When clients come to us with physical and health issues, what quickly comes to mind is we have to fix them.

 

And that often leads us to provide band-aid solutions, covering up the root cause and preventing a sustainable transformation.

 

How do we communicate the value we provide where clients put their trust and confidence in us to provide a relatable and workable solution for them? 

 

Dr. Ryan Chow, DPT earned his B.S. in Movement Science from the University of Michigan and his Doctorate of Physical Therapy from Mercy College. He is faculty for the First Principles of Movement Education platform with Dr. Craig Liebenson, whose mission is to stem the inactivity crisis by educating physical therapists, chiropractors, athletic trainers, sports coaches, and fitness professionals internationally. He’s trained and mentored many health professionals and companies to bridge the evidence-practice gap so that health care outcomes can be improved. Ryan spent 7 years as a personal trainer before becoming a physical therapist and aims to improve the standard in both fields. When he’s not at the gym/clinic Ryan enjoys NBA basketball, college football (Go Blue!), eating out, and traveling.

 

In this episode, Ryan shares that to provide the highest value and for clients to be sold to the value you provide them, one must improve communication and find ways to let clients understand their frustrations and struggles. With that, they develop that eagerness to take action that directly benefits them. The point is all about talking and listening to them, asking them the right questions to get the idea and understand how you can best guide them to the solution to their own problem.

 

Ask the right question, and you solve the right problem, this way, you are providing value.”

-Ryan Chow

 

What you will learn from this episode:

 

01:08 - Building the skill sets first before focusing on marketing 

04:04 - Providing value and differentiating yourself from the rest

05:59 - Falling into the trap of comparing oneself to others

10:58 - Giving value by asking the right questions and providing solutions to their problems

14:19 - Why physio clinics are multiplying in every corner

16:17 - Operating from a place of rationality and purpose and not from fear

21:22 - Thinking about the exchange of value when raising/setting prices         

24:53 - A new approach to lifestyle issues that is a game-changer to health care in the future

28:21 - More than just giving a band-aid solution approach to people’s health issues

33:37 - Understanding the context of your client’s life, providing a program that evolves with them

36:23 - The importance of making people understand where they’re coming from and tying it into their future 

39:48 - One huge thing you must understand in sales and communication

42:11 - Getting people to choose you without being salesy

44:48 - What a good business model looks like

46:25 - The one thing that he’s advocating for

 

Connect with Ryan Chow:

• reloadpt.com

 

Connect with Gavin McHale:

• maverickcoachingacademy.ca
• LinkedIn
• Instagram