Whenever you are trying to “sell” something, people are going to have objections.
Most of the time these objections manifest as excuses.
Trying to get your past patients to buy into Telehealth may come with its challenges, but as long as you know what you’re dealing with ahead of time, you can create a game plan.
So what is the biggest objection when it comes to getting people to try Telehealth?
Expert Juan Michelle Martin weighed in…
“Money, like everybody else. You know I have people coming to be because they’re in pain and I’m like, well, you know, do you want to hurt or do you not want to hurt? And initially, for me, that was a problem. And I think I’ve just gotten to the point where I know they’re in pain. We’ve talked about all these things, I’ve asked them their problems. And make sure that you’re asking them questions, because then when they give you the rebuttal, you have the answers that they’ve given you to use against them.
So they’ve told you these things. You asked them these questions. And you told me, just now that this is the problem and we can fix that. You know, we’ve already talked about how we can address it. You’ve already said that that’s what you want. So what’s the real objection? Do you really value the money over the cost of making you better?
Sometimes I’ll tell, let’s at least get an evaluation done. Like I always say, I want to make sure that you’re not hurting. If you choose to go elsewhere, that’s fine. But lets at least get that eval so that you don’t have to be hurting right now. We can at least start to take care of that. And usually, by the time they do that, they just end up staying. Once you get them booked for the eval, they will end up staying for good.”
It’s no different then what I’ve been saying for years.
You find the thing that’s more important than money and you sell that to your patient.
It’s not about money, it’s not about the problem, it’s taking away the symptom the problem creates.
And we can SILL do that with Telehealth.
The next module on the Telehealth Income Explosion Program starts at 5pm EST today.
Join now and you’ll get access to last weeks first module immediately:
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.
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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.
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- MORE from LESS: The Go To Strategy During A Financial Downturn (Like here in 2020) - 15th October 2020
- How To Confidently Sell Your Physical Therapy Services - 29th April 2020
- Telehealth: What Does The Future of PT Look Like? - 17th April 2020
- How To Get More Buy-In From Patients - 16th April 2020
- Telehealth: Have You Already Done It Without Realizing? - 16th April 2020
- Telehealth: What Is the Most Important Thing You Can Sell Right Now? - 15th April 2020
- Telehealth: Is A Marketing Funnel Needed Right Now? - 14th April 2020
- Telehealth: What Happens To Discovery Visits? - 13th April 2020
- Telehealth: How Will I Compete With “Big Box” Insurance Companies? - 10th April 2020