We are back with Module 2 of my Telehealth Income Explosion Program.
During one of our discussions this past week, we discovered something important.
Right now people are leading different lives and with that, they are doing different things and feeling different feelings.
From this, different needs and wants have arisen. Through discussion, we realized THE most important thing you could be selling to potential patients right now.
I’ll let digital healthcare expert, Mike Milligan start this one off…
“Right now people are in their homes, they’re going crazy. There’s a desperate need for human contact and reassurance and we know that fear and stress increases cortisol in the human body, which increases your sensitivity to pain. So you’re feeling more of everything. So right now being a voice and being a place for patients to find confidence and contact can be extremely powerful.”
That’s what you’re selling. You’re not selling digital PT. That’s just a name.
What you’re selling is what’s most important. And right now, I couldn’t agree with Mark more.
So let go of the image that you’ve got in your head that people are buying hands-on treatment and all this type of stuff. That’s going to be important on June 1st.
What you are selling is reassurance.
It’s the most fundamentally basic of situations to sell within. And you’re only job right now is to resonate and connect with people on their problems.
When people hunt down medical people we think that they want our Mackenzie exercises and our Mulligan techniques and they’ve never, ever, ever wanted that. EVER.
That was just a feature of delivering the thing that they’ve always wanted. Assurance, outcome, certainty, confidence.
They want peace of mind and to know that they’re problem is fixable. And if you can wrap your head around that, patients will love you for it.
You won’t need fancy sales or marketing techniques, you just need to understand what people want right now, what they need.
One of the key things I’ve learned through my career is if you can answer these questions for a patient…
- What’s wrong with me?
- What can you do to fix it?
- How much is it going to cost?
Then you can help anybody.
It’ the simple matter of eliminating their fear and eliminating their uncertainty and giving them reassurance.
Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.
Just click here:
P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.
Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:
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PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.