How This Company Grew Dramatically In Just One Year

Same Side Selling Podcast

• How EW Motion Therapy Adopted Same Side Selling.
• Saw alignment with company values.
• Differentiation was a big challenge.
• Client Vision Pyramid helped explain service levels.
• Referrals grew 34% year over year.
• Aiming for 30% referral growth this year.

Issues & Risks

• Commoditized market with many competitors.
• Staff didn't see themselves as part of the sales team.
• Difficulty training staff in sales and marketing.

Next steps

• Continue using Same Side Selling Academy.
• Provide staff with Same Side Selling books.
• Conduct regular sales training for all staff.
• Roleplay sales scenarios.
• Submit emails and materials for review.
• Reach out with questions in the Monthly Coach’s Corner in the Same Side Selling Academy.

Questions discussed

• How are you different from competitors?
• How do you explain your service levels?
• What results have you seen from Same Side Selling?
• How easy was Same Side Selling to implement?
• What feedback have you received?
• What's the biggest takeaway from Same Side Selling?

Outline

Adopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama.

• Ethan White, CEO of EW Motion Therapy, shares their experience adopting Same Side Selling for over a year, growing from 2 small rooms to 6 facilities in Alabama.
• Ethan explains how the company's focus on quality care and reputation has led to a mindset shift in their sales approach, aligning with their values of teaching, empowering, and transforming their people.
• The company's reliance on referrals from physicians and athletic facilities created a challenge in aligning their sales process with their values, but the "Same Side Selling" approach has helped to address this issue.

Differentiation in physical therapy market.

• Ethan highlights the challenge of differentiation in a commoditized market, emphasizing the importance of a clear message to convey to referral sources and patients.
• Ethan shares how the "Client Vision Pyramid" has been a valuable tool in explaining the difference between their practice and others in the market, particularly when conversing with physicians.
• Effective care teams with physical therapists and orthopedic groups can yield great results.

Implementing Same Side Selling in a physical therapy business.

• Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling.
• Ethan highlights the importance of aligning marketing and sales with physical therapy practice, citing a 24-year history of engagement with patients.
• Ethan emphasizes the importance of seeing oneself as a salesperson, not just a healthcare professional, to effectively serve clients and build long-term relationships.
• Ian Altman asks Ethan about the adoption and feedback from their team on the Same Side Selling method, with a focus on the client vision pyramid and concise business case.
• Ethan explains that while the training and roleplaying process can be challenging, investing time and discipline in it has led to better results and a more cohesive approach to sales.

Sales growth and professional development in a healthcare company.

• Ian Altman highlights the importance of asking questions and seeking feedback to improve sales performance.
• Ethan emphasizes the value of self-evaluation and strategic market development in utilizing the Same Side Selling Academy.
• Ethan describes how the company's new approach to sales and marketing has led to significant growth, with a focus on training all staff members in marketing and sales techniques.
• Ethan highlights the importance of having competent and trained staff in all areas, including finance, marketing, and sales, to achieve professionalism and growth.

Using "Same Side Selling" to improve client relationships and results.

• EW Motion Therapy prioritizes helping clients find real solutions to their problems, earning trust and delivering results.
• Ethan highlights the importance of delivering results and being integrity-based in business.