CBP 227 - Converting Attendees into Cash-Pay Consults at a Busy Event - squareImagine you’re at a busy event, and more than one potential client is waiting to talk with you. How can you juggle prospects in a way that makes the most of all your opportunities? This is a common problem for practice owners who choose to try some event marketing without a team at their disposal. The environment can be overwhelming, and the pressure to get attendees to sign up for a consultation can sometimes lead you to sacrifice one sale for another. Fortunately, there are some simple strategies for converting attendees into cash-pay consults that can help you get the time you need with each prospect.

In this podcast, you’ll hear me coaching one of my Mastermind members on how to manage the crowd at an upcoming event to maximize the number of scheduled consults for her mobile PT practice. You’ll hear tips on how to avoid feeling rushed, leveraging non-clinical help to speed up assessments, using virtual consultations for follow-up, discount strategies, and screening participants so you can invest your limited time wisely.

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 topics related to converting attendees into cash-pay consults at an event:

  • How you can have meaningful conversations that quickly provide value without feeling rushed.
  • Techniques to increase your conversion rates, even in the most hectic environments.
  • The power of pre-framing to set expectations and ensure potential clients recognize the high value in your offer.
  • How to leverage virtual consultations as an easy follow-up method that affords each potential client the attention they deserve.
  • Discount strategies that can boost conversions and dramatically increase your ROI over time.

I’ve got a free resource for you: “Lead Management & Patient Followup Tracking Spreadsheet & Training,” which helps ensure you follow up with every lead so you will never again let someone slip through the cracks and be forgotten. 

Click below to download it now:

Lead Management & Patient Followup Tracking Spreadsheet & Training


Thanks so much for checking out this week’s podcast… hope you enjoy the resource!


>> Click Here to learn how to start, grow, or transition your own Cash-Based Practice <<



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CBP 196: How to turn physical therapy workshop attendees into cash-pay patients

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CBP 162: How to find new patients fast with in-person marketing strategies

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How to Generate New and Return Patients via Email in Just 15 Minutes a Week

In this masterclass, you’ll learn how to write emails that generate new business for your clinic—without cheesy sales tactics or lots of unsubscribes. You’ll discover the secrets and strategies that keep people on your list over time, so you can develop the trust required for prospects to happily become patients or stay on top of mind so discharged clients will return to your clinic whenever they need treatment again. Check it out here.


If you want to use presentations or workshops to generate loads of cash-pay patients, look no further than this course. This provides a step-by-step guide on how to create webinars or offline workshops that generate patients for your private practice … on autopilot! Check it out here.

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