{"id":1122,"date":"2016-07-25T15:00:11","date_gmt":"2016-07-25T14:00:11","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1122"},"modified":"2016-07-25T15:36:43","modified_gmt":"2016-07-25T14:36:43","slug":"how-to-answer-the-whats-your-prices-question-without-losing-anymore-patients","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/how-to-answer-the-whats-your-prices-question-without-losing-anymore-patients\/","title":{"rendered":"How To Answer The “What’s Your Prices” Question Without Losing Anymore Patients…"},"content":{"rendered":"\n\n
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\n 5\/5 - (1 vote) <\/div>\n <\/div>\n

This question was left in my private Facebook Community last night: <\/strong><\/p>\n

===<\/p>\n

“Set up a booth a local expo event over the weekend… had a few guys come to the booth interested and one of their first questions were “how much are the sessions?”<\/em><\/p>\n

I tried to say something like we have a variety of treatment packages and payment plans available depending on what you may need.<\/em><\/p>\n

They then came back with something like “well on average what does it cost for a session.” <\/em><\/p>\n

How would you handle this situation? <\/em><\/p>\n

I lost them both after giving them the price”.<\/em><\/p>\n

– Ryan Seifert, Outcomes PT, Austin TX.<\/strong><\/p>\n

===<\/p>\n

How would I handle this situation?\u2026<\/p>\n

Easy\u2026<\/p>\n

By asking the prospective patient a couple of questions back\u2026<\/p>\n

And the first is always\u2026 ALWAYS\u2026 ALWAYS:<\/p>\n

\u201cWhat have<\/strong><\/em>
\nyou done?\u201d\u2026<\/strong><\/em><\/p>\n

Because the easiest way to LOSE a patient who asks a \u201ctransactional\u201d question\u2026<\/strong><\/p>\n

\u2026is to answer it with a \u201ctransitional\u201d response<\/strong> and actually give them the price.<\/p>\n

Asking \u201cwhat have you done?\u201d\u2026<\/strong><\/p>\n

\u2026is you connecting and engaging\u2026<\/p>\n

\u2026it\u2019s what their FRIENDS and FAMILY will be asking\u2026<\/p>\n

\u2026and allows the guy asking \u201chow much?\u201d, to talk to you about himself, his problems – and his goals and needs – BEFORE he makes a judgement on your services based upon three numbers in a row.<\/p>\n

(Key word – “before”)<\/strong><\/p>\n

What happens when they open up and talk to you all about their problems?<\/p>\n

Simple:<\/p>\n

You LISTEN.<\/p>\n

Ask another question\u2026<\/p>\n

Maybe another\u2026<\/p>\n

And however many it takes to extract the information so that you can THEN prove to him that:<\/p>\n

a)<\/strong>. You understand his frustration and concerns<\/p>\n

b)<\/strong>. You\u2019ve heard his story before<\/p>\n

and<\/p>\n

c)<\/strong>. How your skills and solutions can clearly solve his problems.<\/p>\n

Once you\u2019ve done that\u2026<\/p>\n

\u2026the number that comes out of your mouth – which should be at least $150 – is now the amount that you charge to SOLVE HIS SPECIFIC PROBLEM.<\/p>\n

Not provide PT.<\/p>\n

(Big difference, massive difference\u2026.)<\/p>\n

And if you REALLY wanted to do this right\u2026<\/p>\n

How about you ask him this question:<\/p>\n

\u201cIs the price per session the number one thing that will influence the PT that you choose\u2026<\/p>\n

\u2026or are are you more interested in receiving the best possible outcome?\u201d<\/p>\n

Then pause.
\n.
\n.
\n.
\n.<\/p>\n

Then wait for his reply\u2026<\/p>\n

It\u2019ll NEARLY always be that people want the best possible outcome for themselves\u2026<\/p>\n

\u2026after that, your price can be given and it almost becomes irrelevant what you charge because:<\/p>\n

1). He wants the best possible care<\/strong><\/p>\n

and<\/p>\n

2). Your fee is about solving his problems<\/strong><\/p>\n

(NOT getting PT).<\/p>\n

Make sense?<\/p>\n

I hope so\u2026<\/p>\n

Because the faster you\u2019re able to communicate with – and influence – the MASSIVE amount of people with problems that you can solve, then the faster aaaaaaaaaaaaallllllllll of your business headaches will disappear.<\/p>\n

Sincerely,<\/p>\n

Paul Gough<\/p>\n

P.S<\/strong> \u201cSelling to Serve\u201d\u2026<\/p>\n

\u2026what I\u2019ve just described to you in the lesson above is SELLING MY SERVICES with the intent to SERVE more people better.<\/p>\n

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

Almost everything that I\u2019ve learned about \u201cselling\u201d my services – A.K.A. proving value up front – is going to be revealed on this class:<\/p>\n

– Selling To Serve: Raise Your Income, Serve More People! > <\/a><\/p>\n

Expect a HUGE mindset shift, more confidence, the ability to answer more difficult questions, make stronger and more impactful business decisions – and raise your rates to the $150 + level that you should be charging (at LEAST!).<\/p>\n

If you\u2019re wanting to get any, all, or just some of that – join me and the other students on the LIVE video seminar event that kicks off next Thursday morning (4th August at 10.30 EST):<\/strong><\/p>\n

– Selling To Serve: Raise Your Income, Serve More People! > <\/a><\/p>\n

Note<\/strong>: All seminars are recorded and will be yours to access for life – so you can go ahead and register EVEN IF you\u2019re busy that morning.<\/p>\n

===<\/p>\n

For more PT Business Education like this:<\/strong><\/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":"

This question was left in my private Facebook Community last night: === “Set up a booth a local expo event over the weekend… had a few guys come to the booth interested and one of their first questions were “how much are the sessions?” I tried to say something like we have a variety of…<\/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":"\nHow To Answer The "What's Your Prices" Question Without Losing Anymore Patients... | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"How do you handle when a potential new patient asks you how much you charge for Physical Therapy without losing them? I explain here in this post\" \/>\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\/how-to-answer-the-whats-your-prices-question-without-losing-anymore-patients\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Answer The "What's Your Prices" Question Without Losing Anymore Patients... | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"How do you handle when a potential new patient asks you how much you charge for Physical Therapy without losing them? 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