Top 5 reasons why we struggle raising our ratesJan 23, 2023
Yes, there is selling in healthcare, and we need to first start by changing our mindset around the word selling as selling is actually a good thing. Clinically, you can be the best canine rehab therapist in your city, but what good are your clinical skills if people are seeing you for 2-3 sessions and falling off because they feel better? What good are your clinical skills if folks are taking their pets to see you for an evaluation and that’s it? Your goal should not be to solely get more and more clinical skills, but instead to focus on how to put the skills you already have into maximum use.
Contrary to popular belief, the goal of the initial call during a sales process is to build a relationship with people and show them that you truly care about them. You don’t want to be spitting out your prices and services and expect them to go ahead and book an evaluation with you. It is important to put yourself in the shoes of someone who has been looking for the right fit in terms of a clinic but also got a bit of a price shock from yours. They may have also encountered a lot of impersonal calls with previous clinics they’ve contacted or worked with as well.
The way you speak to potential customers and current ones, sets the tone for the sales strategy that you have and the experience that they have. The ultimate goal is to find your ideal customers who are just as loyal, educated and caring as you are. Do you want to learn more about how to work on improving your sales skills and retention rate? Listen to my podcast titled the same at http://bit.ly/3ZWEhfr.
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