Given the pace of modern life and the fact that people tend to keep a smartphone at hand 24/7, it’s not uncommon for a cash-practice to receive some pretty tricky questions in writing rather than in-person. So what’s the best way to handle such sensitive price questions—given the obvious limitations inherent in responding by email or text—so their decision isn’t reduced to only dollars and cents?
In this episode, I walk you through how to manage written rate questions in a way that maximizes your potential to turn those prospects into paying customers. You’ll learn exactly how you can create an opportunity to understand the potential patient’s needs, so you can get them excited about the level of care you provide and help them understand the high value of your services.
And for more on the topic of answering questions on cost, check out my Masterclass series that teaches how to confidently answer the dreaded question: “Do you take my insurance?” You’ll learn how to skillfully guide the initial phone conversation and convert the maximum number of prospects into cash-pay customers.
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:
- The best strategy for turning an automatic price-based “no” into an enthusiastic “yes.”
- How to carve out an opportunity to demonstrate the tremendous value of your services.
- How to skillfully guide the initial conversation so you get prospects focused on achieving their goals.
- The timing for answering price questions that will enhance conversions.
- Why being somewhat vague about costs when you schedule a new patient can result in a lot of wasted time and even some negative word of mouth.
- How to respond if the conversation pivots to the topic of insurance, so you get an opportunity to explain why your cash-based services are a great value.
Want step-by-step guidance to create and optimize your own Cash-Based Practice?