I used to struggle to convince my clients to purchase a custom orthotic when they absolutely needed a pair. Now, my clients are asking me for 2nd and 3rd pairs.

It turned out, I was getting in the way.

At university like you I was taught to prescribe orthotics. We learned how to fit them into shoes, but not how to sell them. And selling is exactly what we're doing when we prescribe an orthotic, exercise program and treatment plan.

If you follow this simple framework like me you'll go from pleading with your clients to purchase their much needed orthotics, to having to reject clients wishes for devices that they don't need.

It's that powerful. As an evidence based practitioner it's up to you not to abuse this framework.

As a podiatrist you're not comfortable being in sales

You think that you're a health professional, you're above selling. Sales are for sleazy men on used car lots.

But to actually help others you have to recognise that you're in the world of sales too. You're not selling cars or insurance, you're not even selling orthotics or exercises.

You're selling:

• Waking up and walking to the bathroom without a sharp pain in the heel every morning.

• Getting back onto the netball court after a nasty ankle injury and celebrating a final with friends.

• Strolling to pick the grandkids up from school in the afternoon 3 days per week without pain.

• Being able to walk without developing limb threatening ulcers.

Once you realise that selling health outcomes is what you're put on this planet as a podiatrist to do the rest is easy.

Here's how, step by step:

Step 1: A good (salesperson) podiatrist asks questions first.

The first step is to find out your clients goals, what they actually want to achieve.

• What would a successful outcome feel like to you?

• What would you do if you didn't have (problem)?

Once you have the goal, you then need to invite the client to collaborate and solve it together.

Step 2: Establish a timeline and responsibilities

The big mistake I used to make was not establishing a time frame for our goals. The timeframe brings urgency and when set by the client they'll be more likely to engage with the steps they have to take.

• When do we need to achieve it by?

• What would happen if we don't get it done?

You're nearly there, your first sale now you're embracing being a salesperson (it's not that bad is it - it's quality podiatry!)

It's now closing time.

Step 3: Close the deal and prescribe that orthotic!

Your client has told them what they want, and when they want it. You only have to join the dots.

Use their language, and how their orthotics will become part of achieving their goal. Unless they ask, don't explain. Usually explaining is your own justification, but you're a professional, you don't need to do that.

Take out your scanner, and start scanning.

Using this simple framework you'll have clients wanting your orthotics, your exercise programs, YOU! Your clinical diary will be full of clients who you want to work with. And all it took was a simple mindset change.

Congratulations, you're a salesperson who just happens to be an exceptional podiatrist.