{"id":954,"date":"2016-03-18T16:27:38","date_gmt":"2016-03-18T16:27:38","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=954"},"modified":"2016-03-18T16:37:53","modified_gmt":"2016-03-18T16:37:53","slug":"the-fortune-is-in-the-follow-up-how-to-get-ice-cold-prospects-to-buy-from-you-for-life","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/the-fortune-is-in-the-follow-up-how-to-get-ice-cold-prospects-to-buy-from-you-for-life\/","title":{"rendered":"\u201cThe Fortune Is In The Follow-Up\u201d: How To Get Ice Cold Prospects To Buy From You For Life"},"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;954&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;5&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;5&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;5\\\/5 - (5 votes)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;\\u201cThe Fortune Is In The Follow-Up\\u201d: How To Get Ice Cold Prospects To Buy From You For Life&quot;,&quot;width&quot;:&quot;142.5&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: 142.5px;\">\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            5\/5 - (5 votes)    <\/div>\n    <\/div>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-cuq_yslvi-i6a30cba1a14c7871946460\">\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-cuq_yslvi-i6a30cba1a14c7871946460\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/CuQ_YSLVI-I?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\/CuQ_YSLVI-I?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\\\/the-fortune-is-in-the-follow-up-how-to-get-ice-cold-prospects-to-buy-from-you-for-life\\\/#arve-youtube-cuq_yslvi-i6a30cba1a14c7871946460\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/CuQ_YSLVI-I?iv_load_policy=3&modestbranding=1&rel=0&autohide=1&playsinline=0&autoplay=0\"}<\/script>\n<\/div>\n\n<p>On this Physical Therapy Profit Academy Master Class, we\u2019re going to show you how to use the power of follow-up (a.k.a Nurture Systems) to turn ice cold prospects into life long paying patients, even if they say NO to your services at the beginning.<\/p>\n<p>This is perhaps one of <strong>THE most important topics<\/strong> we\u2019ve ever covered on these articles.<\/p>\n<p>Why? Because most people when they are browsing on websites or even inside of stores, are <strong>NOT READY TO BUY NOW.<\/strong><\/p>\n<p>They\u2019re simply <strong>STARTING to make decisions.<\/strong><\/p>\n<p>Even if they inquire about cost or insurance &#8211; and they don\u2019t like the answer &#8211; it doesn\u2019t mean that\u2019s the end of the relationship it simply means they make a quick, snap shot decision that they didn\u2019t like or maybe understand proposition.<\/p>\n<p>As humans beings &#8211; when we hear something we don\u2019t quite like the sound of &#8211; or are unsure of &#8211; or that is confusing &#8211; <strong>we say NO by instinct.<\/strong><\/p>\n<p>It doesn\u2019t mean they DON\u2019T value their health.<\/p>\n<p>Big difference.<\/p>\n<p>And all it means is that YOU haven\u2019t done enough to see the REAL VALUE in your services yet.<\/p>\n<p><strong>On the blog so far we\u2019ve covered things like:<\/strong><\/p>\n<p>&#8211; <a href=\"http:\/\/www.ptprofitacademy.com\/blog\/936-2\/\" target=\"_blank\">How to fill up your in-house workshop events with a 9 step strategy<\/a><\/p>\n<p>&#8211; <a href=\"http:\/\/www.ptprofitacademy.com\/blog\/how-to-keep-discharged-patients-coming-back-for-life-with-the-help-of-some-automation-powered-by-infusionsoft\/\" target=\"_blank\">How to keep discharged patients coming back for life<\/a><\/p>\n<p>And,<\/p>\n<p>&#8211;<a href=\"http:\/\/www.ptprofitacademy.com\/blog\/website-traffic-understanding-the-basics-of-getting-nps-to-your-clinics-site\/\" target=\"_blank\"> How to get more new patients to land on your clinic\u2019s website<\/a><\/p>\n<p>ALL of which tie in with the topic of <strong>providing VALUE<\/strong> to potential new patients &#8211; THE most important thing to get across in your clinic\u2019s Marketing and sales!<\/p>\n<p>But in today\u2019s article, we\u2019re going to take an even deeper look into how you can provide value to prospects at every stage of their journey, until they say \u2018YES\u2019 to paying you for PT.<\/p>\n<p>It all comes down to just this one thing. <strong>Following up.<\/strong><\/p>\n<p>Following up on an inquiry EVEN IF they said no.<\/p>\n<p style=\"text-align: left;\">It\u2019s so important that one of my favourite sayings in business is this:<\/p>\n<h1 style=\"text-align: center;\">&#8220;The Fortune Is In The Follow-Up&#8221;<\/h1>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/03\/\u201cThe-Fortune-Is-In-The-Follow-Up\u201d-How-To-Get-Ice-Cold-Prospects-To-Buy-From-You-For-Life.png\" rel=\"attachment wp-att-955\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-955 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/03\/\u201cThe-Fortune-Is-In-The-Follow-Up\u201d-How-To-Get-Ice-Cold-Prospects-To-Buy-From-You-For-Life.png\" alt=\"\u201cThe Fortune Is In The Follow-Up\u201d- How To Get Ice Cold Prospects To Buy From You For Life\" width=\"560\" height=\"315\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/03\/\u201cThe-Fortune-Is-In-The-Follow-Up\u201d-How-To-Get-Ice-Cold-Prospects-To-Buy-From-You-For-Life.png 560w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/03\/\u201cThe-Fortune-Is-In-The-Follow-Up\u201d-How-To-Get-Ice-Cold-Prospects-To-Buy-From-You-For-Life-300x169.png 300w\" sizes=\"(max-width: 560px) 100vw, 560px\" \/><\/a><\/p>\n<p>I\u2019ll explain more about that in just a moment.<\/p>\n<p>But first, as a business owner you\u2019ve probably heard this (in one way or another) several times before:<\/p>\n<p>&#8211; Sell value, not PT skills<\/p>\n<p>&#8211; Emphasise value, not cost<\/p>\n<p>&#8211; Build value to build relationships<\/p>\n<p>&#8211; Provide value with everything you do<\/p>\n<p><strong>But what does it mean to \u201cprovide value?\u201d<\/strong><\/p>\n<p><strong>What exactly do prospects care about?<\/strong><\/p>\n<p><strong>And how can you deliver it to them while growing your clinic at the same time?<\/strong><\/p>\n<p>The answer is simple:<\/p>\n<p><strong>\u201cWith a powerful follow-up system in place\u201d.<\/strong><\/p>\n<p>Question:<\/p>\n<p>Imagine all of the people who have made an inquiry at your practice by an email or a telephone call, and all of the people who have landed on your website but didn\u2019t book\u2026<\/p>\n<p>How many people do you think that is?<\/p>\n<p>On a Master Class with my group of PT Entrepreneurs the other week I asked this exact same question, their response?<\/p>\n<p><em><strong>\u201cOh jeez!!!\u201d\u2026.<\/strong><\/em><\/p>\n<p>That\u2019s always the response I hear whenever clinic owners imagine how many people they\u2019ve let slip away because they don\u2019t have solid follow-up systems in place.<\/p>\n<p>Just imagine if you could take even just 30% of those people who have made inquiries and turn them into paying patients\u2026<\/p>\n<p>Where would you be in your life right now?<\/p>\n<p>One of the answers from a PT in my Next Level group?<\/p>\n<p>\u201cRetired, in a second home in Charleston\u201d.<\/p>\n<p>That\u2019s how much not losing his prospects mean to him.<\/p>\n<p>So what exactly do I mean when I say \u201cthe fortune is in the follow-up\u201d?<\/p>\n<p><strong>This:<\/strong><\/p>\n<p>Right now, there\u2019s more people checking out your practice on your website, making inquiries, thinking about coming in to see you\u2026 than actually DO (pull the trigger and come to see you).<\/p>\n<p>So if you could take 30% of those people &#8211; who would normally just browse your site or see an ad and not take action &#8211; and turn them into patients\u2026<\/p>\n<p>\u2026then think about the compound effect of them coming back and even referring friends, do you think it would add up a lot of dollars to your clinic?<\/p>\n<p>And, would it be worth your time to set up a few simple \u201cfollow up\u201d systems?<\/p>\n<p><strong>OF course it would.<\/strong><\/p>\n<p>Success in business comes down to just one thing.<\/p>\n<p>Proving value.<\/p>\n<p>Upfront.<\/p>\n<p>And usually BEFORE you get paid.<\/p>\n<p>But the thing is, a lot of business owners (not just PT owners!), live in a world where they think prospects that didn\u2019t buy \u201cjust don\u2019t see value\u201d, or they\u2019re \u201ctight, cheap and don\u2019t want to pay\u201d &#8211; which couldn\u2019t be further from the truth.<\/p>\n<p>If you think that to be true &#8211; you\u2019re almost labelling yourself as \u201ctight and cheap\u201d too.<\/p>\n<p>Let me explain:<\/p>\n<p>I know that every single one of us goes through the same \u201cin-decision\u201d making process each and every day\u2026<\/p>\n<p>We go to a website, or walk into a shop, and if the guy comes up to us and says \u201cDo you need some help?\u201d<\/p>\n<p>Our first reaction is almost, always \u201cNO\u201d.<\/p>\n<p>But here\u2019s the thing, if I\u2019m shopping for a new \u201csuit\u201d for example, I\u2019m in there making a decision about what suit I want to get &#8211; and traditionally what will happen is I\u2019ll walk out of a store telling myself \u201cI\u2019ll have a think on that\u201d\u2026<\/p>\n<p>And I genuinely am \u201chaving a think\u201d\u2026<\/p>\n<p>But then I just forget!<\/p>\n<p>Life gets in the way.<\/p>\n<p>Something else comes up, or I walk into another store, or the girlfriend has already spent the money, or whatever it will be\u2026<\/p>\n<p>But if that guy in the store had approached me and asked something different like &#8211; \u201cSir, I can see you\u2019re thinking about buying this suit, are you going to a Wedding soon?<\/p>\n<p>Or have you got an event or something special to go to?\u201d<\/p>\n<p>Instead saying \u201cno\u201d right away, my reaction would have been<strong> completely different<\/strong> &#8211; I\u2019d start to engage with him and he\u2019d have a much better shot of potentially getting my email or telephone details so that he can follow up with me &#8211; just incase I forget to return.<\/p>\n<p>This behaviour is exactly the same for people who inquire at your clinic by email, telephone or by visiting your website.<\/p>\n<p>Everyone goes through the <strong>buyers journey<\/strong> (a series of steps any person must make before they buy):<\/p>\n<p><strong>&#8211; Awareness<\/strong><\/p>\n<p><strong>&#8211; Consideration<\/strong><\/p>\n<p><strong>&#8211; Decision<\/strong><\/p>\n<p><strong>In the awareness stage<\/strong>, people are inquiring at your clinic to seek a solution to a problem they\u2019re having (a twinge in their back, pain in their ankle that\u2019s stopping them from running, an un-diagnosed shoulder problem\u2026)<\/p>\n<p><strong>In the consideration stage<\/strong> prospects have come to an understanding about what they need to do to find the solution to their problem, and they\u2019re thinking about it as they want to be certain you\u2019re the right clinic to pay for PT with before they buy.<\/p>\n<p><strong>And finally in the decision stage<\/strong>, prospects have chosen their solution (to pay for PT), and are evaluating what clinic to do business with.<\/p>\n<p>So it\u2019s your job to help guide them, give them information that helps them confidently say \u201cyes\u201d and to connect and help them make the best decision &#8211; <strong>so they choose you!<\/strong><\/p>\n<p>Which is exactly what I\u2019ve trained my staff to do at <strong><a href=\"http:\/\/www.paulgoughphysio.com\/\" target=\"_blank\">The Paul Gough Physio Rooms\u2026<\/a><\/strong><\/p>\n<p>As soon as someone inquires &#8211; if it\u2019s via email we respond within 24 hours, and if it\u2019s by a phone call or if someone walks in we never talk about Physical Therapy first &#8211; we make it all about THEM.<\/p>\n<p><strong>(Not what we do!)<\/strong><\/p>\n<p>We find out things like what\u2019s been going on, what they\u2019re suffering with, what their pain is stopping them from doing and what concerns them most so we can help guide them into making the best decision.<\/p>\n<p>That way, after 3-4 days where life can get in the way and people forget about inquiring in the first place, when my team call they usually say they\u2019re so happy we did because they completely forgot, but know they need to do something about whatever is going on before it gets worse.<\/p>\n<p>If you follow-up regularly with leads and nurture them, you stand a much higher chance of converting that person into a paying customer than you would if you dived in with talking about PT right away, or doing nothing at all and having no contact details to keep in touch!<\/p>\n<p>Because it\u2019s true &#8211; people forget, we all do!<\/p>\n<p><strong>People aren\u2019t \u201ccheap\u201d<\/strong><\/p>\n<p><strong>They\u2019re not \u201ctight\u201d<\/strong><\/p>\n<p><strong>And they don\u2019t \u201cde-value their health\u201d<\/strong><\/p>\n<p>They just <strong>don\u2019t see the value in what you do until you SHOW them.<\/strong> And after you\u2019ve got their business &#8211; no more nurture systems are needed because you\u2019ll have their business for life!<\/p>\n<p>So you have two choices\u2026<\/p>\n<p>You can either blame people for not booking an appointment, or you can blame yourself for not guiding them (which you can do something about).<\/p>\n<p>You can train staff, put better systems into play, get better success stories, increase the experience people have the moment they touch base with your practice.<\/p>\n<p>The person just needs to be given more information first before they make a decision.<\/p>\n<p>What world do you want to live in?\u2026<\/p>\n<p>A world that you can\u2019t control, or a world that you can?<\/p>\n<p><strong>It\u2019s much more profitable to live in a world that you can<\/strong> &#8211; and there\u2019s no competition when you do this because nobody else in your town wants to change the way they do things.<\/p>\n<p>They\u2019re all stuck in the past worrying hard enough HOPING and PRAYING that change and progress will pass them by.<\/p>\n<p>Unfortunately NONE of us &#8211; the writer of this article included &#8211; is immune from the winds of change.<\/p>\n<p>The PT Industry is most definitely NOT, either.<\/p>\n<p><strong>To sum up:<\/strong><\/p>\n<p>Keep showing up, and you\u2019re going to get more business.<\/p>\n<p>It\u2019s that simple.<\/p>\n<p>====<\/p>\n<p><a href=\"https:\/\/my.leadpages.net\/leadbox\/14239b173f72a2%3A1580dba8fb46dc\/5705241014042624\/\" target=\"_blank\">Click Here to Subscribe to Paul\u2019s Marketing Tips Email List &gt;&gt;&gt;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>On this Physical Therapy Profit Academy Master Class, we\u2019re going to show you how to use the power of follow-up (a.k.a Nurture Systems) to turn ice cold prospects into life long paying patients, even if they say NO to your services at the beginning. This is perhaps one of THE most important topics we\u2019ve ever&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/the-fortune-is-in-the-follow-up-how-to-get-ice-cold-prospects-to-buy-from-you-for-life\/\">Read More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[52,34],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\u201cThe Fortune Is In The Follow-Up\u201d: How To Get Ice Cold Prospects To Buy From You For Life | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Learn how to use the power of follow-up (a.k.a Nurture Systems) to turn ice cold prospects into life long paying patients, even if they say NO to your services at the beginning.\" \/>\n<meta name=\"robots\" content=\"index, follow, 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