Tired of dealing with uncomfortable silence or a hasty ‘no thanks’ as soon as a prospective patient hears how much they’ll have to pay for treatment at your clinic? You may be surprised to learn that it can be relatively easy to head off all that sticker shock—so you can enjoy higher conversion rates and greater patient commitment to the importance of their own care.
In this week’s podcast, I walk you through some simple yet incredibly effective strategies for minimizing price sensitivity among potential patients. You’ll hear how to skillfully guide discussions so that prospects will come to truly understand why the high value of your services is worth more than the out-of-pocket cost to them.
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 reducing sticker shock:
- Pre-framing tactics that shift a patient’s focus from money to the incredible value of the treatment your practice provides.
- How to deal with your sense of time pressure when a prospect has begun the conversation with questions about cost.
- How you can deftly direct the conversation to highlight important details that differentiate your practice from its insurance-based competition.
- Using the feel-felt-found approach to address price objections in a way that improves conversion rates.
- How to leverage a free consult to temper the initial sticker shock and give yourself more time to establish a connection with a hesitant prospect and share more about what your practice has to offer.
WANT STEP-BY-STEP GUIDANCE TO START, GROW, OR TRANSITION YOUR OWN CASH-BASED PRACTICE?
>> Click Here to learn how to start, grow, or transition your own Cash-Based Practice <<