Last week we had our first module of The Telehealth Income Explosion. To kick things off we were joined by Telehealth Expert, Juan Michelle Martin. Well, of course, the marketer in me couldn’t resist asking “Who is your Perfect Patient?”.
And I didn’t just mean during this unusual time. I wanted to know under normal circumstances, who is Telehealth catered to. Her answer was this…
“The people that are hurting, that want help now. The busy executives. I mean, it really depends on your niche. The moms love it because guess what? They don’t have to leave the house. They’ve got babies to take care of, they’re worried about nap times, having to get in the car, find child care. And you’ve gotta really speak to the problems that they have.
I live in Georgia, right? So the average amount of kids people have is at least two or three and they don’t wanna have to find child care each and every time. They may not be able to always get a family member, so now, they’ve got to pay for a sitter, then they’ve got to leave so they can come to see you. I don’t want to do that. So Telehealth is a really viable option for them. The other thing is, you can just plan it around something like the baby’s nap time. Or if they’re coming to me and they say, my neck is hurting, I tell them to let me know when they are nursing the baby and let’s schedule your session then because I guarantee you that that’s when you’re having this problem.
Or let’s say the busy executive. They don’t want to have to leave work if they don’t need to. They don’t have the time. So what can you do to make this a viable option for them?
You can even think about changing your hours. Could you see patients between five and eight o’clock that morning? Could you see patients between eight and 11 at night? Can you give those people who have that busy schedule a different option? So they’re not having to take PTO or they’re not having to take time out of their day. Because even if you’re doing Telehealth, we can’t assume they’re gonna have that time as a lunch break. Now they’re at work, are they really going to want to do this while they’re at work? So then you see if you have weekend hours that you can make available for them. That’s the beauty of telehealth that I hope most of you guys get. There’s just so much flexibility. So utilize it.”
So, in summary, under NORMAL circumstances, there are two groups of people who buy Telehealth:
1. Busy Executives who value their time more than their money
2. Busy moms who can schedule appointments around their baby’s nap times.
However, these are not normal circumstances.
That means there’s a different group to target under these (coronavirus induced) circumstances and that is:
Your past patients.
And, more specifically,
Your past patients who are STUCK AT HOME. And if you think about it, that is where your opportunity is…
I don’t think for one-second Telehealth will replace ALL of your lost income, but I know it WILL go a long way to replacing SOME of it.
Right now, it is about “stopping the blood loss”- not trying to run a marathon.
If we can just stop the blood loss for the next few weeks then our businesses are going to be alive when all of this is eventually over…
Our businesses are in the Emergency Room right now. Don’t worry about checking for body mass index and cholesterol.
Just focus on the heartbeat and the amount of oxygen that is going around the body to stay alive.
Right now Telehealth is the HEARTBEAT and CASH is the oxygen.
You can still enroll and access to all my Telehealth Content, which includes every and anything you may have missed.
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And be sure to check out my Podcast where you can listen to this question being answered, here.
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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.