How This Company Grew Dramatically In Just One Year

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.

Magical Email Subject Lines to Increase Open Rates

Which subject lines might your audience open in their inbox?

How to come across as subject matter experts, not stereotypical sellers

What is the goal of your cold outreach? Are you trying to get too much, initially?

Where do LinkedIn Polls come into play when it comes to Cold Outreach?

What should be your goal of the discovery meeting? Hint: It's not getting a meeting.

The correct way to follow up after a break

Topics covered:

- Effective follow up after a break like the holidays or when it's been a while since contacting someone

- Two scenarios: after a break, or when they've gone "dark"

- The key is to "disarm" and not make it about selling

- Focus on understanding what issues they wanted to solve originally

- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit

- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems

- Use the Client Vision Pyramid to understand their current needs and see if you can add value

The best way to answer "What do you do for a living?"

Answering "What Do You Do?"

In this episode, Ian Altman discusses effective strategies for answering the common question "What do you do?" in networking and sales situations.

Key takeaways:

Get context first. Before answering, ask a bit about the other person's role or industry. This allows you to frame your answer relevance to them.
Spark interest. Give an intriguing response that prompts further questions. Ex: "We help law firms keep more of their money."
Focus on problems you solve. Don't just state what you do. Talk about common struggles you help clients overcome.
Use the "Uber for X" framework. Describe yourself as the "Uber for [your field]." This simplifies what you do.
Follow the "entice, disarm, discover" model from Same Side Selling. Share results, deflate sales concerns, and learn about their needs.
Present yourself as a problem solver, not a salesperson. This builds trust and transparency.

Key Quote:

"See, when you meet somebody, you can either show up as someone who's there to sell something, or someone who is there to solve something. We always want to make sure we're showing up as someone who's there to solve something."

Pricing pressure? How top performers maintain profit margin.

In this week's Same Side Selling podcast, host Ian Altman discusses three important topics: the common trap of ineffective prospect messaging that focuses too much on the seller's perspective rather than solving customer problems; dealing with increased pricing pressure in the current economic climate by keeping conversations focused on results and differentiation rather than price alone; and the consistent practice of an intentional, structured selling methodology that sets apart top sales performers - committing to skills practice for an hour each week is key for salespeople to achieve greater success through polished and disciplined selling techniques.

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