Why A “White Cloak” And A “DPT” Isn’t Leading To More Compliance…

by · 16th August 2016

5/5 - (1 vote)

This question came in from one of my coaching group members, yesterday:

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“Paul, curious to know where your ‘ask for permission’ principle to your business originated from.

I LOVE it and want to dive a bit deeper into understanding the psych behind the technique. Can you talk more about it and point me in the direction of a resource? Many thanks”!

– Matt DeBole, Agile Physical Therapy, Palo Alto, CA.

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What A Patient -Price Objection- Really Means (4)

Am I okay to give you the answer???

(Thanks!)

So here goes…

…(why I’m a huge fan of the “asking your patient for permission” for EVERYTHING concept).

The primary reason is that the old fashioned way of the “Doctor is God” way of thinking, is now, just about, absolutely DEAD!

Other than your Grandparents – or people aged 70+ – there’s not that many people who enjoy being told what to do – by anyone!

(My 3 year old son “Harry” REALLY doesn’t like it 😉 )

The problem is that many health care professionals have failed to recognize this massive shift in human behaviour…

The internet, Google and things like Facebook in particular – have given YOUR consumer a voice that can be heard…

They have an opinion…

…and most importantly of all, they have a “CHOICE”!

And the moment we start to “tell”…

…we are talking to them in a way that doesn’t respect how they live the rest of their lives…

If we “ASK”, we build confidence, TRUST and we EMPOWER our patients…

All of that means they feel safe and if they feel safe they make more confident decisions.

Now, of course, we’re going to ask in such a way that leads the person to the point where we KNOW they need to be…

How do we know where they need to be?

Through ASKING the right questions on our websites, at the initial phone call and in the Eval.

(And then LISTENING).

The problem is, so many PT’s hide behind their “qualifications” and STILL live the way it was 10-15-20 years ago where people USED to respect people like you and I who told them what to do…

The white cloak or shirt and tie with a clip board in arm worked in the 70’s and 80’s – even the 90’s perhaps…

…but not in 2016.

Getting patients to comply and agree so that they FOLLOW THROUGH ON YOUR PRESCRIPTION starts with YOU asking for permission for everything:

“Am I okay to tell you how else we might be able to help you?”…

…”Am I okay to make a recommendation of care?”

…”Am I okay to put my hand on your leg?…”

…Knock, knock: “Am I okay to enter the room?…”

…Ring, Ring: “am I okay to ANSWER THE PHONE” (…if your receptionist is talking to a patient in reception…)

…”Am I okay to go ahead to charge your card for your contribution to todays session”…

And so it goes on…

The more that you “ask” for permission, the more successful you’ll be…

A resource to look up to learn more about this?

Try this book: “UCLA: A Prescription For Excellence” (By Dr.Joseph Michelli)…

(When you’ve read it, be sure to get in touch and let me know how it impacted you).

Anyhow…

Have a great day 😉

Sincerely,

Paul Gough

P.S Which of the following did you miss??

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Round up of last weeks top content:
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– Accelerator Method: Accelerator Method – 24/7 Inquiries From Your Website (…this article reveals why most PT websites are failing – be sure to show it to your webmaster 😉 )

– Podcast: Episode 006 with Dr.Jarod Carter, the “Larry King” of PT Podcasts talks about the challenges he’s facing as he grows from solo-practitioner to business owner with staff… click to download and listen to it while you run, walk, drive or fly!

– YouTube Show: Episode 025 – Why No One Wants To Pay For Physical Therapy Anymore (…it’s true, and this video explains what they will pay for instead!!)…click here to watch it then Subscribe on Youtube!

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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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