Welcome back to the Virtual Practice Launchpad!
I’m Dr. Heather, your host, and if you’re tuning in for the first time, I’m thrilled to have you. In my very first episode after a two-year break, I shared how I built a six-figure income by being the only virtual sports chiropractor in my niche—and I did it without working myself to the bone.

I’ll also reveal the mentors, tools, and resources that helped guide me through the process, and how they can help you too.

Step 1: Identify Your Ideal Customer

The very first step is to understand who your customer is. In the traditional chiropractic model, we often think we need to serve everyone. We treat every issue, from subluxations to sprains to general pain management. But here’s the thing: your practice likely has a specific type of person it serves best.

For me, when I transitioned to virtual care, I had to really think about who my ideal client was. I realized that many of my in-person clients were athletes—runners, triathletes, cyclists, and Ironman competitors—who came to me for relief from hip, knee, or shoulder issues.

When you stop to think about who you serve and where they come from, it becomes much easier to craft your messaging and target your audience. For example, I noticed that local running stores, yoga studios, and Pilates centers were often referring clients to me because they knew I specialized in extremity injuries.

To find your ideal customer (aka your “avatar”), start by surveying your existing clients. Ask them why they love working with you. What results do they get? What age group do they fall into? Are they primarily male or female? Are they busy professionals, stay-at-home parents, or athletes?

For me, I found that most of my ideal clients were males between 40-65 years old who were committed to staying active and healthy.

Once you understand who your ideal client is, you can tailor your messaging to attract more of these types of individuals.

Next Step: Crafting Your Offer

Once you know your avatar, the next step is to create an irresistible offer. What are you offering them? What result can you guarantee? For example, in my virtual sports chiropractic practice, I guarantee that clients will see a noticeable reduction in pain after just one 30-minute session. That’s a quick win that builds trust and keeps them coming back.

Ask yourself: How will you structure your offer? What’s the frequency? The duration? What specific result will your clients get?

And remember: don’t overcomplicate it. Focus on offering a simple solution that leads to rapid results. If you can show someone dramatic improvement quickly, they’ll be more likely to stick with you long term.

This approach applies not just to virtual practices, but to any business—whether you’re in a traditional chiropractic setting or looking to expand your services. Start by surveying your clients to understand what they value most about your practice. Once you know that, you can craft an offer that aligns with their needs and guarantees a result they’re looking for.

A quick win leads to a long-term client.

What’s Next?

Now that you know who your ideal customer is and what you're offering, the next step is creating your “Grand Slam” offer. This is an offer that people can’t refuse. We’ll dive deeper into this in next week’s episode.

Join me next week for more insights and strategies on building a successful virtual practice. Until then, take care!