Finding The 30% Of Patients Who Want To Be Told What To Buy Next
This episode is the Paul Gough Physio Rooms Annual Planning meeting continued… we got speaking about the concept I was taught that out of all of the people who buy from you, 30% of the people who did, probably should NOT have.
It’s not that you did anything wrong, it’s just that 3 out of every 10 people will never fall in love with you and your service no matter how hard you try. The trick is to recognize them and NOT waste your energy or focus trying to make them. Give them what they ask for and some - but give what extra energy or focus you have to find the 30% at the opposite end – those who DO absolutely love you and your service – and build a better relationship with them that leads to more visits, more referrals, services bought and more people wanting to buy more from you.
Do this, and in the end, you will fill your clinic with the 30% of people who trust you so much that they will buy anything that you rightfully and ethically tell them that they need to do to achieve the lifestyle that they tell you they want.This is a great one to listen to if you're ever unconfident or uncertain about selling things to people they need but have not asked for. My staff took this as one of the major highlights of the whole annual planning meeting.
If you'd like to find out how you can get the opportunity to work with Paul to make a strategic plan for your business to hit the next level of growth and profit for your clinic at his next "Strategic Planning" day - reach out to firstname.lastname@example.org for more information.
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