Do you hate it when a prospective patient asks about insurance right out of the gate? If so, you are not alone. But fortunately, handling those calls is a learned skill and there are quite a few things you can say to convert phone consultations into cash-pay patients—even when they have been seeing in-network providers for years.
In this episode, I share some proven strategies to convey the high value of your service to prospective patients whose experience with other providers has led them to expect fairly inexpensive treatment for relatively low-level care. You’ll hear how to find out what is most likely to motivate the patient to invest in their care, how to quickly decide if a caller is unlikely to become a patient, and how to deftly address concerns about price.
This “highlight” is from a Q&A call with my Mastermind Gold group—a highly interactive, supportive group where people who have tons of questions and concerns about how to start, grow, or transition to a cash-based private practice get the answers, resources, and confidence they need to build the practice of their dreams. We have a group coaching call every week, and we occasionally use excerpts of those calls for this podcast.
More specifically, we discuss these strategies to convert phone consultations into cash-pay patients:
- How to discover which elements of your service would be most valuable to the prospective patient so you can improve the odds you will be able to successfully convert phone consultations.
- A simple way to determine if it’s worth the time to explain your value proposition to the caller or if you should just accept a quick “no.”
- How to guide the conversation to highlight what differentiates your practice from the insurance-based competition without sounding like you are bashing your competitors.
- What you can say when a patient raises a strong concern about price in order to reassure them that the investment will be worthwhile and improve.
- The most-efficient way to handle calls in which it becomes clear the prospective patient intends to shop around.