{"id":481,"date":"2015-07-03T08:42:33","date_gmt":"2015-07-03T07:42:33","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=481"},"modified":"2015-07-03T08:44:20","modified_gmt":"2015-07-03T07:44:20","slug":"confessions-of-a-loss-of-sales-from-my-own-physical-therapy-clinic","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/confessions-of-a-loss-of-sales-from-my-own-physical-therapy-clinic\/","title":{"rendered":"Confessions Of A Loss Of Sales From My Own Physical Therapy Clinic"},"content":{"rendered":"\n\n
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\n Rate this post<\/span>\n <\/div>\n <\/div>\n

Ever noticed a drop off in the number of people who don\u2019t follow through on your POC?\u2026<\/p>\n

Ever blamed \u201cthey don\u2019t have the money\u201d or heard your therapy staff saying \u201cthey say it\u2019s too expensive\u201d as the reason why it\u2019s happening?\u2026<\/p>\n

Well, I noticed something similar beginning to creep into my own clinic these last few weeks. <\/p>\n

Here\u2019s the story:<\/p>\n

So we offer \u201cprescription foot orthotics\u201d to any of our patients who needed them to aid recovery and or prevent future problems. <\/p>\n

And they\u2019re not cheap. <\/p>\n

The equivalent of $600 a pair and the profit margin is HUGE for us. <\/p>\n

Even better, they really do make a difference to people with low back pain, knee pain, flat feet, etc. <\/p>\n

The problem we run into is that the government funded health care service in Britain (the NHS), also offers what look like \u201corthotics\u201d. <\/p>\n

And even though they\u2019re nothing like the \u201cmade to measure\u201d ones that we offer in terms of their success – patients will often tell us they\u2019ll try the freebie NHS first. <\/p>\n

And so over the last few weeks, more and more patients were doing just that. <\/p>\n

Hurting our sales and jeopardising their own health choosing to opt for the \u201ccrappy\u201d inserts given to them free. <\/p>\n

(They rally are bad!).<\/p>\n

So here\u2019s what I did:<\/p>\n

In our weekly \u201ccon-ed\u201d meeting on Wednesday, I asked every therapist to explain to me the reason \u201cwhy\u201d I should invest in a $600 per of orthotics (and not get the freebie ones off the government). <\/p>\n

A.k.a \u201crole play\u201d. <\/p>\n

We do tons of it. <\/p>\n

Here\u2019s some of the responses I got from my staff (as I played patient):<\/p>\n

* \u201cThey\u2019ll stop you from suffering again\u201d.<\/p>\n

* \u201cThey\u2019ll make sure pain doesn\u2019t come back\u201d.<\/p>\n

* \u201cThey\u2019ll re-align your body so that your bones and joints are in the right place\u201d. <\/p>\n

Yawn. Yawn. Yawn\u2026 And so my therapists went on. <\/p>\n

Giving me different (but still boring!) versions of the same \u201cprevention of pain\u201d line hoping it would motivate me enough to buy. <\/p>\n

Thing is, it rarely does. <\/p>\n

Despite what we\u2019ve been taught\u2026 very few people are motivated enough to invest in prevention of pain. <\/p>\n

What does motivate the patient?<\/p>\n

\u201cValue alignment\u201d. <\/p>\n

Clearly articulating how these, what seem to be expensive (and must be paid in cash!), orthotics can help solve their real problems.<\/p>\n

Something like\u2026<\/p>\n

===<\/p>\n

\u201cAnd if you want to be able to get round that golf course and continue to play 18 holes of golf for another 15 years Mr Smith, my recommendation is that you invest in a pair of prescription orthotics that will help you to do so. <\/p>\n

I appreciate that you have another (free) option, but it\u2019s my absolute duty to inform you that although they might look like our orthotics, the ones you will get from the NHS will, in my experience, not be the ones will help you to do that.<\/p>\n

How would you like to pay?\u201d<\/p>\n

==<\/p>\n

\u2026Would probably work better! <\/p>\n

The difference? <\/p>\n

It\u2019s about their \u201cwhy!\u201d.<\/p>\n

(Why I\u2019m \u201cREALLY\u201d here!).<\/p>\n

Thing is\u2026<\/p>\n

\u201cPrevention\u201d is way to hard to sell. <\/p>\n

Most of your patients\u2026 they can\u2019t see into the future to imagine what life will be like if they don\u2019t take your advice.<\/p>\n

All they care about is getting out of pain or being more active in the NOW. <\/p>\n

Anyway, the result of the chat I had with my therapists?<\/p>\n

An immediate bump in sales. <\/p>\n

Want some help to get more people to follow through on your POC?<\/p>\n

Start here if you do:<\/p>\n

Show Me How To Get More Patients To Agree To My POS! > <\/a><\/p>\n

Have a great weekend 4th of July weekend \ud83d\ude09 <\/p>\n

Sincerely <\/p>\n

Paul Gough. <\/p>\n","protected":false},"excerpt":{"rendered":"

Ever noticed a drop off in the number of people who don\u2019t follow through on your POC?\u2026 Ever blamed \u201cthey don\u2019t have the money\u201d or heard your therapy staff saying \u201cthey say it\u2019s too expensive\u201d as the reason why it\u2019s happening?\u2026 Well, I noticed something similar beginning to creep into my own clinic these last…<\/p>\nRead More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[62,64],"tags":[],"yoast_head":"\nConfessions Of A Loss Of Sales From My Own Physical Therapy Clinic | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Learn how to market to find patients and boost sales at you physical therapy clinic.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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