Why Every Clinic Needs A Sales Team

How do you get more new patients or hire more clinicians at your clinic and yet still remain profitable? This is the question, and I'm on a journey to get you the answer. I'm going to interview the best marketers and clinic owners across the world to give you access to their winning strategies from recruitment, marketing, operations, finance, and more. So you can easily take action on the secrets to grow your clinic. I'm Rick Lau. Welcome to Clinic Boss Secrets. Hey, everybody, Rick Lau here.

One of the questions I ask a lot of clinic owners is, do you have a sales team? Most people say no. You're gonna love this episode.

We're gonna talk about Nick and why.

Every single clinic needs a sales team. And it's not what you expect. When we talk, when we meet with other entrepreneurs in our community, don't you notice every, like, entrepreneur has a sales team? You know, and then when they ask you, like, who's on your sales team? Like, like, how do you respond to that, Nick?

Well, most clinic owners, like, I would say, do we actually have a. Well, I would have said years ago, about five years ago. We don't have a sales team in our. Exactly. Like, yeah, we can't afford a sales team.

Yes, we don't have a sales team. It's healthcare. We don't sell.

Right. Yep. Oh, I know who my sales team is now. I know who does the best job at selling, but, yeah, I'll let you lead us to that. Yeah.

And so, Nick, what would you say now? Like, you know, when people say, who's on your sales team? Like, who. What position? What position on your org structure is your part of your sales team?

Well, I'd say, you know, the sales manager is. The practice manager, is responsible for the training and the monitoring of our progress on Callhero. And the sales team, there's no doubt they're the admin. And we have some pretty incredible admin team members here who love selling. They. They sell better and more than our practitioners. Hands down. Hands down. Because they have experience. They realize it's part of their job. They have more time with the client. Rick, it's admin hands down.

Yeah, I love that. And so here's the thing I want everyone in your community to recognize is that you do have a sales team. Your sales team is actually your admin. It's your front desk. And once you start seeing that, and if you treated them as your sales team, you would also manage them and hire them very differently.

Right.

You will not be hiring a billing person to do sales.

Would you agree no, like, and I've made that mistake before. Like, I've got. I've got people that are good at billing and people that are good at sales, and they tend to work together on a shift. So, you know, that is. That's a really key point that you make, Rick. And those who work with me will know the value of personality profiling with those particular hiring aspects.

Yeah, I love that. I love that. And so, and with the right training, hiring, like, the right people who actually have customer service experience, sales experience, versus, like, medical billing experience, you should be able to see your booking rates go from 60% to 80%.

Yes.

Which actually is a 25% increase in your conversion rates, which doesn't buy that wide. Especially if each. Each patient is worth a thousand bucks.

Right?

Yes.

Yes.

It's just logical.

Right.

You know, and so I think that's important. You know, and hopefully most people have the same epiphany that I had.

Right.

Was that in my clinical owner journey was that I didn't have a marketing problem. I actually had a sales training problem and a sales hiring problem, because I never recognized that my admin team was actually my sales team. But they actually are, right?

They very much are.

Yeah. And so once you start seeing that you're like, your admin team is actually your sales team, then you can start, like, managing your sales team. Or in my world, we like. Because most owners and clinicians don't like, like the word sales. We call it patient experience.

Right.

But, you know, if you can improve your patient experience, you're going to boost your sales. So it's exact same if you found.

This helpful and want some free resources to help you be an even better clinic owner. Over to clinicbosstools.

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We've got tons of free stuff on getting new patients, bone strips, selling your clinic, managing clinical teams, and much more. Head over to clinicbosstools.

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