How To Make A “Cash Up-Sell” More Likely To Happen

by · 17th September 2015

5/5 - (2 votes)

“How do you make patients want to buy from you
again once their PT is complete?”

How to make a “cash up-sell” more likely

Simple.

Think “Disney”.

How many people go to Disney World and actually plan on spending the often obscene amount that they do??

Ask yourself why is it that Mickey Mouse and Goofy have zero problems extracting $1000 or more dollars from an average family purse for toys, candy, memorabilia and even pictures (they can take on their smart phones) that they don’t really need…

…yet the average PT has a problem getting some of his patients to the 12 visits they need to ease low-back pain, let alone sell them on a cash pay up sell??

The answer, my Dear Watson, is this:

The decision to buy from you a second time, is actually made at the same time as they’re buying from you the first time!

If what they see on your website, your marketing material, hear when your receptionist picks up the phone or responds to an enquiry is answering their concerns in a manner that no one else ever has, then moving them into a cash pay service on the back end of PT is something that they will WANT to know more about.

The problem that most PT’s have is that in their desperate need to “sell” something to ensure a profit…

…they’re so obsessed with the “thing”, the price of the thing and offering the thing, they’ve neglected to think about how the consumer sees they place they’re buying it from.

If the patient didn’t feel from Day 1 that this place is “the only place in town that’s perfect for them”, then it’s almost IMPOSSIBLE to make happen.

No matter how good the system is, OR, even how needed the actual cash pay service is.

It’s a bitter pill for a lot of owners to swallow.

And leaves them with just two excuses:

1.) We tried, but no body buys stuff like that around here

2.) They’ve got no money (…That’s coz they’re spending it with someone else who REALLY gets them!).

Either way, you ain’t gettin’ any of their hard earned cash.

So the answer to the problem?

Drum roll….

“Marketing”.

Specifically, influencing what your potential customers say and think about you and your service BEFORE they’ve even bought from you the first time.

If it’s a transactional business you want… that might do “ok”… keep on advertising your self as a “physical therapist with 10 years experience” and labelling yourself as being proud to offer “great customer service”…

However…

If you want to give yourself the chance of a few “Disney” style up sells and having consumers happy to buy things like massage services and pilates classes (…at premium prices, in cash!), may I suggest you start buying up some space in the local newspapers and begin to advertise solutions to REAL problems.

Explaining that you know how to help people live a life with less dependency upon pills, is to the 60 year old with back pain what a new “Harry Potter” ride is to a Dad and his 8 year old son.

They’re going to be happy and WANT to spend money to experience it the moment they see it advertised on the TV.

Want some help to get going with creating your first ads?

If so, go here next:

NPO - horizontal

It’s a “fast pass” style marketing program designed to ensure marketing success and bring you and endless supply of patients, who are ready to say yes.

So if you’re ready to take your PT clinic to the next level and have more patients than you dreamed possible, go here:

– Show Me How To Get Patients Wanting To Buy From My Clinic ! >

Sincerely,

Paul Gough.

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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