Finding Your Authentic Sales Voice: A Guide for OTs Entering the Online Business World

As occupational therapists (OTs) venture into entrepreneurship, many find that one of their biggest challenges is mastering sales. Transitioning from a healthcare provider focused solely on patient care to a business owner navigating sales can feel intimidating. In this post, we’ll explore how OTs can discover their authentic sales voice—one that feels natural, builds trust, and leads to meaningful client connections.

Overcoming the Fear of Selling

It’s common for OTs to feel apprehensive about sales. Many worry about coming off as pushy or insincere, especially when past experiences with salespeople have left them feeling like just a number. A HubSpot study even found that 58% of people distrust salespeople, highlighting the reputation that sales can have. But here’s the good news: sales don’t have to be “icky.” In fact, they shouldn’t be.

The Balance Between Aggressive and Passive Sales

Through my experience coaching OTs, I’ve noticed two common pitfalls:

1. The Hard Sell: This approach jumps straight into promoting products or services without warming up the conversation. It feels transactional and leaves potential clients disengaged.
2. The Friend Zone: The opposite extreme involves being so casual and hesitant that the conversation lacks direction. Potential clients might enjoy chatting about shared interests, but they leave unsure about your offerings or next steps.

Both approaches miss the mark. Authentic sales lie somewhere in the middle—guiding the client with leadership while remaining genuine and personable.

The Shift in Mindset: Building Relationships, Not Just Sales

Sales should be seen as relationship-building rather than deal-closing. This subtle shift changes everything. When potential clients first encounter your business—whether through a social media post, a blog, or an email—each interaction is an opportunity to build trust. As Grant Cardone emphasises, “People buy from people they trust.” Without trust, even the most valuable service won’t sell.

The Power of Authenticity

Being authentic means embracing who you are. Many OTs struggle to present themselves online, often defaulting to ultra-professional personas that lack warmth. Others may share so much personal content that their business purpose gets lost. The sweet spot is showcasing the human behind the brand while maintaining professionalism. When clients buy high-ticket offers, they’re buying you—your energy, vision, and mission. It is more than a “service”. You are the product. This is why having a photo, sharing your name, and speaking directly to your audience are crucial for building trust.

Tips for Finding Your Authentic Voice

1. Understand Your Values and Vision: Reflect on why you started your business and what impact you want to make. Aligning your messaging with your purpose allows your passion to shine through, making conversations more magnetic.
2. Choose a Communication Style That Fits You: Are you naturally warm and conversational? Do you lead with empathy or prefer a direct approach with a touch of humour? There’s no single “right” way, but the goal is to make your communication feel authentic.
3. Listen and Learn: Treat every client interaction as an opportunity for deep market research. Listen to your clients’ needs, ask questions, and guide them toward solutions that align with their goals.
4. Embrace Imperfection: Not everyone will resonate with your voice—and that’s okay. Trying to please everyone dilutes your message. Focus on connecting with those who align with your values and vision.  

Remember: Sales Is About Solving Problems

At its core, sales is about helping clients solve their problems. When approached with this mindset, sales become a natural extension of the relationship you’re building. The more authentic and passionate you are, the more potential clients will trust you—leading to growth that feels both rewarding and sustainable.

Next Steps

If you’re ready to enhance your sales skills and grow your OT business, consider how your unique qualities can shape your approach. Take time to reflect, practice, and adapt your communication to maintain authenticity. Your ideal clients will appreciate your genuine voice, and your business will thrive as a result.

Listen to the full episode for info