{"id":1062,"date":"2016-06-14T12:20:12","date_gmt":"2016-06-14T11:20:12","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1062"},"modified":"2016-06-14T13:30:21","modified_gmt":"2016-06-14T12:30:21","slug":"what-a-patient-price-objection-really-means","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/what-a-patient-price-objection-really-means\/","title":{"rendered":"What A Patient “Price Objection” Really Means"},"content":{"rendered":"\n\n
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\n 5\/5 - (2 votes) <\/div>\n <\/div>\n

In comes this message from one of my coaching group members last night:<\/p>\n

===<\/p>\n

\u201cSo I scheduled a new client a few weeks ago for today – who canceled and then used money as her excuse. <\/em><\/p>\n

When she tried to cancel I reminded her about all of the things (her goals, visions, etc) that she shared with me over the phone and was able to convince her to keep her appointment. <\/em><\/p>\n

Still – in my mind I was thinking – this is going to be a waste – I already knew from the phone call that she was going to need a lot of sessions with me to make any kind of improvement, and if she was already complaining of money this was going to be a waste of my time. <\/em><\/p>\n

Nonetheless – I showed up today ready to give her 110% value even if she never came back. I delivered my prescription of care completely unattached to the outcome and she paid for the eval plus 10 sessions right on the spot! $1575!!\u201d<\/em><\/p>\n

– Carrie Jose Grove, Portsmouth, NH.<\/strong><\/p>\n

===<\/p>\n

\u2013 Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education >>><\/a><\/p>\n

This email sums up pretty much EVERYTHING that I\u2019ve been preaching since the day I started\u2026<\/p>\n

\u2026and is precisely how I\u2019ve grown my own clinic so successfully.<\/p>\n

It\u2019s because there\u2019s NO such thing as a price objection.<\/strong><\/p>\n

Only a lack of certainty in the outcome (in exchange for the time and money) being felt by MOST patients at the beginning of a new relationship – with anyone.<\/strong><\/p>\n

PT\u2019s included, and ill health offers NO exceptions.<\/p>\n

\"What<\/a><\/p>\n

The way to beat it?<\/strong> (\u2026the uncertainty) <\/strong><\/p>\n

Easy\u2026 \u201cstop selling PT\u201d.<\/strong><\/p>\n

Nobody wants it.<\/p>\n

(Or very few, anyways\u2026)<\/p>\n

What do they want?<\/strong><\/p>\n

Solutions to problems…<\/p>\n

To achieve their \u201cgoals\u201d…<\/p>\n

To be able to close their eyes, look into the future and see an active, more mobile – independent way of living (free of pain!).<\/p>\n

\"QUOTE<\/a>
\nThe trouble is\u2026<\/p>\n

\u2026for many PT\u2019s\u2026<\/p>\n

\u2026they DON\u2019T take the time to build the systems that allows you to easily acquire this sort of information BEFORE price is even discussed.<\/p>\n

\u2013 Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education >>><\/a><\/p>\n

It\u2019s a case of:<\/strong><\/p>\n

\u201cThe phones ringing\u2026<\/em>
\nsomeone answer it\u2026<\/em>
\ntake their insurance details<\/em>
\nand get them an appointment!\u201d.<\/em><\/p>\n

That was fine – in the 1980\u2019s.<\/p>\n

But not now that we have a consumer who spends all day – and all night – connecting and engaging on things like Facebook and Instagram\u2026<\/p>\n

\u2026or searching for information (looking for any other alternative to PT that they can find), on Google.<\/p>\n

There\u2019s a reason that Google is a multi-BILLION dollar company.<\/p>\n

There\u2019s a reason that Facebook is a multi-BILLION dollar company.<\/p>\n

And that\u2019s because they figured out how consumers want to ENGAGE and CONNECT\u2026<\/p>\n

\u2026and how they want to search for solutions to their problems.<\/p>\n

And they\u2019ve made it easy for them to do both!<\/p>\n

Any PT clinic – anywhere in the world – that doesn\u2019t have a system in place that gives prospective consumers INFORMATION in-advance<\/strong> of the price conversation\u2026<\/p>\n

\u2026OR, who doesn\u2019t take the time (like 10-15 mins on the first phone call) to connect and engage (in the same way that Carrie did above\u2026)<\/p>\n

\u2026is, without doubt, going to leave at the end of every day wondering why the phone is ringing LESS\u2026<\/strong><\/p>\n

\u2026why people are committing to LESS (sessions)\u2026<\/p>\n

\u2026and why they are always wanting to pay LESS!<\/p>\n

The end result?<\/p>\n

At best – a \u201cflat line\u201d in clinic profits and years and years of struggling to survive.<\/p>\n

The solution?<\/strong><\/p>\n

Drop the lame excuses like \u201cwe\u2019re too busy\u201d, \u201cthey don\u2019t want to pay\u201d<\/em> and all the other disrespectful crap that is being piddled around about patients who are simply SCREAMING out for MORE, before they commit.<\/p>\n

They are paying more – it\u2019s time to step and give them more.<\/p>\n

Sincerely,<\/p>\n

Paul Gough<\/p>\n

P.S<\/strong> In case you missed it\u2026<\/p>\n

===
\nLast Weeks Top Content Is Here For You<\/strong>
\n===<\/p>\n

Last weeks the \u201cPaul Gough Physio\u201d Show <\/a>aired on Facebook with Episode 016 being one of our most popular so far…<\/p>\n

Watch and learn<\/a> as I work with my staff, live inside my own clinic, telling them STRAIGHT, things that they REALLY need to hear – even if they don\u2019t like it.<\/p>\n

Watch the 18 min show, here. <\/a><\/p>\n

When you do, you’ll also learn how we deal with that one \u201cirate\u201d client who every clinic occasionally picks up \u2026but we all wish we hadn\u2019t!<\/p>\n

And if you\u2019ve been following the progress of the PT Business Growth School \u201chighlights\u201d – here\u2019s the info from Week 5 <\/a>where we talked for nearly 3 hours about Marketing Automation.<\/p>\n

Watch the video\u2026 or read the blog\u2026 either way, the highlights are here for you.<\/a><\/p>\n

Enjoy the fresh, new content….<\/p>\n

===<\/p>\n

\u2013 Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education >>><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

In comes this message from one of my coaching group members last night: === \u201cSo I scheduled a new client a few weeks ago for today – who canceled and then used money as her excuse. When she tried to cancel I reminded her about all of the things (her goals, visions, etc) that she…<\/p>\nRead More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[34],"tags":[],"yoast_head":"\nWhat A Patient "Price Objection" Really Means | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Discover why Any PT clinic - anywhere in the world - that doesn\u2019t have a system that gives consumers INFORMATION about price, will face objections\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/what-a-patient-price-objection-really-means\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What A Patient "Price Objection" Really Means | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"Discover why Any PT clinic - 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