If you are currently offering products within your business or you wish to start, here is some guidance to ensure maximum success!
Sales has a bad rep for pressuring people into buying things. We aren’t talking about “selling.” We are talking about offering.
Consumers buy products or services for two reasons: they need or want them. For example, a person needs a bed to sleep in but they buy decorative pillows because they want them. You get the picture.
As healthcare professionals, we focus mostly on what patients need to feel better and get well. That is our goal, after all. To help a patient heal. An injury or pain a patient experiences creates the need for therapy services and wellness products.
Imagine you have a patient in your clinic for a knee injury, but you notice they keep grabbing and rubbing his or her jaw. Instead of dismissing the patient’s additional issue, you may ask, “Do you have pain in your jaw?” Now, there is an opportunity to offer the appropriate supplements or services to the patient to help relieve the pain in their jaw.
This very scenario happened in one of our FYZICAL clinics. A patient told us about her tumultuous journey of seeing every doctor and dentist she could find in the marketplace. She had accepted she would just deal with her pains the rest of her life. Then, she ended up at FYZICAL for a different injury. One of our FYZICAL therapists felt for their patients, offered a treatment and cured her of her ailments!
Patients are not necessarily coming into your clinic expecting to pay for anything if their treatment is insurance based. However, if you establish trust and they like you, you can show them the products that will serve them best and help them get well. These offerings will lead to increased sales, an increased bottom line, and most importantly, increased satisfaction from your patients.
However, not until patients get into your space and you develop that rapport, will they trust you and your staff to suggest additional products to assist in their treatment.
Many clinicians will argue they do not have time to spend selling to their patient on top of treating them. So, as a manager/owner, you must designate the best person in your practice to handle sales.
Well, you would be amazed how much time a therapist finds in their day if they have an opportunity to make additional income with the offerings of products and services. We’ll show you exactly how to do this at PT Revolution.
People feel more comfortable purchasing a product from someone if they seem to be an expert at the uses of the product. The staff members ‘offering’ products and services must know anything and everything there is to know about what is available.
In our experience at FYZICAL, we have seen a tremendous amount of gratitude from patients for the products the clinicians offer. In fact, we have identified dozens of products that are 1) extremely easy to sell, 2) very profitable and 3) valuable to your patients. These products are available at a reduced rate for FYZICAL members too. By offering these products, you are expressing your care for the patient and they see that. Patients will thank you again and again for giving them the right tools to get better!