As with almost any business, there is an element of wanting to serve people and an element of earning a living. At our staff meeting this week, the therapists talked about strategies they've learned to help them do both. The one that stood out for me was, "Don't focus on your personal outcome."
In times when you need money, you feel desperate and want to convince your customer/client to come back and see you. Focusing on your personal outcome, though, of needing money will incline you to give a sales pitch...and a sales pitch is about you - your performance, your goals - not your client's. One therapist said that when he took himself out of the equation and focused on the needs of the client - giving him information about his pain and honest feedback on how frequently he needed treatment - the way he interacted with the client was different. He felt genuine...because he was. If the client didn't want to come back, then the burden was on him. Many times, though, if a client feels more like a patient than a customer, he or she will probably return. People like to feel like you have a personal investment in them and when you put information out as an informer or caregiver, they will come back.
No comments:
Post a Comment