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Physiotherapy clinics · Sales process

Fix the steps between a first visit and a completed course of treatment.

A sales process for a physiotherapy clinic is the fixed set of steps between a patient's first visit and a completed recommended course. It covers how the plan is explained, how missed sessions are followed up, and when progress is reviewed. GullySales writes this with your therapists and front desk.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of physiotherapy clinics at work in India

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for physiotherapy clinics

Sales and marketing for physiotherapy clinics, the overview.

Last updated 8 Nov 2026. Rules for this trade differ by state and professional body, and they change. We describe restrictions in general terms, so check the current position with your own council or adviser before you publish anything.

For physiotherapy clinics

Where it usually goes wrong, and what we would do.

  • “The full course needs to be explained and booked upfront”

    A patient told about the full recommended plan and its likely outcome at the first visit is more likely to complete it than one booked session by session.

  • “A missed session needs an immediate rebooking call”

    Letting a missed appointment go unaddressed for a week often turns into the patient quietly dropping out of the course.

  • “A progress review mid-course re-engages a wavering patient”

    A short check-in showing measurable improvement partway through the course reminds a patient why they started.

What we do

What we deliver for physiotherapy clinics.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A full-course explanation script

    A script for explaining the complete recommended plan at the first visit, not session by session.

    Result: A patient understands the full plan before deciding to commit to it.

  2. Missed-session rebooking step

    A same-day message or call triggered whenever a patient misses a booked session.

    Result: A missed appointment gets an immediate chance to be rescheduled.

  3. A mid-course progress check-in

    A short, scheduled check-in partway through a course to review progress with the patient.

    Result: A patient reconsidering the remaining sessions hears from the clinic first.

  4. A written process checklist

    A documented set of steps for the front desk and therapists to follow from first visit to completion.

    Result: The same process happens whichever staff member is handling the patient.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

Take a patient from the first call to the last session of the course in fixed steps.

Call and referral
Ask the condition, the referring orthopaedic surgeon or neurologist, any scans or surgery date, and whether they want clinic or home visits. Record the referral source by the doctor's name.
Assessment session
Assess range of motion, pain and function, and write the findings in the patient's file. Note the goal the patient states, such as climbing stairs or getting back to badminton.
Plan and fee
Explain the planned sessions, what each involves and the package or per-session fee. Record the plan agreed and whether they paid for a package.
Booking the slots
Book a fixed time slot for the whole plan at the start, so the patient builds a routine. Enter every slot in the appointment book.
Home exercise check
Give printed or video exercises and check them at the next session. Record whether the patient is doing them, since one who skips them may be the next to stop coming.
Discharge and surgeon update
At the last session, re-test and send a short progress note to the referring surgeon. Record the discharge outcome and any maintenance plan offered.

Who it is for

This is written for these physiotherapy clinics.

  • Sports injury and orthopaedic rehab clinics
  • Post-surgical rehabilitation centres
  • Neuro-rehabilitation clinics
  • Prenatal and postnatal physiotherapy practices
  • Geriatric and home-visit physiotherapy services
  • Paediatric physiotherapy clinics
  • Chronic pain management clinics
  • Corporate ergonomics and workplace physiotherapy consultants

Not for

It is not the right fit if.

  • The clinic has not decided whether a full course is offered upfront, so the steps would describe a process that is not followed.
  • One therapist does the assessment and the booking, and a formal process would add paper to a short conversation.

How it works

How the sales process work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Study current deal flow

    We trace how deals actually move today, comparing across reps and outcomes.

  2. 2

    Define the stages

    Clear stages and criteria are designed to match how deals genuinely progress and close.

  3. 3

    Configure the CRM

    The process is built into your CRM so it is enforced structurally, not just documented.

  4. 4

    Train the team

    Reps are trained on the new process and why each stage exists.

  5. 5

    Review adoption

    We check after rollout whether the process is being followed and adjust where it is not.

Proof

What happened when owners fixed this.

Real clients, the work we did, and the result as it was recorded. Where no number was recorded, none is claimed.

All case studies

  • Kerur Pain Clinic

    Situation
    The clinic had no website setting out its services, so a patient weighing it up had nothing to read before deciding to come in.
    What we did
    • Competitors mapped
    • A website that answers the patient
    • On-page and local search work
    • Link building and technical fixes
    Result
    No numbers were recorded for this engagement. The work is described in full in the case study.
    Read the case study

Also worked with

Chord Road Hospital · Curtain Label · Difesa Security Services · Felicity Inn · Hands On CSR · Implevista · Kambar Group · Kalessi · LL Trust · Lucky Deals · Natural Gases · NavaShakthi Souhardha · NewCom Logistics · Proton Technical Services · SB Engineering · Shakthi Foundation · Shakthi Group · Urbanest · Insyde Studio · Venkateshwara Laser Tech · Vivara Studios

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Is this too much process for a two-therapist clinic?
No. It is one written checklist at the front desk, read against how many courses were finished.
Do we need special software?
A shared sheet works for a single clinic, and a simple CRM helps once patient volume grows.
A patient asks the cost per session and nothing else. Should we just quote it?
Quote it, then ask what the problem is and offer an assessment. A per-session price alone says nothing about how long the plan runs or what it includes, so they compare on the cheapest number. Note the condition they mentioned, so the follow-up call is about that.
Should the therapist or the front desk handle package payments?
Let the therapist explain the plan and the reason for it, and the front desk handle fees, packages and refunds for unused sessions. Keeping money out of the treatment room keeps the plan sounding clinical, not sold. Write the refund rule on the receipt.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for physiotherapy clinics.

All articles

More for physiotherapy clinics

Everything else we would do for you.

Closest to this: sales craft

Also for physiotherapy clinics

Or start from the overview: sales and marketing for physiotherapy clinics.

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