If you’re trying to sell treatment packages in your practice, it’s highly likely you’re committing a vital mistake that is costing you a lot of money, and lowering the number of patients you get to help.
More specifically, I discuss these topics related to your physical therapy package pitch:
- The reason that offering the option of expensive packages during the initial consult actually prompts many patients to decide they don’t want to schedule another visit.
- When I recommend bringing up your treatment packages so you can avoid outpace the relationship you’ve nurtured with that patient.
- Customer-friendly language for introducing physical therapy packages in a way that helps the patient focus more on their savings than on the size of the investment.
- How to mitigate patient disappointment related to their “lost” savings upon learning about a discount option after they’ve already paid full price for some visits.
How to sell more cash-pay physical therapy packages & the #1 mistake to avoid:
I’ve got a free resource for you called the “Cash-Pay Treatment Package Calculator,” which allows you to easily leverage the optimal timing for your pitch by offering a retroactive discount on any session they’ve already paid for in full.
Click below to download this simple tool that can help you get more enthusiastic yes’es when you offer a costly treatment package:
HERE ARE SOME MORE EPISODES ON how to sell treatment packages:
This podcast is perfect for anyone interested in learning how to better manage patient price objections, with tips on how to skillfully use discounts and frame the offer in a way that makes the value obvious.
CBP 161: How to sell packages in a cash-based practice
In this episode, I walk you through how to effectively sell packages to your patients, including the simple analysis that will enable you to predict if offering discounted plans is likely to become a problem later on.
CBP 170: Creative approaches to help patients afford the high-quality care they need
This podcast offers some great tips for how to address cost objections—including three powerful tactics that can make a plan of care more affordable.
CBP 088: Monthly Payment Plan Membership Model for a Cash-Based Practice—with Cameron Garber
In this interview, Cameron Garber explains how he uses treatment packages with monthly payments to help patients afford care while providing the practice with predictable, stable revenue.
MORE RESOURCES TO HELP YOU market your cash-based practice:
5 Simple Strategies That Turn Existing Patients Into a Predictable Source of Referrals
Learn exactly what to do to ensure you are getting the most new business out of all your current and past customers. Check it out here.
