What’s the number one way to get patients into a new cash-based PT practice? Derek Nielsen leveraged the power of community in his first year as a business owner and is already on track to hit six figures in year two. In this episode, he joins Aaron to tell you how he did it. He shares how he booked and delivered valuable workshops with other health-based businesses to generate leads without spending a dime. You’ll also hear about his other successful marketing tactics and the tactics that weren’t so successful. Further, Derek addresses some mental blocks you might have about going cash-based, how to break through them, and how to keep your costs low to hit your year one goals.
“They want their life back… That person is not thinking about cost, they’re thinking about solutions. And if you can be a solution, you can’t really put a dollar sign on that.”
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7:58 - Why it’s important to aim high and sell big, and how Derek makes selling PT simple
13:16 - How to get over your money objections by remembering that you are not the patient
15:52 - The #1 marketing tactic that drove patients to Derek’s practice in the first year
16:58 - How you can book workshops to get in front of potential clients, deliver stellar results, and get them in your door
28:15 - Why you have to provide value before asking for a penny
31:08 - How you can approach referrals from all angles for low-energy, high-converting marketing
42:23 - What’s the difference between sales and marketing? How is Derek actually selling his services after getting people in his clinic?
46:40 - Ideas for structuring your packages and why you don’t need to worry about someone getting “better” before they’ve used all of their sessions
51:55 - Derek’s advice to keep your costs down and hit your year-one goals
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