{"id":687,"date":"2015-09-21T16:46:28","date_gmt":"2015-09-21T15:46:28","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=687"},"modified":"2015-09-21T16:46:28","modified_gmt":"2015-09-21T15:46:28","slug":"conversion-strategies-secrets-to-getting-more-of-your-patients-friends-and-family-to-book-appointments","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/conversion-strategies-secrets-to-getting-more-of-your-patients-friends-and-family-to-book-appointments\/","title":{"rendered":"Conversion Strategies: Secrets To Getting More Of Your Patients Friends And Family To Book Appointments"},"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;687&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;0&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;0&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;0\\\/5 - (0 votes)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;Conversion Strategies: Secrets To Getting More Of Your Patients Friends And Family To Book Appointments&quot;,&quot;width&quot;:&quot;0&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: 0px;\">\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            <span class=\"kksr-muted\">Rate this post<\/span>\n    <\/div>\n    <\/div>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-_c9mvh048nw6a0c1f58764d0445413522\">\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-_c9mvh048nw6a0c1f58764d0445413522\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/_C9mVH048nw?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\/_C9mVH048nw?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\\\/conversion-strategies-secrets-to-getting-more-of-your-patients-friends-and-family-to-book-appointments\\\/#arve-youtube-_c9mvh048nw6a0c1f58764d0445413522\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/_C9mVH048nw?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 show you how to get more of your patient\u2019s FRIENDS and FAMILY to show up at your clinic.<\/p>\n<p>We\u2019ve all been there\u2026<\/p>\n<p>In clinic with a patient who KEEPS on telling you that their friend or family member <strong>SHOULD<\/strong> <span style=\"text-decoration: underline;\">be coming to see you.<\/span><\/p>\n<p>That this person has neck or back pain (\u2026or any kind of pain that you can solve) and yet they refuse to come in and see you, <strong>no matter how many times<\/strong> they tell them how good you are and what you\u2019ve done for them!<\/p>\n<p>It\u2019s a common problem. And one that is costing you a small fortune when you work out how many times it happens &#8211; but one that can effortlessly be overcome, when you learn how to overcome those objections skillfully.<\/p>\n<p>Now most PT\u2019s will continue to nod in agreement with their patient about why they should keep on \u201ctelling\u201d that person to come and see them.<\/p>\n<h1 style=\"text-align: center;\">But that\u2019s not the right way to do it&#8230;.<\/h1>\n<p>There has to be a different conversation that takes place OTHER than one which is in the best interests of YOU (as the PT who stands to make money) and even that of the potential patient who stands to live with less pain.<\/p>\n<p>When possible, that different conversation needs to be aligned with how it\u2019s in <strong>the best interests of<\/strong> <strong>YOUR PATIENT<\/strong> (\u2026the one you\u2019re currently in clinic with and helping).<\/p>\n<p>And it\u2019s a scenario I had this week with a PT Owner who is a long-standing member of my coaching program.<\/p>\n<p>As part of one of the Live Group Calls we all have together we talk through different case studies and scenarios happening in our clinics that if we just changed the way we communicate with those patients, could very well result in a different out come.<\/p>\n<p>Ultimately, an outcome that has more patients coming to see us!<\/p>\n<p>And in this particular call, we talked through a case study of a <strong>WIFE<\/strong> who IS a patient, who keeps telling this PT about her husband, who ISN\u2019T a patient, who is in lots of neck pain and really should be getting PT.<\/p>\n<p>And yet no matter what she says, he just <strong>won\u2019t come down.<\/strong><\/p>\n<p>Now, you might think that the way to get the husband to come down is to just keep asking the wife to keep talking to him about YOU!<\/p>\n<p>But \u201coh no\u201d\u2026<\/p>\n<p>That\u2019s <strong>NOT<\/strong> going to work.<\/p>\n<p>What we have to do in this scenario is something completely different and I\u2019m about to show you how.<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/null-2.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-691 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/null-2.png\" alt=\"null-2\" width=\"560\" height=\"315\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/null-2.png 560w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/null-2-300x169.png 300w\" sizes=\"(max-width: 560px) 100vw, 560px\" \/><\/a><\/p>\n<p>First, here\u2019s precisely what the owner told me on the Live Group call:<\/p>\n<p>===<\/p>\n<p style=\"padding-left: 30px;\"><strong><em>\u201cPaul, this guy in question, he has severe neck pain, and he is the husband of a patient who I\u2019ve been seeing consistently for something else, but what I did to the wife was &#8211; she\u2019s kinda like the driver, so I told her to give me 5 minutes of his time on a phone call to try to understand what the problem is and why he has such an objection of seeing any medical specialist, for his neck pain\u2026 but I can\u2019t get him on the phone, he won\u2019t call me, he won\u2019t come in, even with the wife driving\u2026\u201d<\/em><\/strong><\/p>\n<p>===<\/p>\n<p>Now, the only chance you\u2019ve got of success in this scenario is if the wife is made to understand what impact it will have upon<strong> HER life<\/strong>, if this neck situation keeps on going\u2026<\/p>\n<p>If that was me faced with that patient, and in this scenario, I would just be having a conversation about how his hindered lifestyle impacts HER\u2026 and I would want to get her \u201cirritated\u201d so much by her husbands situation that she physically drags him down to my clinic. That\u2019s all you can do.<\/p>\n<p><strong>I would have a chat and say\u2026<\/strong><\/p>\n<p style=\"padding-left: 30px;\"><em>\u201cSo Mary, what\u2019s it like having a husband in the house who can\u2019t get out of bed without moaning and groaning? Who can\u2019t do this, who can\u2019t do the other, is leaving you to do all of the house work?\u2026\u2019Is this the guy that you married?\u2019 Kind of conversation\u2026\u201d<\/em><\/p>\n<p><strong>I\u2019d be saying to the wife:<\/strong><\/p>\n<p><em>\u201cSo this has been going on for a long time now has it?\u201d<\/em><\/p>\n<p><em>\u201cIsn\u2019t it a shame that he doesn\u2019t want to come down?\u201d<\/em><\/p>\n<p>I\u2019d bring it up right at the end of the treatment with her and it would be the last thing that I would say to her after every session.<\/p>\n<p>I would want her getting in that car \u201cfull of hell\u201d, driving back, literally wanting to drag him in that car to my clinic because she\u2019s now realized that it\u2019s her life that\u2019s being affected, just as much as his!<\/p>\n<p>That\u2019s the only way you\u2019re going to get that to turn around in your favour. In a nutshell that\u2019s what I would do to get this patient to my clinic. She\u2019s the driver, she\u2019s the one who will make that decision for him when she realises it\u2019s now about her and not just him.<\/p>\n<p>The angry wife at home with him each day is the best follow up system you can get\u2026<\/p>\n<p>Instead of having an email chipping away at him everyday, this time you\u2019ve got that wife chipping away at him every single minute of his life because now it\u2019s her life that is affected, and she has realized the significance of having a husband at home who isn\u2019t cleaning up, who isn\u2019t cutting the grass, who isn\u2019t his joyous self who wants to go to the cinema, or go on date night, or whatever they do\u2026 so now it\u2019s in her best interest to get him to see you, because it affects her.<\/p>\n<p>That\u2019s how you deal with that.<\/p>\n<p><strong>Here\u2019s a question you could ask:<\/strong><\/p>\n<p><em>\u201cHow do you feel about the prospect of living with a guy for another 25 years who can\u2019t get out of bed??\u201d<\/em><\/p>\n<p>That\u2019s the question \u2014 everything else is just the same but lame. Any other attempt is just like how most people do their Marketing, trying to be<em> \u201cbigger, better or faster\u201d<\/em>, marginally better than others but still running in the wrong direction with all their competitors because their STRATEGY is completely wrong.<\/p>\n<p>My advice would be to just get off that \u201coh just tell him to come in\u201d train, and get on another one\u2026 and start talking to that wife about how his neck pain affects HER.<\/p>\n<p><strong>Emotionally fire her up<\/strong> so that she drags him with her to her next session.<\/p>\n<p>Just say, <em>\u201cMary, we can put 5 minutes aside next time, it\u2019s always there for him.. for your sake, I hope to see you and him next week! I\u2019ll leave it up to you!\u201d<\/em><\/p>\n<p>Do that and you\u2019ll win more times than you won\u2019t when it comes to getting people to your clinic like this.<\/p>\n<p>When he gets there, he\u2019ll realise that you\u2019re very skilled at what you do, and a couple of treatments in, the progress will be evident and you\u2019ve got yourself a very happy wife, and a husband who is happy and healthier, too.<\/p>\n<p>Who knows\u2026 you may have saved their marriage as well as solved his neck pain! Just a thought.<\/p>\n<p>For more ways to overcome the 16 most common objections that stop people from coming to see a Physical Therapist, you may wish to take a look at this:<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/new-patient-overload\" target=\"_blank\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-656 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/NPO-horizontal1.jpg\" alt=\"NPO - horizontal\" width=\"728\" height=\"90\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/NPO-horizontal1.jpg 728w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/NPO-horizontal1-300x37.jpg 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/09\/NPO-horizontal1-624x77.jpg 624w\" sizes=\"(max-width: 728px) 100vw, 728px\" \/><\/a><\/p>\n<p>It\u2019s a Marketing and Sales Mastery Program that shows you how to acquire more Np\u2019s AND for a limited time we\u2019re giving away a special bonus report entitled: \u201cMake them Say Yes!\u201d &#8211; and it covers the 16 most frequent objections to patients booking appointments &#8211; AND what to say to overcome each one.<\/p>\n<p>Take a look when you click this link:<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/new-patient-overload\" target=\"_blank\">NP OVERLOAD &#8211; The Short Cut To Attracting More Enquiries And More Patients For Your PT Practice!\u00a0<\/a><a href=\"http:\/\/www.ptprofitacademy.com\/new-patient-overload\" target=\"_blank\">&gt;<\/a><\/p>\n<p>You\u2019ll also be walked through precisely how to market for your ideal patients coming to you directly using things like postcards, newspaper adverts, newsletters and referral flyers.<\/p>\n<p>Take a look:<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/new-patient-overload\" target=\"_blank\">NP OVERLOAD &#8211; The Short Cut To Attracting More Enquiries And More Patients For Your PT Practice!\u00a0<\/a><a href=\"http:\/\/www.ptprofitacademy.com\/new-patient-overload\" target=\"_blank\">&gt;<\/a><\/p>\n<p>===<\/p>\n<p>For more marketing (and sales) ideas like this join Paul&#8217;s email list now and we\u2019ll send them directly to your inbox.<\/p>\n<p><a href=\"https:\/\/my.leadpages.net\/leadbox\/14239b173f72a2%3A1580dba8fb46dc\/5705241014042624\/\" target=\"_blank\">Click Here to Subscribe to Paul&#8217;s Marketing Tips Email List &gt;&gt;&gt;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>On this PT Profit Academy Tutorial we show you how to get more of your patient\u2019s FRIENDS and FAMILY to show up at your clinic. We\u2019ve all been there\u2026 In clinic with a patient who KEEPS on telling you that their friend or family member SHOULD be coming to see you. That this person has&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/conversion-strategies-secrets-to-getting-more-of-your-patients-friends-and-family-to-book-appointments\/\">Read More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[37,34],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Conversion Strategies: Secrets To Getting More Of Your Patients Friends And Family To Book Appointments | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Discover exactly how to get referrals from your existing clients without even asking them to recommend your PT services with this Marketing tip\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" 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