Direct To Consumers

Direct-to-Consumer Sales Guide for Health Professionals

Step 1: Define Your Ideal Client Profile

To attract the right clients, it’s essential to understand who they are and what they need. Define your ideal client by focusing on demographics, interests, and challenges that align with your specialty.

Profile Elements:

  • Demographics: Age, gender, location, and occupation.

  • Health Goals & Challenges: Identify specific needs you address, such as stress management, weight loss, or holistic health solutions.

  • Lifestyle & Interests: Health-conscious individuals, busy professionals, parents, or those looking to improve their wellness.

Actionable Steps:

  • Make a list of common health goals (e.g., energy boost, reducing stress) that your ideal clients might have.

  • Identify where these clients spend their time online and offline.

Step 2: Develop Your Unique Value Proposition (UVP)

Your UVP should highlight how your expertise can solve their specific health challenges.

Crafting Your UVP:

  • Identify Core Benefits: What primary benefits do clients gain from your services?

  • Highlight Unique Offerings: Emphasize what makes you different (e.g., holistic approach, personalized coaching).

  • Incorporate Client Outcomes: Focus on what clients can expect, such as “sustainable lifestyle changes.”

Example UVP: "I help busy professionals achieve stress-free, balanced wellness through personalized, holistic coaching—so you can feel your best without overhauling your routine."

Step 3: Conduct Outreach & Connect with Consumers

Your first interaction should be warm and helpful. Focus on offering a free health assessment as an entry point.

Outreach Process:

  1. Identify potential leads through word-of-mouth, networking, and community engagement.

  2. Reach out via direct messaging, email, or in-person networking with a friendly, value-driven approach.

  3. Offer a free health assessment, explaining it as a no-obligation way for them to gain insight into their health.

Example Message: "Hi [Name], I’m offering a free health assessment to help individuals gain clarity on their wellness journey. It’s a great way to identify key areas for improvement and get some actionable tips. Would you like to take one?"

Step 4: Schedule & Prepare for the Call

Once a lead agrees to take the free health assessment:

  1. Schedule the call within 2-3 days.

  2. Ask them to complete the health assessment before the call so you can review it in advance.

  3. Prepare a game plan based on their results, predicting potential future health challenges and how you can help.

Step 5: Conducting the Call & Providing Value

Structure of the Call:

  1. Review their health assessment results.

  2. Discuss key insights and predictions.

  3. Provide personalized tips and solutions.

  4. Introduce how you can help long-term.

  5. Present your service package and invite them to work with you.

Call Script:

Opening:
"Hi [Name], great to connect! Before we dive in, I’d love to hear a bit more about your wellness journey. What inspired you to reach out?"

Health Assessment Review:
"I reviewed your responses and noticed [specific challenge]. Many of my clients face the same thing, and we’ve had great success addressing it through [solution]. How has this been impacting your daily life?"

Value & Tips:
"One thing that could help immediately is [simple tip]. Have you tried this before? I have a structured plan that takes this even further to get lasting results."

Offering the Program:
"Based on everything we’ve discussed, I believe my program can really help. It includes [key benefits]. Does this sound like something that could work for you?"

Closing:
"I’d love to support you in this journey. We can start with [initial package]. Shall we go ahead and set up your first session?"Example Closing: "Based on what we discussed, I believe my program can really make a difference in helping you reach [specific goal]. Would you like to get started with an initial session to experience what it’s like?"

Securing the Client & Handling Objections:

Addressing Concerns

  • Time: "I completely understand. My program is designed to fit into busy schedules with flexible sessions. Would a customized approach help?"

  • Budget: "Investing in health now saves money long-term by preventing bigger health issues. I offer flexible payment plans to make this work for you."

  • Asking Closing Questions:
    1)     Did you find value in what we spoke about today?
    2)     How important is achieving your goals?
    3)     Do you wish to continue working with me, to reach your goals?
    4)     What is your monthly investment budget, to attain your goals? Is under $99-150 per month feasible for you?
    (If they answer “yes” to all, proceed to walk them through purchasing.)

Finalizing the Commitment

  • Send an agreement or invoice immediately after the call.

  • Provide a clear next step (e.g., onboarding questionnaire, first session booking).

Step 6: Offer a Referral Program to Scale Your Business

One of the fastest ways to grow is through referrals. A simple referral program can help you scale quickly while rewarding your existing clients.

Referral Strategy:

  • Encourage clients to bring a friend for a free health assessment.

  • Offer rewards for referrals:

    • If their referral takes the free assessment → They receive half off their next session.

    • If the referral signs up for a package → They receive a full free session.

  • Run this system every 3 months to continuously generate new leads and scale your business.

Example Script: "If you know someone who could benefit from a free health assessment, invite them to take one! As a thank you, you’ll receive half off your next session, and if they enroll in a package, you’ll get a full session for free!"

Step 7: Focus on Client Retention

Retaining clients ensures long-term success. Strategies include:

  • Regular check-ins to track progress.

  • Celebrating wins to reinforce commitment.

  • Offering loyalty rewards to maintain engagement.

Recap: Consumer Sales Cycle & Scaling Through Referrals

  1. Define your Ideal Client Profile.

  2. Develop a Unique Value Proposition.

  3. Reach out and offer a Free Health Assessment.

  4. Schedule & Prepare for the call in advance.

  5. Conduct a Value-Driven Call and present your package.

  6. Implement a Referral Program to scale your business.

  7. Retain Clients with ongoing support and engagement.

By following these steps, you’ll be equipped to effectively attract, engage, and retain consumer clients—scaling your wellness practice through referrals and value-driven service.