Business Cycle

Welcome to Pelby biz podcast. I'm Dr. Kelly Alhui. I have grown and established brick and mortar practice in Northern Virginia called Ortho Pelvic Physical Therapy and also founded Pelvibiz, which is an online business consulting company that helps healthcare providers make more money and be healthy while doing it, especially in the pelvic health realm. And let's get into today's episode.

So the first thing I want to go over is the business cycle. Okay, the first thing is that we're going to put on the board is marketing. So these are going to be four. Well, there's only five categories, to be honest. There's going to be five categories and basically we are going to be putting you guys in a category today based on what we think you need the most.

Just so you know.

Okay, so there's marketing. Basically everyone here needs marketing because unless you have over 5 million customers, then apparently everyone needs marketing.

That's what they say.

Okay, 5 million customers. 5 million customers and you need marketing. So that means you gotta let people know who you are and what you do. Okay, the next thing that we're gonna go to, it's like a circle here. Next thing we're doing is leads. So that's the next thing. Leads. Are you in that category? Leads is where leads means anytime you get a new contact, where they are coming through through ig, where they're coming through through your phone, email, that is a lead. Any, anyone that's new in your world that you actually get contact information that is classified as a lead. Okay, the next thing is sales. So are you a salesperson? Are you having difficulty with handling objections? Are you not converting or keeping the patients, keeping them coming back in?

Right, that's sales.

And then the next thing to round out the circle is fulfillment. Basically I'm not going to spend any time on this because everyone's super good at this. So fulfillment means treating your patients. Okay, that's what fulfillment means. Okay. Or like fulfillment means like doing this product and then the last thing is leadership and management. Okay, Leadership and management. Most of you guys is where I'm probably gonna have to hyper focus you here. Okay, Most of you guys, not everyone, but, but most are going to be here.

Okay?

So that is the business cycle. So just kind of have a clue on where you're at and we'll, as we get into it, we'll make note of where you're at. Okay, so now we're all scroll up. So now steps to get people in the door. So here we go.

Let's start teaching.

Number one, you have to bring awareness to your people. You've got to get awareness. So people have to know who you are, what you do, how you can help them. That is bringing awareness. I guarantee you, probably 50% of people don't even know who you guys are, at least.

Okay?

And that's the part that most of us are missing because we're not out there enough. And that doesn't mean that you need to do 20 more thousand workshops. Okay?

Just fair warning. Okay?

And I'll go over all that today. But all right, now the next thing is you want to attract. So once you bring awareness, I have people that know about me. Now I want to attract those people. Okay? So this is ways to generate leads. And let me also say this, not every single person wants immediately what you guys have. It may take them a year, it may take them six months, it may take them two, two minutes. But you have to keep trying to attract the right customers. Okay? So I know, at least for pelvis, I'm constantly trying to attract. I don't want the people that want the Con Ed stuff. I want the people that actually want to do the business and change the life. Like, that's what I'm trying to attract. I'm not trying to attract everyone, but I'm so solid on who I want. Right? And I'm not. I'm not saying I'm going to take everyone. Like, I don't do that. Right. So who do you want to be so solid on that that you're just like, I'm not wavering. And this is who I want because this is my ideal audience. I know that audience so, so well. Okay, so that's you. That's the attract.

So you kind of pointed that out as though attracting the right staff.

Yeah.

So it's, it's for us, where we're at, it's not only attracting potential patients, but also the right staff. 100%. Yeah, attracting the right staff for sure.

And I will go.

I will have lots talk about that.

Yes. Okay, now the next phase is. I call it reflection. That's the next thing. So people have to go through this process, guys, for them to hand you money. Okay. Reflection. They are willing to actually listen to you. They're actually willing to consume your Instagram video because. Yes. People will pay for their time first.

Before they pay you money.

People will pay for their time first.

Before they pay you money.

That means that they will sit there and watch your 3 minute Instagram video.

Before they give you money.

People have to consume you at least seven times for them to know, like, and trust you at least. And they typically have to consume you on different platforms, many, many times, not.

Just one platform to make sure you're legit. Okay?

So that's reflecting. Are they willing to now actually listen to you now? The next stage to this is intent. They now have to actually do something about it. So that means that they're like, okay, I listened to her. I understand. I have kind of this problem now. Okay, now what is my next step? This is either when they click the button like, you know, bye now, or where they're like, oh, I need to.

Call the office now.

So the intent phase is where they're calling your office, they're speaking to your admins, and they're like, oh, okay, this is what I potentially need to do. And then the last phase, I just put eval product. And basically they're either going to come in for an eval or they're going to purchase a product from you. And that's when they actually become a patient and that's when they actually pay you.

Okay?

So it's awareness. First you got to attract the people, then you have to attract them, okay? Then you. Then you're reflecting on, should I listen to this person?

Should I not?

And then the intent is, are they actually going to do something about it and take action then? And then are they actually going to come in and give you their money? This is truly the process that happens.

For people to give you the money.

And people these days, guys are going through this whole process even more. So. And so you've got to make sure that a, you're bringing the awareness, okay? Because if they don't know that you can fix the problem, that's the first step. And then. And that's where most people get stuck because that's where most people need to be. You just, I need more. And it doesn't mean that you have to do more.

I don't want that to scare anyone.

I just need more. Okay? And people that do this really well understand time management and understand how to.

What do you call it?

Designate tasks to other people.

Okay.

And that's how they can produce more.

It's not more of them, okay?

So, you know, it is huge.

Okay? You need to understand time management and task delegation. Yeah, Task delegation, yes. To do this process. To do this process. Yes.

Yeah.

Yeah. It's huge.

Tomorrow.

I'm going to be better by tomorrow. She's like, you're going to be better by tomorrow.

Seriously? How about you really learn. Yeah.

Accountability.

Yes.

Okay, so now, that being said, I want to go. I want to start going through.

I have more to teach on, but.

I want to pause there. And I want to start going through people's problems.

So who wants to start? Who wants to start? I'm gonna start with anyone?

Don Wanna start?

Okay, so I have a new admin.

Hold on. Give me one second. So what I. What we're gonna do is I need to know what you want, what your needs are. Okay? So what I mean by that, and I want you to think about the business cycle that we just reviewed is like. And then what category. What category do we really need to prioritize? And. And you want to pick one thing that you think will move the business the most, not all the little problems, but just one. Okay, so what do you want? Right now?

I want more leads.

Okay. So Don. And by the way, we will give you guys a copy of this so.

You guys can have it too. Okay.

Okay. So Don wants more qualified dates, more qualified leads. Okay. Okay. What else do you want?

I want to be able to be able to delegate with confidence to my admin so that I don't have to constantly check in and take the time that should have been on her anyway. So that way I get my time back to then work on the business and dream. Because I really haven't been doing any of that.

Okay. Yes.

Okay. So dawn wants more leads, and she wants to task her admin. So to have more leads and to task your admin, then what do you need? What needs to happen?

I know I need to do a checklist.

Systems.

Yeah. My systems are not built out very well at all.

Okay.

How else are you gonna get more leads?

Marketing.

Okay, but how?

Right now I just have workshops, and I had fairs set up, but they didn't convert as well. So I have two. I have two things that are coming up that are gonna be in front of more of an ideal audience. My other two events were just public, which wasn't really ideal audience. So again, it's like the qualified things.

Okay.

We have events coming up.

Okay.

But really, you need.

We need systems.

We need systems to get leads. Basically, what I would say here is to get leads, you need better systems, and you need your admins to help you. That's really what it comes down to. And we need to direct. You need help directing. Directing admins to help with leads.

That's what I'm hearing.

Yes.

Thank you guys so much for listening to the podcast. This podcast is sponsored by Jane. There are the people that are going to have amazing scheduling system for your patients.

They're going to provide you with a.

Super bill, they're going to make templates for you. They're going to provide you with the best customer service. And because of that, they allowed us to have a code for one free month. For those that are wanting to try Jane for their scheduling, checking out super bills, telehealth, all the different options, that code is pelvibiz1mo. We'll put in the show notes, but pelvibiz1mo. That is the code for Jane. And thank you so much Jane, for sponsoring this podcast. If you guys want more information and want to learn how that you can keep bettering yourselves, go ahead, click the link down below and make sure that you book a call. And we love to provide any clarity questions on any follow ups. Bye guys.