Sept. 2017 Newsletter: 7 Ways to Build a Sales Culture Within Your Practice

September, 2017 Newsletter

Build sales culture within physical therapy PT practice

7 Ways to Build a Sales Culture Within Your Practice

by Erika Trimble

Very often, clinic owners want to know how to get their team to help increase revenues. So, we talk about how to get their clinicians and support teams involved in sales to establish a sales culture within the practice.

This is no easy task and the chances of success are very much tied up with the attitudes, behaviors and values of the team. For example, if some of the team feel this is not their role or that ‘sales’ is an offensive term in a professional environment, they will simply sabotage their own and, worse, everybody else’s efforts.

Providing team members are all willing to put their collective efforts into improving the performance of their clinic, there are some simple things the clinic owner and the team can do to help create a sales culture.

Here are my top seven:

  1. The leader takes responsibility for maintaining the energy and positive vibe in the practice (and when they are away, someone else steps into their shoes to do this), so the practice has an upbeat atmosphere. No complaining, no sour faces… The leader is present, visible, focused and energetic.
  2. The leader sets out the practice values. These might include: Always doing the right thing for patients, always keeping patients informed on choices and fees, running on time, providing high quality treatments, always seeing patients who are in pain.
  3. The team shares clear sales targets. These will include: average daily yield, average treatment plan value and conversion, inquiry conversions. The team clearly understands the value of follow-through and follow-up.
  4. There is a reward structure in place that rewards the whole team for the practice’s success.
  5. There is a data stream that allows everyone to understand how well the practice is doing in real time and where the roadblocks are. The practice team is always learning from this data.
  6. The customer service is exemplary and driven by established processes. Team members have permission to go above and beyond process and offer remarkable service, so that patients are truly delighted with their experience.
  7. There is no sales prevention going on such as: unanswered telephone calls and emails, patients not knowing the cost of the planned treatment, treatment plans posted weeks after the consultation, a radio at reception playing Heart FM, faded blue-tacked messages throughout the practice telling patients off…

And an extra one:

All the team (including the owner) have fantastic posture, modeling what they teach, and dress in a smart professional way.

If you would like some help building a sales culture in your practice please get in touch with Erika Trimble at www.prosperousphysicaltherapy.com

 


 
136 New members joined bestPT in August, 2017.
Let’s welcome bestPT Billing’s newest members!
2018, 2019, and 2020 Graduating Classes and Faculty
Albuquerque, NM
 
Brooke Weber
 
Elizabeth Stumper
Bit-By-Bit Therapy,  Ft Lauderdale, FL
 
Lauren Cabral
 
Tawnya Feeney, Leslie Armstrong, & Elizabeth Navarro
Health Rehab Solutions,  Kalispell, MT
 
Kelsie Huey
 
Randi McGeehan
 

Each new member benefits from and contributes to our network strength.

 Looking at the landscape of physical therapy practice management, we see a playing field tipped to benefit the payers and hurt the provider. The relationship between payers and providers is adversarial, but billing networks offer solid strategies that allow providers to get back into–and win–the game.

The “network effect” allows a large number of unique providers to capitalize upon their strength in numbers.  Please help us strengthen that network.

If your friend schedules a demonstration of the system, we’ll send you a $25 Amazon gift card
For each friend that you refer that joins our network, we’ll credit you $50 each month the office is contracted with us through the first year!



August 2017 bestPT Newsletter: Persisting Problems with Leftover Prescriptions

August, 2017 Newsletter

Leftover opiods are a common problem after surgery.

by Lindsey Tanner

CHICAGO — Surgery patients often end up with leftover opioid painkillers and store the remaining pills improperly at home, a study suggests.

The research raises concerns about over prescribing addictive medicine that could end in the wrong hands…

 


 

6 New members joined bestPT  in July 2017.

Each new member benefits from and contributes to our network strength.

 

Let’s welcome bestPT newest members!

Samantha Monahan of Bassett Physical Therapy, Stanleytown, VA

Sopia Polanco of Bit-By-Bit, Fort Lauderdale, FL

Christa Johnson of Comprehensive Hand & Rehabilitation Waterford, MI

Shalaina Russell of Kalispell Rehab, Kalispell, MT

Michele Kurkowski of Kiwi PT, Highland, MI

Norma Garcia of Two Trees Physical Therapy & Wellness, Ventura, CA


 Looking at the landscape of physical therapy practice management, we see a playing field tipped to benefit the payers and hurt the provider. The relationship between payers and providers is adversarial, but billing networks offer solid strategies that allow providers to get back into–and win–the game.

The “network effect” allows a large number of unique providers to capitalize upon their strength in numbers.  Please help us strengthen that network.

If your friend schedules a demonstration of the system, we’ll send you a $25 Amazon gift card
For each friend that you refer that joins our network, we’ll credit you $50 each month the office is contracted with us through the first year!

What Do Successful Practice Owners Have in Common?

So many struggling  physical therapy practice owners focus all of their attention just on the critical tasks that must be done and, often times, little else.   Things like compliance, providing a support team, ensuring the clinic is equipped and functional, getting patients documented, and paying the team and the suppliers consume all of the owners time and attention.  

This means that some areas of the business, such as financial control, performance reporting, marketing, sales management and having a plan for growth, get little or no attention.  The result is a gentle, persistent decline in the practice size, turnover, profitability and value.

Click to read more about the 15 things successful practices owners have in common.  

KEY HABITS FOR SUCCESS IN 2017

What are the habits that a physical therapist needs to accelerate their progress towards success? Working with some of the most successful clinic owners in the country, and by identifying what they want to achieve, Erika Trimble has identified what the 10 key successful habits are for clinic owners who want to live their professional dreams.

To read more, click here: Success Habits of Business Owners in 2017

Happy business in the new year.

How to Prepare for a Happy Business New Year

Prepare for a Happy Business in the New Year

In this current competitive atmosphere, what are the five things you should do to prepare your business for the New Year? Complacency undermines the success of your practice, follow these steps to avoid slowing down your business and to prevent your competition from profiting from your inaction.

Click here, Erika Trimble explains what five things you can do to avoid slowing down your practice’s growth and driving your patients to the competition.

Your graph will go up when you use bestPTbilling software

Why isn’t your practice still growing?

Have you wondered why your physical practice seems to have stayed roughly the same size for the past few years?  With only modest fluctuations, you have about the same number of clinician days, active patients, and the same turn over now as you did before.   And yet, it wasn’t that long ago, it seemed as though your practice was growing effortless, year over year.
 
It’s much easier to grow when there are fewer practices competing in your area.  There are more clinics now and the competition is likely going to become more intense in the years to come.  Despite this, there are practices that continue to see low attrition and strong growth.  How do they do it?
Modern Manual Therapy

Q&A: Am I Just a Mechanic?

physical therapy billing serices

Q&A: Am I Just a Mechanic?

Modern Manual Therapy’s Website has a post on it that asks if the Physical Therapist is just a mechanic that turns off the check engine light.  Here’s an excerpt from their website…

“We all can make patients better rapidly. In fact, a majority of patients walking into your clinic will be mentally and physically ready to change. However, if you can’t get your patients to buy in, or keep up with their homework, are you just a mechanic who turns the check engine light off?” 

Click the photo below to go to their website to see the answer on video.

Modern Manual Therapy

 

3 Steps to Losing a Referring Physician

A physician usually has a very good reason when they stop referring patients. A recent survey found that most physicians do NOT fully read their therapist reports. Communication, clarity, and customer feedback are critical components when it comes to maintaining your relationship with referring physicians. Erika hopes to help you avoid this possibility all together by discussing the three reasons why your reports aren’t being read:

3 STeps to Losing a Referring Physician

new members for our pt billing software

Welcome New Members to the bestPT Team in September

Thirteen New Members joined bestPT in September 2016.
Each new member benefits from and contributes to our network strength.
Let’s welcome bestPT’s newest members!

  1. Tyler Gutshall of Bassett Physical Therapy, Stanleytown, VA.
  2. Beth Rubin and Nichol Suarez of Big Sky Pediatric Therapy, Austin, TX.
  3. Amanda Davis of Bounce Physical Therapy, Liverpool, NY.
  4. Joey Schoenherr, Laura Wahla, Judy Micallef, and Valentina Calmac of Comprehensive Hand & Rehabilitation, Waterford, MI.
  5. Michael Dilella and Brinda Rathod of Homebase Physical Therapy Morristown, NJ.
  6. Laura Wiegan of Midlothian Village Physical Therapy, Midlothian, VA.
  7. Arshad Hussain of PT Max Pain Management Clinic Philadelphia, PA.
  8. Sobeida Curiel of Two Trees Physical Therapy & Wellness, Ventura, CA.

 

what-strategies-and-tactics-are-working/

What Strategies and Tactics are Working For Innovative Practice Owners

Being a practice owner is a difficult and lonely task.  It’s difficult to know what your competition is doing, and even if you were to ask, they’ll generally only offer guarded responses or exaggerate their successes.   Erika Trimble, renowned business coach, offers a list of what strategies and tactics are being used by the most successful and innovative practice owners, and which ones are working for physical therapists.

Read more here:

The Movers and Shakers in the Physical Therapy World: What Strategies and Tactics are Working