Dear Valued Friends and Partners,
One of the biggest challenges in expanding the wellness side of your practice is helping your practitioners recommend services and products without feeling like they’re “selling.” It’s important to empower your team with the right mindset, skills, and support to succeed. Here’s how you can set your providers up for success and create an environment where they feel confident promoting your wellness program as part of their patient care.
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Shift the Mindset: Wellness is Patient Care, Not Sales.
Start by reframing how your practitioners view wellness recommendations. Patients seek guidance for their health and well-being—they’re already looking to your team as trusted experts. Encourage providers to see their role as educators and problem-solvers, helping patients find solutions that align with their goals.
Focus on Passion: Personalize the Approach.
Ask each provider to identify the top three wellness services or products they are most passionate about. This focus ensures they feel genuine when discussing these options with patients. When practitioners talk about treatments or supplements they truly believe in, their enthusiasm is authentic and trust-building.
For example:
- A provider passionate about metabolic health might focus on GLP-1 medications, Lumen testing, and phenotype testing.
- Someone who loves anti-aging might emphasize peptides, hormone optimization, and skincare solutions.
Teach Key Skills
Equip your team with the skills they need to confidently recommend wellness options.
Offer training on:
- How to educate patients: Provide simple scripts or talking points that emphasize the benefits of your services in a way patients understand.
- Listening for needs: Teach providers to ask open-ended questions like, “What health goals are most important to you?” This can naturally lead to a conversation about solutions.
- Confidence through knowledge: Share success stories and data that highlight the effectiveness of your offerings, so they feel assured in what they’re recommending.
Support Your Team with Systems and Tools
- Simplify the process: Create handouts, digital guides, or QR codes for easy patient follow-ups.
- Provide patient success stories: Share testimonials and before-and-after images to show real-life results.
- Foster collaboration: Encourage cross-referrals between team members. For instance, your injector can refer patients to your wellness coordinator for metabolic health consultations.
Incentivize Without Pressure
Motivate your team by celebrating their wins and aligning incentives with patient outcomes. For example, you could track how many patients achieve specific wellness goals and recognize practitioners who contributed to those successes.
Host Wellness Days or Events
Organize special days where practitioners can engage with patients in a low-pressure setting. Wellness events are excellent opportunities to showcase your offerings while allowing patients to ask questions and explore new options.
Consistency is Key
Encourage your team to integrate wellness into everyday conversations. Even a small mention—“Have you ever thought about how peptides could help with your recovery?”—can open the door for future discussions.
By empowering your team to recommend wellness solutions with confidence, authenticity, and care, you’ll create a practice where patients feel supported and practitioners feel fulfilled.
There are many resources available to help your team build confidence, authenticity, and the skills needed to seamlessly integrate wellness into patient care. Here are some podcast episodes and thought leaders we recommend for further inspiration and practical strategies:
Alex Hormozi – The Game
Why we recommend: Sell Without Selling
Learn how to shift the sales mindset to one of service and education, making your team feel comfortable recommending solutions.
Brene Brown – Dare to Lead
Why we recommend: Equip your team with the confidence to embrace new roles and integrate wellness into their care approach without hesitation.
Gary Vaynerchuk – The GaryVee Audio Experience
Why we recommend: The Power of Authenticity in Building Trust
Learn how genuine passion and honest communication create deeper trust with clients and patients.
Simon Sinek – A Bit of Optimism
Why we recommend: Empathy is the Key to Influence
Explore how understanding and addressing people’s needs can help your team connect with patients on a personal level.