Makes marketing easy and
fun
Provides you with more
referrals
Strategic Sales Solutions 2

4. Target Market Examples
Children
Adolescents
Adults
Seniors
Specialties
CD issues
Eating disorders
Christian based
Identify Your Financial Goal(s)
Significant Elements
Amount of money you need
Number of hours you can or are
willing to give
Personal and/or professional
short-term (3-12 mos.) or long-
term (2-5 yrs.) goals
Number of patients you need and
at what price
Total number of sessions that
would be ideal
Strategic Sales Solutions 3

5. Self Pay or Networks
Consider your financial goals
when determining what method is
best for your practice
Develop a pro and con list
Required paperwork
Payment or reimbursement
timeframes
Computer skills and software
requirements
Marketing
Research
Policies and procedures
Create a Marketing Plan
Marketing Plan Best Practices
Establish your marketing budget
Put together your tool kit
Research the cost/rewards of the
various marketing methods
Schedule marketing activities on a
weekly, monthly, bi-monthly and
quarterly basis for one year
Track and modify your results as
necessary
Consider hiring a marketing/sales
consultant to assist you—the
rewards can out way the cost
Strategic Sales Solutions 4

6. Tool Kit
Business cards “How to Refer” card
Computer Website
Sales tracking Marketing schedule
system Discharge planning
Touch list form
Elevator speech Proof sources
Precall planning form Articles
Sell sheets References
Bio Testimonials
Specialty Treatment plan
Therapy approach
and methods
Payer sources
Methods
Advertising Public
Assessment speaking
days Radio & TV
Cold calling interviews
Direct mail Referrals
Health fairs Trainings
Networking Website
Professional
articles
All Populations
Hospitals (med/surg and
psychiatric)
Doctor’s offices
Other therapists
EAP/MC organizations
(internal and external)
Health plans
Strategic Sales Solutions 5

7. Children
Schools (public & private)
Teachers
Counselors
Special Ed programs
After-School programs
Pediatricians
Daycare centers
Mother’s Day Out programs
Adolescents
Schools/Colleges (public &
private)
Teachers
Counselors
Internists
Generalists
Church youth groups
Adults
Generalists Specialists
Internists Diabetes
OB/GYNs Arthritis
Heart disease
Neurologists
Church pastors
Oncologists
Chiropractors
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8. Seniors
Oncologists
Gerontologists
Geriatrists
Assisted living facilities
Senior centers
Church pastors
Dialogue
Do you see clients who have
behavior issues, depression,
or acting out?
Where do you usually refer?
May I talk to you about
becoming another resource?
Give your elevator speech
Use your sell sheets,
references, proof sources, etc.
Ask to present
Develop a Yearly Marketing
Schedule
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9. One-Year Marketing Plan
Allows you to plan your
marketing budget in advance
Allows you to be more
creative in reaching your
target
Provides consistency
Gives proper messaging
Increases sales
Summary—Next Steps
Specialize your practice
Identify a target market(s) for your
specialty
Create financial goals for your
practice
Get your marketing tools together
Schedule your marketing activities
Review your results regularly and
adjust as necessary
Questions
Strategic Sales Solutions 8

10. THANK YOU!
Your feedback is priceless! Please share
your thoughts on our training and
complete your evaluation form.
Strategic Sales Solutions 9

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