WebPT Blog - grow your clinic
Jun 14, 2012| by Charlotte Bohnett
Today’s post comes from Ian Kornbluth, PT, MPT, Neurac Cert., and owner of the Neurac Institute for Physical Therapy in Princeton, New Jersey. Thanks, Ian!
Today's physical therapy clinic faces pressures from declining insurance reimbursements, increasing facility and staff expenses, and a fierce competitive landscape. But you can change the game by investing wisely in new equipment and corresponding treatment programs.
As an out-of-network provider, I offer a unique perspective when it comes to selecting equipment; I constantly search for creative ways to maximize use of my valuable treatment space and get better results for my patients while differentiating myself from the competition. For example, we embraced Pilates roughly five years before it went “mainstream” within the therapy realm. Now, we have the revolutionary Redcord system (see below to learn more) developed by physiotherapists in Norway.cable column, equipment, exercise, grow your clinic, hi/lo, increasing clinic revenue, innovations, physical therapist, physical therapists, Physical Therapy Clinic, pilates, redcord, technology, total gym
Apr 16, 2012| by Lindsay Bayuk
Our contributing blogger today is WebPT Member, Jack Sparacio, MSPT, COMT, CFMT. He is also the Owner and President of Sparacio Physical Therapy P.C. in New York. We're excited to have Jack sharing his expertise. Thanks Jack!
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW! This is universally accepted as one of the golden rules of marketing. If you want your clinic and/or company to grow, you need to develop relationships with people (especially physicians). So, the million dollar question is…how do you achieve this? Do you need to be a salesman/saleswoman? Yes, of course you do! I cringe when I read marketing articles that tell physical therapists they don’t need to be salespeople. Why is sales such a dirty word? If it makes you feel better call it networking, or relationship building. Call it whatever you want. Unless you’re the only game in town, until another practice comes along and takes your business away, you need to be able to build relationships. Relationships that will provide stability (new patients) to your practice.
There are many ways to make initial contact with a physician. You can send out an email, make a phone call or send out a letter. Now keep in mind, the three things I previously mentioned rarely work. However, there is something that will increase your odds of getting that coveted face-to-face meeting. You need to go, in person, to the physician’s office to set up a meeting at a future date. You need to introduce yourself to their secretary (write down his/her name) and ask to meet with the physician. Sometimes it is that simple, and you can set up a meeting. However, most of the time you need to offer them a benefit to meet with you. They want to know what’s in it for them. Why should they take their precious time to meet with you? That’s a fair question.
Jan 27, 2012| by Lindsay Bayuk
I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard. -Estée Lauder
Let’s talk about your business. If you’re a private practice owner, you know how important is to get paid by the insurance companies in order to keep the lights on. You didn’t start this practice just to make money, though. If you’re like most private practice owners, you started your clinic to treat patients and control your own destiny.
You may not want to consider yourself a sales professional. Sales can sometimes be considered a dirty word. The good news? True sales is all about building valuable relationships. You started this business to build relationships with your patients and help them get healthy again. So are you in sales? The answer is yes, whether you’ve realized it or not.
Sales is all about making connections and sharing your passion. While the word “sales” may not be your cup of tea, generating revenue and delivering excellent services are the driving forces of any business.grow your clinic, physical therapists, Pump Up the Referrals, referral, referrals, sales, white paper