{"id":1126,"date":"2016-07-28T16:50:20","date_gmt":"2016-07-28T15:50:20","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1126"},"modified":"2016-08-24T15:06:08","modified_gmt":"2016-08-24T14:06:08","slug":"accelerator-method-proving-value-upfront-part-2-of-5","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-method-proving-value-upfront-part-2-of-5\/","title":{"rendered":"Accelerator Method: Proving Value Upfront (Part 2 of 5)"},"content":{"rendered":"\n\n<div class=\"kk-star-ratings kksr-auto kksr-align-left kksr-valign-top\"\n    data-payload='{&quot;align&quot;:&quot;left&quot;,&quot;id&quot;:&quot;1126&quot;,&quot;slug&quot;:&quot;default&quot;,&quot;valign&quot;:&quot;top&quot;,&quot;ignore&quot;:&quot;&quot;,&quot;reference&quot;:&quot;auto&quot;,&quot;class&quot;:&quot;&quot;,&quot;count&quot;:&quot;12&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;4.7&quot;,&quot;starsonly&quot;:&quot;&quot;,&quot;best&quot;:&quot;5&quot;,&quot;gap&quot;:&quot;5&quot;,&quot;greet&quot;:&quot;Rate this post&quot;,&quot;legend&quot;:&quot;4.7\\\/5 - (12 votes)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;Accelerator Method: Proving Value Upfront (Part 2 of 5)&quot;,&quot;width&quot;:&quot;133.8&quot;,&quot;_legend&quot;:&quot;{score}\\\/{best} - ({count} {votes})&quot;,&quot;font_factor&quot;:&quot;1.25&quot;}'>\n            \n<div class=\"kksr-stars\">\n    \n<div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    \n<div class=\"kksr-stars-active\" style=\"width: 133.8px;\">\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n                \n\n<div class=\"kksr-legend\" style=\"font-size: 19.2px;\">\n            4.7\/5 - (12 votes)    <\/div>\n    <\/div>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-km9jycauioe69f9689706027185080948\">\n<span class=\"arve-inner\">\n<span class=\"arve-embed arve-embed--has-aspect-ratio\">\n<span class=\"arve-ar\" style=\"padding-top:56.250000%\"><\/span><iframe allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen class=\"arve-iframe fitvidsignore\" data-arve=\"arve-youtube-km9jycauioe69f9689706027185080948\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/kM9jyCauIOE?iv_load_policy=3&amp;modestbranding=1&amp;rel=0&amp;autohide=1&amp;playsinline=0&amp;autoplay=0\" frameborder=\"0\" height=\"0\" sandbox=\"allow-scripts allow-same-origin allow-presentation allow-popups allow-popups-to-escape-sandbox\" scrolling=\"no\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/kM9jyCauIOE?iv_load_policy=3&#038;modestbranding=1&#038;rel=0&#038;autohide=1&#038;playsinline=0&#038;autoplay=0\"><\/iframe>\n\n<\/span>\n\n<\/span>\n<script type=\"application\/ld+json\">{\"@context\":\"http:\\\/\\\/schema.org\\\/\",\"@id\":\"https:\\\/\\\/www.ptprofitacademy.com\\\/blog\\\/accelerator-method-proving-value-upfront-part-2-of-5\\\/#arve-youtube-km9jycauioe69f9689706027185080948\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/kM9jyCauIOE?iv_load_policy=3&modestbranding=1&rel=0&autohide=1&playsinline=0&autoplay=0\"}<\/script>\n<\/div>\n\n<p>On this PT Profit Academy Tutorial we look at part 2 of the \u201cAccelerator Method\u201d which is helping 1000\u2019s of PT business owners to <strong>tap into the \u201c93%\u201d of people<\/strong> who need some help from you &#8211; and who would pay for your services &#8211; <strong>if only they knew more about you\u2026<\/strong><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1132 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner.png\" alt=\"2 of 5 banner\" width=\"3073\" height=\"1183\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner.png 3073w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner-300x115.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner-768x296.png 768w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner-1024x394.png 1024w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/2-of-5-banner-624x240.png 624w\" sizes=\"(max-width: 3073px) 100vw, 3073px\" \/><\/a><\/p>\n<p>Part two is essentially about <strong>educating people about the value<\/strong> you can add to their lives, IN ADVANCE of them paying for your treatment\u2026<\/p>\n<p>The good news is that it\u2019s really EASY to do, and we\u2019re about to explain how\u2026<\/p>\n<p>If you missed <a href=\"http:\/\/www.ptprofitacademy.com\/blog\/accelerator-method-who-do-you-want-to-see-in-your-clinic-part-1-of-6\/\">part one of this \u201c5\u201d part \u201cAccelerator Method\u201d series, click here<\/a> to read more about step one in the Accelerator Method, titled: <strong>Picking Your Perfect Patient.\u00a0<\/strong><\/p>\n<p><strong>Lets do a quick recap:<\/strong><\/p>\n<p>The \u201cAccelerator Method\u201d is about helping you to <strong>access the 93% of people currently being overlooked by physical therapy owners in your town\u2026<\/strong><\/p>\n<p>If you remember, we highlighted a study by Fritz and Childs which explains that just 7% of the people who visit their doctor with low-back pain never leave with a referral for PT\u2026<\/p>\n<p>\u2026despite the evidence suggesting that PT is more effective in recovery time and COST.<\/p>\n<p>The question for you to answer is not WHY is that figure so low\u2026<\/p>\n<p>\u2026it\u2019s :<\/p>\n<p><strong><em>&#8220;H<\/em><em>ow do you get access to the 93% who are still left with back pain and have no clue what to do for the best\u201d?&#8230;<\/em><\/strong><\/p>\n<p>This is a huge pocket of people &#8211; and when you think that there\u2019s the same thing happening to people with knee pain, neck pain, pelvic floor dysfunction, traumatic brain injury, in need of home health services and sports injuries etc etc\u2026<\/p>\n<p>\u2026it\u2019s easy to see the OPPORTUNITY that exists if you switch your marketing and your communication to these people, that all of your competition are currently OVERLOOKING &#8211; and under-serving.<\/p>\n<p>My clinic &#8211; <a href=\"http:\/\/www.paulgoughphysio.com\/\">the Paul Gough Physio Rooms<\/a> &#8211; experienced explosive growth in new patient acquisition when we switched our attention to this group, that I\u2019ll refer to as <strong>the \u201c93%\u201d,<\/strong> using what is now referred to as the <strong>Accelerator Method\u2026<\/strong><\/p>\n<p><strong>Lets dive into the teaching:<\/strong><\/p>\n<p>So we\u2019ve picked your perfect patient (re-capped in this article)\u2026<\/p>\n<p>\u2026the next thing we have to do is educate them on the <strong>VALUE<\/strong> of how you can impact their life so much that they\u2019ll want to pay your for it.<\/p>\n<p>Doesn\u2019t it make sense that if you want people to pay out of pocket, fund their \u201cco-pay\u201d, and even just give up their time, it has to appear to be worth it for them??<\/p>\n<p>And at very least, they have to PERCEIVE that it\u2019s going to be worth it\u2026<\/p>\n<p>\u2026because in the beginning, something called <strong>\u201cperceived value\u201d<\/strong> is all that matters.<\/p>\n<p>Meaning, no matter how good you think you are &#8211; or how good others say you are &#8211; if they don\u2019t think you are the right fit for them, your Marketing won\u2019t work.<\/p>\n<p>And no one is ever going to give you time or money unless you prove value first VIA your marketing (\u2026especially NOT when the cost is more than $100).<\/p>\n<p><strong>Fact:<\/strong> You and I make \u201cimpulse purchase\u201d decisions\u201d, and your prospects do too &#8211; if the cost to them is below $100 &#8211; but as soon as it goes over $100 &#8211; (which most PT sessions are these days) &#8211; they have to really think about whether it\u2019s going to be <strong>a fair exchange and represent real value.<\/strong><\/p>\n<p>That \u201cthinking about it\u201d as the investment in PT increases, is what is currently the OBSTACLE to most clinics being as successful as they could be\u2026<\/p>\n<p><strong>To highlight this\u2026<\/strong> lets think about someone who is CONFUSED, SKEPTICAL, who can\u2019t understand why their doctor didn\u2019t mention PT or why their friend or work colleague is suggesting the \u201ccheaper\u201d chiropractic alternative or to see a massage therapist &#8211; that person is going to be very reluctant to pay you money EVEN though they will benefit from what you do.<\/p>\n<p>All of these things are going on when people are thinking over their options &#8211; and it\u2019s YOUR job to help them to see why their best option is <strong>YOU\u2026<\/strong><\/p>\n<p>You\u2019ll do that through this style of Marketing covered in the Accelerator Method.<\/p>\n<p>So the only thing you have to do is first ACCEPT that this is what is holding people back from coming to see you\u2026<\/p>\n<p>\u2026then figure out a way to WIN despite this situation.<\/p>\n<p><strong>How do we do that?<\/strong><\/p>\n<p>We do that by PROVING to them through communicating in such a way that the person is able to <strong>understand what you REALLY do<\/strong> (\u2026not what they\u2019ve been told, or led to believe, what we do!)\u2026<\/p>\n<p>\u2026then, show that we understand them\u2026<\/p>\n<p>(Like no one else)<\/p>\n<p>\u2026that we\u2019re able to<strong> connect and engage<\/strong> with them\u2026<\/p>\n<p>\u2026that we <strong>\u201cget them\u201d\u2026<\/strong><\/p>\n<p>\u2026that we appreciate they may have been let down in the past by another provider who made a promise they didn\u2019t keep (and still keep their money)\u2026<\/p>\n<p>AND, most importantly of all, that we know it may take a little time for them to TRUST themselves &#8211; and us &#8211; to make a decision about giving us their $700 or however much their contribution is.<\/p>\n<p>As the COST of health care &#8211; and the COST to the patient OUT OF POCKET increases &#8211; which it will &#8211; never has it been more important to figure out <strong>how to do this NOW.<\/strong><\/p>\n<p>Now, what is great about this pocket of people (who are nervous and even skeptical about PT) is that IF you do take the time to educate them\u2026<\/p>\n<p>\u2026to HELP THEM\u2026<\/p>\n<p>\u2026to hang in with them and help them to make a better, more educated and more informed decisions about their health\u2026<\/p>\n<p>\u2026is that they\u2019ll <strong>LOVE you forever.<\/strong><\/p>\n<p>Meaning, they\u2019ll look for ANY reason <strong>to come back and see you.<\/strong><\/p>\n<p>Why?<\/p>\n<p>Because no one else does this type of thing, as most businesses are \u201ctoo busy\u201d being \u201cbusy\u201d to recognize this need that must be serviced BEFORE they enter the treatment room.<\/p>\n<p>So, another HUGELY significant advantage about creating systems that helps educate the consumer to make a better, more confident decisions, is that you acquire <strong>customers for life.<\/strong><\/p>\n<p>It\u2019s another reason why the <a href=\"http:\/\/www.paulgoughphysio.com\/\">Paul Gough Physio Rooms<\/a> is so successful\u2026<\/p>\n<p>We\u2019ve created systems that educate our patients to see the value of what we do &#8211; and when the penny drops, they stay with us and recommend us to everyone they know.<\/p>\n<p>It\u2019s allowed us to <strong>charge higher prices than anyone else in town\u2026<\/strong><\/p>\n<p><strong>..compete against<\/strong> a free socialist health care system\u2026<\/p>\n<p>\u2026and, has many of our patients ASKING what else they can buy from us which makes our cash up-sell process as valuable and profitable as the actual physical therapy service.<\/p>\n<p>And all because we take the time to educate through a simple series of pre-written emails, videos, phone calls and letters mailed to their home which helps them to decide for themselves what they should do next&#8230;<\/p>\n<p>We <strong>never have issues<\/strong> with missed appointments\u2026<\/p>\n<p>\u2026people have no problem booking out a full plan of care, paying in FULL, in cash, and we never have to ask for referrals\u2026<\/p>\n<p>\u2026they do that for us automatically.<\/p>\n<p>There\u2019s never been a more significant addition to my business than working exclusively with customers EDUCATED about the VALUE that my PT skills add to their life BEFORE they show up.<\/p>\n<p>Contrast that with how most patients arrive at a PT clinic &#8211; UN-educated because their doctor didn\u2019t take the time to tell them <strong>about WHY they should get PT<\/strong> and <strong>how valuable one actually is\u2026<\/strong><\/p>\n<p>\u2026it\u2019s all \u201chere\u2019s a script, go get some PT, come back if it\u2019s no better &#8211; close the door on the way out\u201d.<\/p>\n<p>Is it any wonder so many doctor referred patients resist paying their co-pay these days?<\/p>\n<p>Once you\u2019ve created the SYSTEMS to educate and prove value it becomes very easy to raise your rates\u2026<\/p>\n<p>\u2026but we\u2019ll do that later on in the process as the next step in the Accelerator Method is to<strong> \u201cGET NOTICED\u201d.<\/strong><\/p>\n<p>And that\u2019s what we\u2019ll cover in the NEXT tutorial &#8211; <strong>how you get the attention of your ideal patient<\/strong> both ONLINE &#8211; using things like Facebook and Google &#8211; and OFFLINE &#8211; using things like newspaper ads or postcards.<\/p>\n<p>We\u2019ll talk through that part of the Accelerator Methodology, next time.<\/p>\n<p><strong>To get more info, go here\u2026<\/strong><\/p>\n<p>\u2013 <a href=\"https:\/\/ptprofitacademy.leadpages.co\/accelerator-method-blueprint?refid=blog\">Accelerator Method: 6 Simple Steps To More Patients and Higher Profits &gt;<\/a><\/p>\n<p>Until then, if you\u2019re new to my work, <strong>go here next to receive more business education from me:<\/strong><\/p>\n<p><a href=\"https:\/\/my.leadpages.net\/leadbox\/14239b173f72a2%3A1580dba8fb46dc\/5705241014042624\/\">\u2013 Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education &gt;&gt;&gt;<\/a><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1130 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo.png\" alt=\"Accelerator Method Clear Logo\" width=\"2348\" height=\"1450\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo.png 2348w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo-300x185.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo-768x474.png 768w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo-1024x632.png 1024w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/07\/Accelerator-Method-Clear-Logo-624x385.png 624w\" sizes=\"(max-width: 2348px) 100vw, 2348px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>On this PT Profit Academy Tutorial we look at part 2 of the \u201cAccelerator Method\u201d which is helping 1000\u2019s of PT business owners to tap into the \u201c93%\u201d of people who need some help from you &#8211; and who would pay for your services &#8211; if only they knew more about you\u2026 Part two is&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-method-proving-value-upfront-part-2-of-5\/\">Read 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":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Accelerator Method: Proving Value Upfront (Part 2 of 5) | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"n this PT Profit Academy Tutorial we look at part 2 of the \u201cAccelerator Method\u201d which is helping 1000\u2019s of PT business owners to tap into the \u201c93%\u201d of people who need some help from you - and who would pay for your services - if only they knew more about you\u2026\" \/>\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\/accelerator-method-proving-value-upfront-part-2-of-5\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Accelerator Method: Proving Value Upfront (Part 2 of 5) | Physical Therapy Profit Academy\" \/>\n<meta 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content=\"Paul Gough\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-method-proving-value-upfront-part-2-of-5\/\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-method-proving-value-upfront-part-2-of-5\/\",\"name\":\"Accelerator Method: Proving Value Upfront (Part 2 of 5) | Physical Therapy Profit Academy\",\"isPartOf\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#website\"},\"datePublished\":\"2016-07-28T15:50:20+00:00\",\"dateModified\":\"2016-08-24T14:06:08+00:00\",\"author\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/d16e50d3cb44072c5a70bb1b1628fc9d\"},\"description\":\"n this PT Profit Academy Tutorial we look at part 2 of the 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