Two Little Words (Said By A Receptionist That Costs You $$$)

by · 9th December 2016

5/5 - (1 vote)

On the face of it, “probably won’t” – isn’t all that much of a phrase that you would ordinarily pay much attention to…

But with some context, it becomes so.

For example:

When it’s said by the well-meaning secretary of an in-demand PT explaining why “you probably won’t get to see him after the initial Eval’”, to a new patient calling…

…then all of a sudden it’s worth paying attention to what it means to the person hearing it.

Or, more importantly, how it makes that person FEEL about doing business with you.

Think about a typical patients journey…

They pick up the phone to talk to a stranger…

They admit that they have a problem to that stranger (not easy to do…)…

Then they are then told that the person they want to see CAN SEE THEM…

…BUT, that it’s unlikely to be for anything more than one session.

What’ll happen next??

“Who knows”…

(They don’t know either).

Will I get the outcome?

Will I be seen as many times as I need?

Will I get the service that I’m looking for?

And you want me to pay “how much” out-of-pocket for this???

And so it goes on and on – and on…

Doubts raised about the CERTAINTY in which the patient will get the outcome that they plucked up the courage to call for – and will have to *pay* for…

Value is something that a patient PERCEIVES.

It’s a concept.

It’s a feeling.

And when enough of a feeling “conjures” inside, people take action – and sometimes do stuff they otherwise wouldn’t…

It’s like I keep saying…

There’s NO money problems in this world…

There’s a reason the US and UK collectively are in multi-TRILLIONS $$$ worth of debt…

And that’s because people with “no-money”, often buy things based upon how the words of the people offering it to them made them FEEL.

How are your marketing and office staff making your patients FEEL about paying your fees?

To wrap up:

The secret to cash-pay or self-referral success for ANY PT clinic, anywhere in the world, is found in the way that you are able to make someone FEEL about WANTING to do business with you…

It starts with what you say in your Marketing – and continues on the phone.

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to listen to – podcast EP:001: Marketing 101 – How To Tap Into The 93% Of People In Pain, Currently Being Overlooked… 

And Click here to watch Youtube Show EP:022 – Giving My Staff A License To Thrill

Subscribe to the podcast on iTunes and the show on Youtube

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For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

 

 

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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