I’ve been mentoring health practitioners, cafe owners and chefs for over five years professionally. One of the biggest issues they collectively face is how to price their product effectively. In particular, health practitioners are a shy mob when it comes to billing and they find it challenging to charge their true worth. So let’s take a look at what holds one person back and propels another forward with a clear strike.
Business Owner A – The Hourly Rater
Charges the going hourly rate for their consult
Spends 90% of time performing their modality
Handles many administrative tasks him/herself
Has no clear future or direction for the business
Majors in minor things
Days are filled with unplanned interruptions
Lives under the tyranny of the urgent a.k.a. panic mode
Prefers to ignore business issues
Always covers for other staff
Has a collegial relationship with staff
Rarely takes holidays
Business Owner B – The Entrepreneur
Spends 30% of time developing business
Delegates 80% of administrative tasks
Has a five year vision for his/her clinic/practice/PT business
Has an exit strategy in place to franchise, expand or sell the brand
Focuses on high payoff activities
Develops high-end products with clear value to the client
Rarely becomes distracted by small things
Works thoughtfully and diligently, and with a sense of calm
Keep a focus on the business
Rarely covers for others when ill
Acts as a leader of the staff
Takes a week holiday every three months
What is the most important asset any business owner has?
Freedom. The biggest mistake most health practitioners make in business is not to prioritise time for personal and business development. Working on the business, not just in the business, will develop systems and strategies. Not doing so is the most prolific harness that holds any business owner from realising their goals.
Three critical elements of a successful practitioner mindset
1. Adopt an entrepreneur’s mentality
2. Categorise your ABC class clients 3
3. Reprogram your beliefs about money – and your right to be successful
Money is an accurate reflection of our beliefs
The best place to be with money is not to need it.
Your level of income and wealth is governed by your beliefs and your comfort zone.
We will look for evidence to support our currently held beliefs - Beliefs vs Truth.
To identify your beliefs, habits and “programming” about money, look at your recurrent patterns of behaviour and experiences.
1st step in letting go of old beliefs is simply to identify and thus illuminate them.
2nd step: Decide whether you want to hang on to them or let them go.
Samantha is a clinical nutritionist and spa chef who creates spa menus for luxury hotels and health retreats worldwide. She develops signature products for the marketplace and helps women discover their inner entrepreneur.
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