PRIVATE PRACTICE - AC23 - How to Get Your Clinicians to Sell without Losing Sight of Patient Care

Recorded On: 11/03/2023

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This course was recorded on November 3, 2023 | Course Level: Intermediate

Having a thriving practice and providing even better outcomes for patients is directly linked to the ability of your clinicians to book care plans, cross-refer, and sell products effectively. Unfortunately, many clinics struggle with getting their clinicians to overcome their fear of "sales", which can harm the practice's financial health. The good news is, there is a solution! In this session, we will provide attendees with the knowledge and tools they need to encourage clinician buy-in and effectively convey the benefits of care plans and additional services to patients. We will also discuss how to incorporate cross-selling in a way that is professional, patient-centered, and not "salesy". With the strategies and tactics shared in this session, attendees will leave with a clear understanding of how to effectively grow revenue and improve the financial health of their practice. Don't miss out on this opportunity to learn how to take your practice to the next level and secure its future.

Upon completion of this course, the participant should be able to:
1. Define how to get your clinicians to book full care plans, sell products, and cross-refer to additional services.
2. Describe how to get buy-in from your clinicians so they implement what you learned.
3. Demonstrate how to implement and measure operational strategies to improve the financial health of your practice.
4. Define ways to promote care plans and additional services in a non-salesy way.
5. Define how to effectively train clinicians on how to promote your additional services in your clinic.

Darryl Yardley, MScPT, MClSc(Manip)

Chief Operating Officer

Clinic Accelerator

Darryl has been a physical therapist for more than a decade. He is a clinic owner and the Chief Operating Officer for Clinic Accelerator where he supports 500+ clinic owners with their operations, recruitment and clinician performance. He has mentored and helped thousands of Physical Therapists become all-star clinicians, clinic directors, and equity partners. He is past chair of the Private Practice Section of the Canadian Physiotherapy Association, co-author of "Diagnosis and Management of Femoroacetabular Impingement", and is a professor of Business and Leadership in Physical Therapy at Western University.

Disclosure(s): No financial relationships to disclose

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