- Lian Yun-Perng, Physiotherapist
Physiotherapist or Physiotherapy Salesperson? What am I?
I've had the privilege to attend a number of business/sales workshops and training this year. They include process workshop, conversion training, story-telling workshop, issue clearance role-plays and a workshop called 2 page (a structured method to identify and solve problems).
These learning opportunities has challenged me and has given me a different perspective of what private practice can mean. I thought I would have known a lot about private practice having been able to work in a few organisations throughout my career. In my mind, private practice was simple, either your boss is a healthcare person or he's a businessman and that was it.
After going through these training, I was able to gain some knowledge on process, different approaches to convert clients into a care plan, give convincing and real testimonials, and a systematic approach to identify the root cause of a problem.
These trainings have challenged some of my beliefs, my models, and my perspectives. It has given me more conflict than I already have. I'm already very conflicted with my healthcare/ science models and now I have to add another conflict into my mind which is how to create a desire for physiotherapy services or how to connect with your clients and make them see your value. It sounds simple but I have to go against some of my beliefs/mindset before I can fully utilise the ideas and tips that were given to me.
Here’s my challenge:
The role of a physiotherapist is to make clients independent aka not needing physiotherapy. So, how can I make them desire physiotherapy? Isn’t this against my role?
Does every issue/concern need treatment? Or a honest and open advice is good enough?
How can I “sell” physiotherapy to the public?
Please leave a comment about your workplace challenges or if you have any similar experience. I would love to hear from you.
Thank you for reading!