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What do I Sell?
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- Published on Sunday, 14 August 2011 04:33
Are you selling what your Patients want to buy?
Whether they like to admit it or not, Health Professionals working in Private Practice are not just in the Business of treating people, they're in the Business of Selling themselves!
After all, Patients pay on the way out ........ so they must have bought something!
Being highly qualified or experienced in a chosen field doesn't always equate to Business success. Building a successful Business Brand depends on how well you and your Staff satisfy the needs of your Clients. The key is understanding what you are selling and ensuring that it is what your customer came to buy.
Many Health Professionals believe they sell 'Treatment' when in fact what their patients are seeking, is their Professional advice.
Professional Advice is not just hands-on treatment for a specific set of symptoms.......
.... it's an explanation of what caused them.
.... it's a plan of treatment and what to expect at each stage
.... it's information about how to self-manage symptoms that linger
.... it's advice on when and if more treatment is required
.... it's your decision to refer to a Specialist or seek a diagnostic second opinion when something 'doesn't seem right'
.... it's your professional opinion, through use and recommendation, of products that can help manage symptoms at home, or modify behaviour to stop the problem recurring.
Next time you sit down with a new Patient or Client, ask yourself, ' What advice have they come here to buy from me?
The most important part of any successful Business is its powerful Word-of-Mouth referral system. Identifying what your Customer needs and providing it will ensure they actively seek your valued opinion in future, and encourage others to do the same!