Accelerator Method: Maximising Cash Value (Part 5 of 5)

by · 19th August 2016

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In this, the final part of the Accelerator Method tutorial series, we’re going to look at how you can MAXIMISE the cash value of all your new patients.

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In a nutshell, you can only raise your profits in three ways:

1. Increase the number of people who buy from you
2. Increase the amount they spend with you
3. Increase the FREQUENCY of times they spend money with you

Steps 1, 2, 3, and 4 of the Accelerator Method are all about increasing the number of people who want to buy from you…

Those articles are re-capped here…

…now it’s about creating a price structure that makes you more profitable – AND offering other products and services that are aligned with your perfect patient, that they’ll want to buy from you.

Raising prices is often hard for many business owners…

We get very emotionally attached to the price that we think we’re worth and what people will pay.

In reality, what we are is frightened that people will say “no” to that fee, and choose a cheaper option.

So the question of “how do you raise your rates?”… In part, is solved by answering the question of how do I STOP worrying about if people say “no”?…

Everything you’ve just read in the Accelerator Method – parts 1-4 – were about putting you in front of more of your perfect patients…

If more people know who you are – and more people want to do business with you – then you’re not living in fear of losing one or two people just because you’re charging a higher fee.

Make sense?

It’s called “deal flow” – basically, if you have a steady stream of people wanting to work with you – all lining up in the waiting room – then you’ll confidently be able to set your own fees.

It’s one of the most TRANSFORMATIONAL – LIBERATING – aspects of the Accelerator Method – because you’re talking to the 93% of people who are being overlooked – and nobody else is serving their needs like you are now – essentially you’re competing in a league of ONE.

You’re a specialist for the people who right now, nobody else has created a service for…

You’ve narrowed down your audience to a perfect patient…

…you know exactly what problems they have, and you’ve communicated to them that you know how to solve that…

…you acknowledge that they’re nervous and a little un-sure about giving you money…

…but you compensated for that by ADDING VALUE to their lives upfront.

All of that combined means you never have to worry about them resisting your fees.

Why?

Simply because NO-ONE is doing this for them…

And they won’t take the gamble of going off and being left out in the cold again with no clue what to do next.

So with the Accelerator Method we get you into a LEAGUE of ONE…

…And in a LEAGUE OF ONE, you set your own rules.

And to help CONFIRM this new price structure, it’s all about having a PRICE GAME PLAN…

A strategy that involves OPTIONS – a menu if your like – that your perfect patients can choose from.

The key to raising rates is to have some FREEDOM of choice…

Contrast that with most clinics who have a “one size fits all” price, and again, you’re in a different league that makes doing business with you feel EFFORTLESS.

Why is this price structure important?

Because the world – and the people in it – are getting harder and harder to cater for…

…it’s almost impossible to have a one size fits all service – especially in health care.

Some people want more than others – some people want less.

So it’s important to have different price points that they can at least begin with, and something called an ANCHOR.

Having an ANCHOR in your pricing point always allows you to position a much HIGHER priced – perhaps a “GOLD” session – that people can choose that looks incredibly great VALUE in comparison to the other.

So once you have your perfect patient in line…

…you’ve added value…

…you’ve picked them out on Facebook, or by using Newspapers…

…you’ve got your website adding authority and giving you 10 X the number of inquires…

…you can RASIE your rates without fear of losing any of your patients.

And, with the help of some “anchoring” with different price points, it becomes very easy to add $4-5K per month to your bottom line JUST by raising your rates.

What you can also do is OFFER SOMETHING ELSE.

You may have heard of it as a “cash up-sell”…

It’s an added bonus of the Accelerator Method as once your perfect patient has experienced your UNIQUE SERVICE…

…they usually want to come back for more.

Think how easy it would be to offer a massage package or pilates class to a lady in her 50’s… if your entire clinic is packed with these 50 year old ladies then it becomes very easy to offer this to them – and for you to be successful with it.

It doesn’t have to be massages, and it doesn’t have to be 50 year old ladies…

…what that is, is an example from my clinic. And it’s so successful that our cash up-sell process covers just about all of my expenses… meaning that the actual PT service is 100% profit.

In your clinic – once you know who your perfect patient is, you’re then much more likely to be able to offer a Cross Fit athlete some sort of cash pay option that is in-line with keeping him fit and healthy so that he can stay in the gym.

Make sense?

So it all starts and ends with knowing your perfect patient…

…adding value to their life…

…building that TRUST, and getting them to the point where they will want to buy from you at your rates – including any other service you’ve got.

It’s all 100% possible using the Accelerator Method.

In the next few days we’ll be opening up registration for the Accelerator Method Masterclass where we’ll be giving 50 business owners the chance to work with us on re-creating this Method inside of their practice.

It’s a 6 week Masterclass where we will work with you to help you to implement everything that we’ve covered on these tutorials over the past 5 weeks.

To get more info, go here…

– Accelerator Method: 6 Simple Steps To More Patients and Higher Profits >

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About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.
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