Systems for Success: Mastering Marketing and Sales with Joanna Sapir
Oct 29, 2024"That's what a great sales process can do... It's really about their agency. This is not any sort of trickery convincing them... It's really a meaningful process."
In this valuable episode of the Wellness Center Creators podcast, hosts Anna Rudel and Kendall Hagensen welcome Joanna Sapir, a business strategist specializing in helping wellness practitioners create sustainable, profitable practices through effective systems and structures.
The conversation centers on demystifying marketing and sales for wellness practitioners, addressing the common fears and misconceptions that often hold practitioners back from effectively promoting their services. Joanna brings a unique perspective, having transitioned from a high school history teacher to a successful wellness business owner before becoming a business strategist.
A central theme of the discussion is the crucial distinction between marketing and sales. As Joanna explains, "Sales is actually how you get the client, how you enroll somebody in your services. But marketing is how you are getting in front of people and building relationships, building interest, capturing leads." This differentiation helps practitioners approach both aspects more effectively and authentically.
The episode delves deep into the concept of consultative sales, which Joanna advocates for wellness practitioners: "I teach a consultative sales process and I think that anyone working in health and wellness in a face-to-face relationship where you're working on transformation with people... the appropriate sales process is a consultation." This approach ensures both practitioner and client are well-matched before beginning their work together.
One of the most valuable segments focuses on pre-qualifying leads, with Joanna sharing practical advice on creating effective screening processes: "The pre-qual is a chance to... [determine] is this person a fit for our practice? Do they have the kinds of problems and goals that we are absolutely qualified and great to help them achieve?"
The conversation also addresses the importance of systematizing these processes: "It should be just this repeatable same thing every time... that doesn't take 45 minutes sometimes." This systematic approach not only makes the process more efficient but also helps remove anxiety from the sales process, allowing for more authentic interactions with potential clients.
Throughout the episode, Joanna emphasizes that effective marketing and sales in wellness practices isn't about being "smarmy, salesy, manipulative" but rather about creating clear, authentic systems that serve both the practitioner and their clients.
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About Joanna Sapir
Joanna Sapir is a business strategist for holistic practitioners, particularly those that integrate multiple modalities.
Joanna's special ability is in helping practitioners set up repeatable systems and processes in their businesses to serve their clients more powerfully, enroll committed long-term clients, and create steady income and cash flow.
She has been a teacher and trainer for more than twenty years, from the classroom to the gym floor and now to wellness practices across the world.
Born and raised in the San Francisco Bay Area, she is a mother of two, a USA Masters National Champion in Olympic-style Weightlifting, and the host of the Business Revolution for Practitioners podcast. Learn more at http://joannasapir.com
Joanna’s Website and Links
- Website (free resources): http://www.joannasapir.com
- Joanna’s podcast: The Business (R)Evolution for Practitioners
- Free Resources: Three Powerful Systems that will Completely Transform Your Practice
- Facebook: https://www.facebook.com/JoannaSapirConsultant/
- LinkedIn: https://www.linkedin.com/in/joanna-sapir/
About Anna Rudel
Anna Rudel, L. Ac is the owner and founder of Lokahi Acupuncture Clinic in San Jose California, founded in 2003. Anna is a master organizer and clinician, and as a Coach she specializes in working with Clinic Owners in the state of California, and Acupuncturists and Acupuncture Clinic Owners, or groups wanting to add Acupuncture worldwide, as well as teams that need support with employee retention and satisfaction. Born in the UK, Anna has traveled extensively in Asia and now has a thriving multi-practitioner clinic in the US!
Anna's Website and Links
- Website: https://lokahiacupuncture.com/
- Learn Group Coaching: https://www.wellnesscentercreators.com/group-coaching
- For info about Individual Coaching: https://www.wellnesscentercreators.com/individual-coaching
About Kendall Hagensen
Kendall is a Somatic Mental Health Therapist, Multidisciplinary Clinic Owner and Business Coach. She specializes in, and is passionate about, working with healthcare professionals to create the businesses of their dreams. Big goals always have a psychological component beneath the surface, so Kendall uses her background in Somatic Psychotherapy and EMDR Therapy mixed with Business Coaching tools to help clients develop a healthy relationship with their business and their strength as a leader.
As someone who lives with a chronic illness herself, Kendall feels that health happens best within community, which is why she takes a holistic, integrative, and collaborative wellness approach to her personal and professional life.
Kendall’s Web/Social Links