Targeting large to medium size companies in your area can be a huge source of steady income for your practice.  Most corporations have groups of people prone to the same kinds of injuries.  The keys are to discover their needs (what injuries do they experience repeatedly), connect with both upper management and the employees to generate interest and referrals, and discover ways to co-implement a program for health and safety within the company.

Corporate Clients

How can you easily tap into the corporate market?  Let’s take a look at five ways to inexpensively tap into this huge and lucrative market.

1.    Offer to do a talk or “lunch and learn” for their employees.

2.    Connect with the human resources or safety director.

3.    Connect with PCP in their network.

4.    Learn who they send their workman’s comp cases to.  Form a relationship and see if your services can complement each other. Be sure to refer clients to them – a relationship is a two-way street.

5.    What types of injuries does this company experience?  Does everyone sit at a computer all day?  Can you tie in a day of 10-minute massages for the administrative assistants on secretary appreciation day?  Offer your services in bulk packages for senior level executives to purchase as gifts.

When talking with the senior level executives, remember to discuss what they are concerned about – money.  How can having your services as a recommended resource save them money?  By decreasing their workman’s comp claims?  Reducing missed days of work?  Improving employee morale?

Do as much research about the company as you can before asking to meet with anyone, and be sure to put their needs before your own.

To your success!

Kelly Robbins

www.AMarketingConnection.com