Mastering School Sales: Top Strategies for SLP, OT, and PT Contractors

Are you an SLP, OT, or PT looking to expand your contracting business with schools? Navigating the school sales process can be challenging, but with the right strategies, you can secure and manage direct contracts that ensure consistent annual growth. In this blog, we’ll explore proven techniques that can help you succeed in the school contracting market.

1. Understand Your Market

Before diving into school sales, it’s crucial to understand the needs of your market. Take some time to research local school districts, or districts in your target area, to identify those struggling to meet their in-house therapy needs.

Pay attention to:
-Current or Former Job Listings: These often highlight areas where the school struggles with recruitment or retention
- Word of Mouth:  Engage in conversations with stakeholders (parents, guardians, educators) about the school's therapy needs
-Former RFP Bid Winners (if applicable, not applicable in every state):  See what the school prioritizes in their staffing agency

Build Relationships

Networking is a powerful tool in the school sales process. Although it's a "longer game strategy" and doesn't result in an immediate sale, it is crucial for annual expansion. Establishing connections with key decision-makers, typically special education directors, can open doors to contract opportunities. Some ways to do this include LinkedIn and local special education conferences.

Tailor Your Pitch

When approaching schools as a small business, a one-size-fits-all pitch won’t cut it. Customize your proposal to address the specific needs and pain points of each district that speaks to your expertise, your skills, and the solution you're offering the district! 

Leverage Data and Technology

Use data to support your proposals and track your progress. Implement tools and systems that can help you analyze needs, spend your time wisely, and organize your materials so you can efficiently engage in sales conversations.  If your goal is annual growth, then target districts must be organized somewhere so you know when to next reach out, who the decision maker is, etc--even a simple spreadsheet can do the trick! 

 Provide Exceptional Service

Once you’ve secured a contract, delivering exceptional service is key to maintaining and growing your business. Up-sells, i.e. increasing a contract you have with a customer, are a wonderful way to expand your offerings without a large amount of sale's efforts.  Provide districts with consistent communication, quality assurance, and services that are compliant--this is the greatest growth strategy you can offer! 

**Ready to Master School Sales so You Can Grow Your Sale's Revenue Annually?**

If you’re serious about expanding your school contracting business, our Mastering School Sales Mini-Course is designed just for you. This specialized course, created by Therapist Support Network Founder and Author of the School Contractor Packet and School Staffing Packet, Elise Mitchell, will equip you with the knowledge and techniques needed to succeed.

Course Highlights:
- Authentic Sales Strategies: Learn how to connect with schools struggling to staff in-house for their therapy needs.
- Efficiency Tips: Streamline your sales process to save time and maximize results.
- Intentional Engagement: Build and maintain strong relationships with school districts.

Enroll today and start your journey towards consistent annual growth: https://www.thetherapistsupportnetwork.com/schoolsales