The Money Blog

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When Sales Are Slipping & Revenue Is Dipping

askkate leadership May 11, 2023

When a healthcare practice experiences a decline in sales and revenue, it's easy to resort to blaming various factors within the organisation. However, placing blame might not be the most constructive approach. By gaining a deep understanding of the target audience, practices can better communicate their value and address the pain points of their patients.

  1. The Blame Game:

In times of declining sales, it's natural for practice owners to seek reasons for underperformance. This often leads to blaming staff, marketing efforts, or even the practitioners themselves. While tough conversations and training may be necessary, focusing solely on technical clinical knowledge may not be the solution.

  1. The Importance of Knowing Your Ideal Patient:

The key to turning around a dip in revenue lies in a profound understanding of the ideal patient. Identifying the target audience allows the practice to tailor its services and messaging to meet their specific needs and preferences.

  1. Moving Beyond Technical Knowledge:

While having competent and well-trained clinicians is essential, the ideal patient does not necessarily need an abundance of technical clinical knowledge. What they seek is the assurance that the practice can address their problems and help them achieve their goals.

  1. Understanding the Ideal Patient:

To effectively serve the ideal patient, the practice must delve deep into their demographics, preferences, pain points, and aspirations. This understanding enables the practice to align its services with the patient's needs and effectively communicate the value it provides.

  1. Communicating Solutions:

Once armed with a clear understanding of the ideal patient, the practice can craft compelling messages that resonate with their target audience. By highlighting how the practice can solve their problems and guide them toward their desired outcomes, sales and revenue can start to pick up.

  1. Delivering Value:

Ultimately, the success of a healthcare practice lies in its ability to deliver value to its patients. By genuinely addressing their pain points and providing solutions, the practice gains trust and loyalty, leading to increased sales and revenue.


Rather than engaging in the blame game when sales and revenue decline, healthcare practices should focus on understanding their ideal patient deeply. By aligning services with the needs and preferences of the target audience, and effectively communicating the value provided, practices can turn the tide and see a revival in sales and revenue.

The secret lies in understanding the problems the patients face and confidently conveying how the practice can solve them. Embrace this understanding, and watch your practice thrive as it delivers the value your ideal patients seek.


The Health-prenuers Guide

Coming Soon!

I'm on an exciting journey with my book, taking it back to the good old days when books were served up in newspapers, piece by piece. I'm crafting circa 500 words a day and sharing it with all of you.

Now, this book is for you if you've ever had a brilliant idea or a vision for your own healthcare business or perhaps you want to revitalise your existing service, but you're stuck, not sure how to confirm if there's a market for your idea or how to bring your vision to life.

Let's embark on this journey together