How To Sell DPC to Groups

They teach a lot of things in med school. Unfortunately, the art of selling isn’t one of them.

But sales is an important part of any private practice… and especially so for DPC practitioners. And for many DPCs, the ability to successfully prospect and close employee group plans will make the difference between success and failure. Here’s how to do it:

• Print some brochures, put on your white coat, and walk into 10 (or 100) businesses a week. Smile and ask for the owner. Good things will happen. 
• Ask about employer healthcare concerns and costs, and listen more than you talk. 
• Show how DPC helps solve the care affordability gap, improve wellness and absenteeism/presenteeism rates, and lower costs.
• Invest in a good CRM and use it. 
• Track your sales pipeline. Strive to have names at all stages at all times, from prospects to presentations scheduled to contract signed. 
• Get in the door by offering wellness services, lunch-and-learns, seminars, and employment screening physicals. Whatever they say they need. If you don’t land the whole group now, they’ll come around.
• Ask maybes if you can send them your monthly newsletter. Then show your expertise and value over time, every month in their inbox. 
• Attend the events local employers attend: Chamber of Commerce, charity golf tournaments, etc. Be on the scene and stay top-of-mind. 
• Give seminars for entrepreneurs and HR pros. 

Sales can actually be a lot of fun. Having a system and working your system pays off.