Do you secretly dread having to sell your services to prospective patients? If so, you’re not alone. This is one of the most-common complaints I hear from other cash-practice owners, which is a problem because it’s a necessary part of running any successful business. Fortunately, it’s possible to develop a comfort level with selling that will not only make those conversations less awkward, it will also improve your new-customer conversion rates.
In this week’s episode, I explain exactly how to navigate the discussion in a way that will have you feeling less like a used-car salesman and more like the expert healthcare provider you are. You’ll hear how to keep the focus on the value you deliver, how to manage your discovery sessions to improve conversions, and how to address objections so your prospects can choose your services with confidence.
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 on how to sell your services:
- How to describe the transformation you are selling in a way that makes the full value obvious to the customer.
- The mindset shift that makes it far less awkward to discuss the details of your offer with a prospective patient.
- How you can guide the conversation and preframe your offer in order to improve your discovery session conversion rates.
- An approach for addressing financial limitations so the patients who really need and want your care will be able to afford the cost.