8 Thoughtful Ways to Expand Your Wellness Impact
One of the biggest concerns that practitioners have when launching their online store is that they fear offering discounts and campaigns is too impersonal, and may turn some of their clients off. They don’t want to give the impression that all they want from their clients is money, because they’re really there to care!
However, there aren’t a lot of resources for practitioners to figure out that perfect balance between making the additional income they need for ultimate freedom through selling online, AND showing the genuine concern they have for their clients.
We’ve compiled a list of sales strategies that work, when to implement them, and the science behind them into one easily remembered acronym: LAUNCHES.
L - Limited Time Offers
A - Ask
U - Unique Product
N - Niche Down
C - Challenge
H - Holiday
E - Educate
S - Story
Limited Time Offers
GIVE a limited time offer, GET higher conversion in your store
Limited time offers refer to any discount, sale, or freebie that you give during a set duration of your choosing. From a basic level, you should be participating in limited time offers on a quarterly, if not monthly, basis to start to see traction from your online store.
Quick Tips
Beginner: Start with a one-time discount introducing your store for a small amount (10% off for example) & offer it to your patients
Intermediate: Do the above, plus start an email campaign with a social post about the sale
Advanced: Do the previous two, plus plan out your entire marketing calendar for the year with all your limited time offers, build your content and schedule it, and live stream every time it runs.
Set a specific date range to promote scarcity, and don’t offer them too often or people start to get decision fatigue.
In-clinic = month long promotion
Digital Practice = 1-2 week promotions every month to every 3 months
LEARN MORE FROM OUR LIMITED TIME OFFERS OFFICE HOURS SESSION
Ask
GIVE engagement through asking questions, GET market feedback
How do you figure out what your clients really want? Ask them!
Give your patients what they need - time with you to really dig deep and ask questions in an informal way.
Quick Tips
Ask your clients what they want to see from you in your campaigns and emails, this can be through intake form surveys, or even through social media
Beginner: Start by asking an open ended question and get feedback from your clients through your preferred method (e.g., in-person intake forms, Instagram polls, etc). EX: Ask your clients, What healthy products do you feel are helping you the most lately?
Intermediate: Take your clients’ responses and create bundles or content based on the feedback. EX: If your clients respond to the above question with a few products that seem to create a common thread or theme, for instance if they responded with Vitamin C, Vitamin D and Vitamin B, create an “Essentials Bundle.”
Advanced: Take it one step further and create an entire program based on the feedback, and continually monitor the progress and feedback of the program as you go using the Ask method.
Unique Product Offering
GIVE unique products, GET targeted audience of buyers
Your products in your online store should reflect your discipline - your specific niche in the health space. Why are clients coming to you? How can your online store products reflect that?
Quick Tips
Beginner: Niche down your product offering - start by narrowing down your product offering to the products that relate to your specific niche or discipline. If PCOS is not your specialty or niche, take out products that are specifically designed for this. Once you’ve done this, add back in some products from different categories (like products for the home or air filters, for instance) that you could recommend.
Intermediate: Create a home makeover bundle with not only supplements, but products from other categories that can help your clients clean up their home. Create a post to highlight it and offer a percentage off for a limited amount of time.
Advanced: Create a program around the bundle with educational materials included.
LEARN MORE FROM OUR UNIQUE PRODUCT OFFERING OFFICE HOURS SESSION
Niche Bundle
GIVE a niche webinar and bundle, GET recurring orders and predictable revenue
Once you have your catalog of products that reflect your value(s) as a practitioner, build a small set of protocols that again tie into your specialty. Start with an essential bundle to get your clients started, then start to build out a regimen from there that they can easily find in your store.
Quick Tips
Beginner: Create your signature bundle. What products would you recommend nearly always to your patients? Recommend that they get on a subscription for these products.
Intermediate: Create a few different bundles for different scenarios, maybe there’s not just one! Start to build a program around these bundles that you would recommend for different conditions, procedures, or protocols.
Advanced: Build a webinar and course content from the program.
Community Challenge
GIVE a challenge or goal to hit, GET motivated, engaged customers
Next, challenge your clients to build motivation and community. Do your followers have a specific transformational program that they need to follow? Perhaps you work in weight loss, detox or have a sensitive niche such as ADHD or IBS where people could benefit from camaraderie and support.
This type of business is perfect for a free challenge giveaway!
Quick Tips
Beginner: Challenge your clients over a month long period to a pantry makeover via social media or email. Check in with them each week and provide motivational inspiration.
Intermediate: Advertise your challenge ahead of time, set up check-ins along the way including weekly emails with valuable content (e.g., recipes, motivational stories, testimonials, etc.), create a Facebook group and go live to answer questions at a set time. Set up one-on-one sessions. Lastly create an incentive if they finish.
Advanced: Create a course that helps you recycle the Intermediate level content and information so that your clients can start and finish the challenge whenever they want.
LEARN MORE FROM OUR COMMUNITY CHALLENGE OFFICE HOURS SESSION
Holiday
GIVE a holiday special, GET already engaged clients
Build a marketing calendar around holidays for easy markers to get started, and schedule out content from there. Don’t have any ideas for marketing? Look up the holidays for the month, or use a holiday that means something to you as an opportunity to create a campaign.
The upside to offering holiday sales is that your clients will most likely already expect holiday sales, and already be in that mindset.
Quick Tips
Beginner: Create a holiday bundle (e.g., around the time of Mother’s Day, create a “Beauty Bundle” with a mix of skin care products and healthy supplements geared towards women)
Intermediate:
Create a holiday bundle (e.g., around the time of Mother’s Day, create a “Beauty Bundle” with a mix of skin care products and healthy supplements geared towards women)
Tell your audience about the bundle! Post on social media, send an email out to your list of patients, and/or send a text to your friends and family.
Advanced:
Create a holiday bundle (e.g., around the time of Mother’s Day, create a “Beauty Bundle” with a mix of skin care products and healthy supplements geared towards women)
Run a campaign for the holiday, offering a site wide sale for 15-20% off anything in your curated store as well as anything in the store! [insert email template here]
Post a video about your bundle and why you chose the bundle for this holiday, or direct your clients to a select few products.
Education
GIVE education, GET a lifetime buyer
Tell your clients what you already know - buying anywhere else than from you can be risky, and you have their best interest in mind when recommending healthy products.
Quick Tips
Beginner: Start educating your clients about why they need to buy from you and not big box retailers or affiliates.
Intermediate: Teach your clients how and when to use your protocols, and what you recommend for each protocol. You can even create a protocol that you take yourself.
Advanced: Create a course that any client can access any time they want that educates them about your specialty. Tie in all your recommended purchases for certain conditions.
Story
GIVE a “me” story, GET authority and trust
Our ancestors engaged audiences through storytelling, and today is no different. Offering your story helps build trust. People are automatically inclined to listen and engage when we present information in a way that makes sense - with a beginning, a middle, and an end.
Quick Tips
Beginner: Start with your story - write it down or vlog it. What made you go into your field? What led you to your practice? Keep it short and sweet.
Intermediate: Incorporate your story into content. Make sure to show, not tell, when creating your story. Enlist the help of a designer to make a simple infographic that illustrates the simple beginning, middle, and ending for the reason why you do what you do.
Advanced: Build a course around your story. Break it out into sections, and build a bundle for each section. Maybe start to discuss products that helped you in your story.
