During these uncertain times, many practice owners are looking for new service areas that can provide additional revenue and marketing potential. One such area that many find attractive is in preventive services, which can seem like a great way to attract a new collection of asymptomatic patients who would otherwise slip through the net. However, there are some little-understood pitfalls to avoid when considering a prevention offering… So this week, I’m sharing a few approaches that can dramatically improve your results should you decide to begin selling prevention services in a cash-based practice.
In this episode, I explain the key factors to consider when rolling out prevention services. You’ll hear how to decide exactly who to target, how to position your service in a way that touches on the higher-order emotional benefits, and a simple method for using a prevention offer as a powerful lead magnet.
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 selling prevention services:
- A simple test that can help you understand whether the product or service you’re interested in selling is likely to draw in new patients.
- How to position a prevention service in a way that underscores a highly valuable benefit the patient will naturally appreciate.
- The strategic naming approach when selling prevention services that can help you get more patients to say ‘Yes.’
- How to leverage a prevention service offer as a lead magnet at an event to attract lots of new prospects to your clinic.
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