Welcome therapists and group practice owners! I’m Nicole McCance, a psychologist turned business coach for therapists. I know what it’s like to be burnt out from too many sessions and wondering how to make the next move that will actually grow your practice. And one of the most overlooked opportunities to do exactly that, is perfecting the consult call.
I’m breaking down the exact consult call method I used to grow my group practice to 55 therapists and multiple 7-figures in just three years (with toddler twins at home). This process is going to help you improve conversions, support more clients, and grow your practice with more ease!
P.S. Not a huge fan of reading blogs? (I’m more of a podcast girl myself) You can listen to my podcast episode all about this topic by clicking here!
Why the Consult Call is a Sales Call (Yes, Really)
Let’s get this out of the way before I dig any deeper. The consult call IS a sales call. I know you’re thinking, “Nicole, that makes me feel super uncomfortable”, and I totally get it. Thinking of your consult call as a sales call might feel uncomfortable at first, especially for therapists who were never taught to “sell” (AKA: Almost all of us).
But I want to do a bit of a mindset reframe here. Think about it this way: people are being sold to alllll day long. What makes therapy different is that we’re offering a life-changing service. You’re not putting pressure on anyone, you’re taking a stand for someone’s healing.
The Anatomy of a Consult Call That Converts
Now, let’s dive in! This is the step-by-step process for therapy consult calls that is going to help you grow your practice with ease.
1. Make it 20 minutes, Not 15.
Fifteen minutes is rarely enough time to build rapport, gather information, explain your process, and get the logistics all sorted out. The last 5 minutes is where all the magic happens like booking, collecting payment information, etc. So don’t rush it!
2. Create The Gap.
This is key (I mean it, don’t skip this step!). I want you to start by asking “Tell me a little bit about what you’re going through right now.” Give them a chance to talk about their pain. Then ask, “Where do you want to be?”. This creates a gap between where they are and where they want to go. That gap is what your therapy helps them close.
3. Ask: “What’s Stopped You From Getting There?”
Asking this question will help them articulate why what they’ve tried before hasn’t worked. This will help them begin to see that therapy might be the missing piece.
4. Share The Outcome, Not Just The Method.
You need to remember that people don’t want therapy. They want to feel better. So when you talk about things like IFS, CBD, EMDR, etc., tie it to the benefit. What will this approach help them feel, do, or change?
5. Ask: “Do You Think This Could Help You?”
This question is more powerful than you may think. If they say yes (and they usually do), your next step is a simple “Let’s get you booked!”.
Hot Tip: Roleplay With Your Team
Yes, I’m serious! If you have a team, the best thing you can do is train them using this exact script. Record yourself walking through the consult call and share it with them. Then hop on Zoom, roleplay together, and provide feedback.
Trust me, a few hours of training here can be thousands more in booked sessions down the road!
Want to get access to the exact consult call script I used at my practice and TWO exclusive learning lessons to walk you through exactly what to do? DM me the word CONSULT on Instagram (@nicole.mccancemethod) and I will send it to you!
Why This Grows Your Practice
Every single consult call is an opportunity to grow your practice. This isn’t just about getting a client in the door, it’s also about:
- Increasing your conversion rate (which means less money lost on marketing!)
- Helping people get started sooner (hello client results + retention!)
- Training your team to build trust quickly and confidently
And when your consult calls are consistent and clear, you’ll fill your clinicians’ schedules faster, boost your revenue, and grow your practice with so much more ease.
Ready to Grow Your Practice?
For many therapists the consult call can feel more like a formality. But it’s actually one of the most powerful tools you have to grow your practice. When done correctly, it sets the tone for a strong therapeutic relationship, improves client retention, and boosts your bottom line!
Want even more strategies for building a thriving and sustainable therapy practice? Follow me on Instagram or listen to my podcast, The Business Savvy Therapist!
Your business bestie,
Nicole
