Tired of losing patients to a cheaper clinic when you know they really need the higher-level care you provide? Sadly, the cost to the patient of not getting the help they need can be far greater than the cost to you of simply losing their business. And this is why you’ll definitely want to check out this week’s podcast to learn how you can address the underlying concerns that lead many patients to decide they cannot afford the best available treatment.
In this episode, I explain how you can help your financially strapped patients afford the treatments they need in order to be able to fully enjoy their lives. You’ll hear tips for how to address cost objections—including three powerful tactics that can make a plan of care more affordable, how to guide the conversation to focus on value, and how to develop your selling skills.
This “highlight” is taken from Q&A calls 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, I discuss these topics related to handling price questions in a cash-based practice:
- The real reasons why many patients will say they can’t afford the care they need—and why it usually isn’t true.
- How you can use payment plans and package discounts to bring treatment costs into a comfortable range for those with limited resources.
- How to frame the value of your services in a way that inspires patients to find ways they can afford the treatment they need.
- A creative solution that can allow a practice to offer a more-economical treatment option for lower-income patients.
- Tools to help you improve your sales techniques so you are better equipped to guide prospects toward choosing the best possible care.
Resources mentioned in this episode:
- Influence: The Psychology of Persuasion
- Predictably Irrational
- No BS Direct Marketing
Want step-by-step guidance to create and optimize your own Cash-Based Practice?