Many podiatrists waste money on marketing that never delivers results. Often, the issue isn’t the marketing channel itself; it’s that the sales rep selling it doesn’t understand your business, your patients, or your goals.
That’s why I recommend what I call The Three Question Sales Rep Test. Before you sign any contract or hand over a cent, ask these three simple questions:
1. Can you tell me what a podiatrist does?
If they can’t clearly explain our profession, they won’t know how to promote it properly.
2. Who do you think is my ideal patient?
A vague answer like “everyone with feet” is a red flag. Your marketing should target specific patient groups — athletes, kids, seniors, or people with diabetes.
3. What did you like most about my website?
If they haven’t even visited your site, how invested are they really in helping you succeed?
These questions may seem basic, but they quickly separate genuine sales reps from people simply chasing a commission. A good sales rep should show curiosity about your clinic, knowledge of your industry, and a clear plan to reach your ideal patients.
Remember: every dollar you spend on marketing should move your business forward. The Three Questions Sales Rep Test ensures you only invest with people who understand podiatry and your clinic’s unique goals.
If you found this information helpful, please consider subscribing to my YouTube channel, hitting the 👍 icon, and sharing it with other clinic owners. And as always, I’d love your feedback. You can email me directly at tf@tysonfranklin.com.
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