The Business of Healthcare Podcast with Tara Humphrey

In episode 99, I talked you through how to overcome your fear of selling and why we should sell our services and our time. If you are yet to listen to that episode, have a listen here. Today, I am going to talk you through how to sell with confidence. Get Organised Define and refine your offer for your ideal community or client. You need to be able to tell people what you do and what you can help them achieve. You need to agree your price - and keep it consistent. Showcase your credentials and expertise. I talked you through this in episode 99. Self-belief When I have total belief in how I can help someone, I really don't have any fears or doubts in promoting or selling my offer. So, I invite you to consider the level of belief you have in your service. If you are going to run a successful business then I suggest this is an area you invest in, perhaps in the form of a coach to help you see how amazing you really are. Asking for the Sale Notice I do not say 'pitch'! I do not pitch to potential clients - we just talk. I'll ask them how they are, what they are struggling with and what they have tried in the past. I will ask them if it's OK if I share a little of what we do and how I think we can help them. The only sales trick I use is the scarcity technique. This is a tried and tested method, and you will see this every day in the form of early bird pricing, introductory offers and limited tickets. Simple, easy, not salesy and it works. Dealing with rejection Sales is a numbers game. The more people you have in your network, community, your funnel, your pipeline, the more opportunities you have for people to say yes. So, you need to get out there and ask in a way that feels good to you and maintain this energy when people say no. Remember: people will say no and that's OK. A visualisation exercise Close your eyes and visualise doing your job and loving it. Or visualise a moment when a client has praised you for the work you have done together. Savour that feeling. That is the energy you must hold and embody when you make your next call or email. That energy has so much power. Use it. Work with me If this podcast resonated with you, and you are a healthcare professional requiring some dedicated time to help you work through some of the challenges around building your business and selling your services, I would love to help you. Click here to work with me or email me at admin@thcprimarycare.co.uk. For more weekly insights and advice sign up to my newsletter. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Find us on Twitter, Instagram and LinkedIn or visit our website – THC Primary Care.

Alexander Young is the Founder and CEO at Virti, a company that uses XR, artificial intelligence and gamification to help employees learn faster and remember their training for longer. Alex's background is in the NHS having trained as a doctor specialising in Trauma and Orthopaedic surgery. He is a self-confessed technology and learning geek which has spurred him to become a serial entrepreneur, founding several companies in his career to date, with his most recent being Virti. Alex joins me on the podcast today to talk about his company Virti and how they are looking to the future to incorporate artificial intelligence and simulated learning into healthcare. He also talks in-depth about Angel investment, really getting under the skin of the process he went through to get investment for his business. This is another leadership masterclass for you as we share the importance of communicating the values, benefits and technical side of your organisation as well as your skills and expertise. "The healthcare workforce will go above and beyond to better themselves and learn as quickly as possible to help patients." Alexander Young This week on The Business of Healthcare: Who Virti are and what they do. How Alex and his business are looking to the future. How artificial intelligence and simulated learning can be incorporated into healthcare. The importance of the right messaging and communication. How to show your values and technical side of your organisation. The process of getting investment for your health-related business. Connect with Alexander Young: Virti website Virti on Twitter Virti on Instagram Alex Young on Twitter Alex Young on Linkedin Work with me I'm Tara Humphrey and I'm the founder of THC Primary Care, a leading healthcare consultancy. I provide project and network management to Primary Care Networks and consulting support to clinical leads. To date, I've worked with 11 Training Hubs and 12 Primary Care Networks. I have over 20 years of project management and business development experience across the private and public sector and have an MBA in Leadership and Management in Healthcare. I'm also published in the London Journal of Primary Care and the author of over 190 blogs. For more weekly insights and advice sign up to my newsletter. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Find us on Twitter, Instagram and LinkedIn or visit our website – THC Primary Care.

As we are soon to be approaching our 100th podcast episode, I wanted to address the topic of selling. Whether that is selling products and services or selling ideas, I know many of you find this challenging for various reasons, and likewise, I have also struggled with this. The topic of selling is HUGE, so I won't attempt to cover everything in just one episode. Today I will cover: Background on my own consultancy I run a consultancy specialising in supporting Primary Care Networks, general practices, GP federations providing business consultancy and interim project and operational management. We also work with healthcare entrepreneurs and people wanting to establish a service in the field of health. The fear of selling and why we buy I think many people fear selling their services because they do not want to come across as too salesy, they do not want to put people off and be seen as annoying. I also think there is a big fear that they won't be liked. Valuing your own and other people's expertise Today I'm asking you – would you expect your employees to turn up to work for free? If you hired their services, would you expect a personal trainer, an assistant, an accountant, or a solicitor to work for free? You have the expertise; you have the qualifications and the track record. You already give tonnes of value for free. The next imperative step is to get paid. How to show someone your credentials and expertise There are many ways you can showcase your credentials and expertise. I share some of the things that I do including: Blog writing Free resources Guest speaking Sharing testimonials Sharing Case studies Sending weekly newsletters Tips and advice on social media Offering help in WhatsApp groups. What could work for you? Keep listening and over the next few weeks, I will talk you through how to sell and more importantly how to sell with confidence. Work with me I offer two key services: Interim primary care network management support Coaching calls for healthcare professionals Now if this podcast resonated with you and are a healthcare professional requiring some dedicated 1-2-1 to help you work through some of the challenges around building your business and selling your services, I would love to help you. Click here to work with me. For more weekly insights and advice sign up to my newsletter. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Find us on Twitter, Instagram and LinkedIn or visit our website – THC Primary Care.

Scott Davies is the CEO and Founder of the Nightingale App, which matches healthcare professionals with their perfect shifts. Scott believes in using technology for good and is striving to make a difference with his business that is not an agency. Scott joins me today to share his leadership and career journey – from where he started to what and why he is doing what he does today. He talks about his leadership style and in particular, leadership under stress. We talk about what it takes and what it means to build a sustainable organisation. And finally, we talk sales – how they win new clients and the language they use to do it. "The driver of this business is – how do we use tech for good and help Primary Care Services, Urgent Care Services improve and manage their workforce and their capacity and demand? How do we do that? And then we can worry about the monetisation of it afterwards." Scott Davies This week on The Business of Healthcare: Scott's leadership and career journey to date. What the Nightingale App does. The difference in leadership styles. How to lead and be a leader under stress. What it means to build a sustainable organisation. How to win new clients. The importance of language when selling. Connect with Scott Davies: Nightingale App website Scott Davies on Twitter Nightingale App on Twitter Nightingale App on Instagram Work with me I'm Tara Humphrey and I'm the founder of THC Primary Care, a leading healthcare consultancy. I provide project and network management to Primary Care Networks and consulting support to clinical leads. To date, I've worked with 11 Training Hubs and 12 Primary Care Networks. I have over 20 years of project management and business development experience across the private and public sector and have an MBA in Leadership and Management in Healthcare. I'm also published in the London Journal of Primary Care and the author of over 190 blogs. For more weekly insights and advice sign up to my newsletter. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Find us on Twitter, Instagram and LinkedIn or visit our website – THC Primary Care.

Taking that first leap of faith to get to where we want to be is scary and lots of people are scared to act on their ideas and scared to have conversations. In this episode I'm talking about how you can take those first small steps in order to get ready to leap. Join me on The Business of Healthcare Podcast today where I talk about how to start with yourself. I share advice on why you should invest in yourself before asking others to help you. I talk about the importance of not letting imposter syndrome stop us doing the things we want to. I share how to take little steps to grow in confidence and then take a leap. I talk about how it's ok to make mistakes and that your journey will go up and down along the way, but you will learn to love it. And finally, I share the importance of not over complicating it. Why not start today? "If you are going to do it…just do it. It's as simple and as complicated as that." Tara Humphrey This week on The Business of Healthcare: Invest in yourself before asking others to help you. Start with yourself first. Why lots of people are scared to act on their ideas. Don't let imposter syndrome stop you doing the things you want. Walk your own talk. How I'm going all-in. Take little steps to grow in confidence, then make a leap. Don't over complicate it. For more weekly insights and advice sign up to my newsletter. Work with me I'm Tara Humphrey and I'm the founder of THC Primary Care, a leading healthcare consultancy. I provide project and network management to Primary Care Networks and consulting support to clinical leads. To date, I've worked with 11 Training Hubs and 12 Primary Care Networks. I have over 20 years of project management and business development experience across the private and public sector and have an MBA in Leadership and Management in Healthcare. I'm also published in the London Journal of Primary Care and the author of over 190 blogs. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Find us on Twitter, Instagram and LinkedIn or visit our website – THC Primary Care.

In this episode Tara shares what has been happening behind the scenes and her personal experience with being diagnosed with Covid19. Tara also shares some resources that have been supporting her recovery:https://www.yourcovidrecovery.nhs.uk/ andhttps://www.amazon.com/52-Lists-Project-Journaling-Inspiration/dp/1632170345

Anisha Patel is a Pharmacist with a passion for global pharmacy, education and research. She works at Evelina Children's Hospital in London and has worked internationally, setting up services in United Arab Emirates and beyond. She is also the host of her own podcast called the Pharmacist Diaries and is part of the Business of Healthcare Scholarship mentorship package. Anisha joins me today to talk about Global Pharmacy, what it means and why she is so passionate about it. She shares how she manages transitions in life, and how to make the most of and really sell transferable skills. We talk about positivity and the routines she puts in place to set up her day for success. We talk about the power of discipline and consistency. And we talk about the importance of being kind to ourselves. "I know what's within my power - that's creating a podcast and exposing people to what's available in pharmacy and what kind of skills they have to have to get those types of jobs." Anisha Patel This week on The Business of Healthcare: What Global Pharmacy means Why Anisha is passionate about Global Pharmacy. How to make the most of our transferrable skills. How positivity and routines can set up our day for success. The power of discipline and consistency. The importance of being kind to ourselves. Connect with Anisha Patel: The Pharmacist Diaries Podcast Pharmacist Diaries on Instagram Pharmacist Diaries on Facebook Email: info@pharmacistdiaries.com Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast with your host, Tara Humphrey. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Don't forget to visit our website and follow us on LinkedIn and Twitter for more great content and information to improve your healthcare organisation.

We all turn to trusted colleagues or friends for advice, but sometimes we want real advice, not just to be told how brilliant we are. When you find those colleagues it's their advice that will push you to being a better leader and help you go in the right direction. Today I'm talking about how you don't have to do everything by yourself, asking for and getting help can make you a stronger leader. Asking for advice can steer you in the right direction of people or of tools and resources. I also share how it's important to understand what your organisation, business or team requires of you now. The leader you needed to be five years ago will be different to the leader you need to be right here and now. I talk about asking ourselves what is needed for us to be the leader we want to be - now. "I'm so happy that I made the decision and really reflected on it and slept on it, got out of my own way and just asked for help." Tara Humphrey This week on The Business of Healthcare: The importance of real advice from friends and colleagues. Why you don't have to do everything by yourself. Other people can help you see the things you can't. How advice can steer you in the right direction. The importance of using the expertise around you. Why you should ask yourself what the business requires of you. The importance of being the leader you need to be now. Connect with Tara: The Business of Healthcare Scholarship THC Primary Care Tara Humphrey on Linkedin Tara Humphrey on Twitter Tara Humphrey on Instagram About Tara Humphrey Tara Humphrey is the founder of THC Primary Care, a leading healthcare consultancy specialising in workforce transformation. Tara and her team also work with GP federations supporting the implementation of clinical services. Tara has over 20 years of project management and business development experience across the private and public sector and has an MBA in Leadership and Management in Healthcare, is published in the London Journal of Primary Care and is the author of over 150 blogs. Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast with your host, Tara Humphrey. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Don't forget to visit our website and follow us on LinkedIn and Twitter for more great content and information to improve your healthcare organisation.

Owain Rhys Hughes is a serial entrepreneur, an ENT Surgeon, and the CEO of Cinapsis. Cinapsis provides a platform where clinicians are connected for them to understand patient problems, the speed in which the patient needs to be seen and who is best to manage that patient going forwards. Owain joins me today to talk about what led Owain to starting Cinapsis and the gap they are filling with their platform. He shares how they innovate their service rapidly by constantly applying updates and new approaches. He shares the different approaches needed for clinical work and running a business, and he talks about how as a business, they can be better by listening, helping and responding. "It's about understanding what the problem is, how quickly we need to address it and who the best person is to provide that advice – and that is what Cinapsis does." Owain Rhys Hughes This week on The Business of Healthcare: Who Cinapsis are and what they do. How they constant update and improve their services. The different approaches needed for clinical work and running a business. The importance of listening, helping and responding. How to identify 'what's in it for them'. How they are supporting both Primary Care and Secondary Care. Connect with Owain Rhys Hughes: Cinapsis on LinkedIn Owain on Twitter Cinapsis on Twitter Cinapsis website Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast with your host, Tara Humphrey. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Don't forget to visit our website and follow us on LinkedIn and Twitter for more great content and information to improve your healthcare organisation.

Clare Fuller is a Business Owner, Nurse and Lead Practitioner for Palliative and End of Life Care and has over 30 years of experience. She is a mum and yoga enthusiast, and this is her second appearance on the Business of Healthcare Podcast because Clare has something new to share… Clare joins me for the second time to talk about her new business venture 'Speak For Me LPA'. Clare shares why she has started her own business providing Legal Power of Attorney (LPA). She shares the details of what an LPA is, how it can provide peace of mind & why it's important to get one sooner rather than later. She shares the importance of being ethical in her business and why now was the right time to begin a new business. "I feel incredibly passionate about people's voices, their choices and their values being heard." Clare Fuller This week on The Business of Healthcare: The impact of talking on the Business of Healthcare Podcast. Why now was the right time to start a business. What an LPA is and what is does. The importance of getting one sooner rather than later. Misconceptions of the LPA. How to have those difficult conversations. The importance of being ethical. How an LPA can provide peace of mind and security. Connect with Clare Fuller on: Clare on Twitter Speak For Me LPA website Improving the Business of Healthcare – One Episode at a Time Thanks for tuning into this week's episode of the Business of Healthcare Podcast with your host, Tara Humphrey. If you enjoyed this episode, head over to Apple Podcasts to subscribe, leave your honest review, and share your favourite episodes on social media. Don't forget to visit our website and follow us on LinkedIn and Twitter for more great content and information to improve your healthcare organisation.