𝐖𝐡𝐞𝐧 𝐢𝐭 𝐜𝐨𝐦𝐞𝐬 𝐭𝐨 𝐦𝐚𝐬𝐭𝐞𝐫𝐲 𝐚𝐧𝐝 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧𝐬, 𝐭𝐡𝐞𝐫𝐞’𝐬 𝐚 𝐥𝐨𝐭 𝐭𝐨 𝐥𝐞𝐚𝐫𝐧 𝐟𝐫𝐨𝐦 𝐬𝐢𝐦𝐩𝐥𝐲 𝐬𝐡𝐨𝐰𝐢𝐧𝐠 𝐮𝐩.
At our recent March Mastermind event with Dr. Dane Donohue, we delved into the art of improving conversions, and one thing stood out—success lies in doing the basics exceptionally well and with consistency. Here’s what we learned and why it’s time to double down on what works.
Trust Before Selling
Dr. Dane highlighted a universal truth: people buy from those they trust. Conversion isn’t just about closing; it starts long before the selling conversation begins.
- 𝐄𝐱𝐩𝐞𝐫𝐭 𝐏𝐨𝐬𝐢𝐭𝐢𝐨𝐧𝐢𝐧𝐠: Establish your authority right from the start.
- 𝐒𝐨𝐜𝐢𝐚𝐥 𝐏𝐫𝐨𝐨𝐟: Testimonials and success stories are powerful trust builders.
- 𝐂𝐨𝐧𝐬𝐢𝐬𝐭𝐞𝐧𝐭 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧: Structured scripts and templates ensure clarity and confidence.
It’s not about fancy tools or gimmicks—it’s about being the expert your patients need and showing them they can trust you.
Sales Optimization: It’s a Process, Not a Pitch
Ryan broke down five key elements to optimize conversions in your practice:
- Positioning: Authority is everything—own your expertise from the first touchpoint.
- Right People: Make sure the right team members are handling calls and consultations.
- Scripts That Stick: Proven scripts ensure consistent, effective messaging.
- Showcase Results: Let your outstanding patient outcomes do the talking.
- Irresistible Offers: Craft compelling care plans that patients can’t say no to.
𝐂𝐨𝐧𝐬𝐢𝐬𝐭𝐞𝐧𝐜𝐲 𝐢𝐬 𝐤𝐞𝐲. It’s not about the flashiest sales technique—it’s about doing what works, repeatedly and reliably.
Workshops & Orientation Classes: Engagement That Converts
If you’re not running workshops or orientation classes, you’re leaving engagement and conversions on the table.
- Weekly or bi-weekly workshops are game-changers for connecting with patients and fostering trust.
- Orientation classes can happen at strategic points: before day one, between day one and two, or after day two. The timing depends on your patient flow and business goals, but the results are undeniable.
Workshops and orientation classes allow you to meet patients where they are, answer their questions, and build trust—all before you even talk about care plans.
Why Showing Up Always Wins
The truth? Success doesn’t require talent—it requires consistency. From screenings to health classes, from newsletters to phone calls, the best practices in any business aren’t revolutionary. They’re simple.
𝐁𝐮𝐭 𝐬𝐢𝐦𝐩𝐥𝐞 𝐝𝐨𝐞𝐬𝐧’𝐭 𝐦𝐞𝐚𝐧 𝐞𝐚𝐬𝐲.
Here’s what showing up looks like:
- Call local businesses for lunch and learns.
- Attend community fairs and health expos.
- Send emails and newsletters—every week, like clockwork.
- Host regular health classes.
- Lead team meetings and training sessions.
It’s about taking consistent action, even when it’s hard. As Ryan says, “Traditional marketing that requires elbow grease will always work.”
The Real Secret to Conversion
It’s not about being the best—it’s about showing up, day in and day out. Build trust, position yourself as an expert, and do the work. Consistency always wins.
Remember, if Google still invests in offline, community-based marketing, why wouldn’t you?
𝐒𝐡𝐨𝐰 𝐮𝐩. Stay consistent. And watch your practice thrive.
If you’re ready to take your practice to the next level, let these lessons guide you. Start small, stay consistent, and reap the rewards of doing the basics right.
Love and Light,
Ryan
