Empowering Patients to Choose Cash Physical Therapy: A 3-Step Sales Approach
Clinical Marketer

Empower Patients to Opt for Cash Physical Therapy: A Step-by-Step Guide

In this blog post, we’ll delve into a comprehensive guide on how cash-based physical therapists can effectively convince patients to opt for their services instead of traditional insurance-based options. The three simple steps outlined below will help you boost patient conversions and grow your practice.

Step 1: Take Control of the Conversation

Start by setting the stage for the conversation, ensuring that you control the flow.
Avoid spending excessive time on small talk and rapport-building; patients are looking for solutions, not friendships.
Highlight your professional approach by explaining the process they can expect during the call.

Step 2: Ask Effective Questions

Ask probing questions to gather detailed information about the patient’s condition and previous experiences with therapy.
Dig deep to uncover the emotional aspects of their pain and challenges.
Identify all potential objections or obstacles they may have about choosing cash-based therapy.

Step 3: Share Compelling Stories

Instead of lecturing, use stories to help patients arrive at their own conclusions.
Share success stories of other patients who faced similar issues and benefited from your services.
Challenge patients to explain why your approach would work for them based on the stories you’ve shared.

Assumed Close:

Assuming the patient’s interest, suggest available appointment slots, making it easier for them to choose a time that suits their schedule.
Discuss your rates transparently and set the expectation that long-term results may require multiple visits.
Explain the possibility of reimbursement through super bills for cash-based services.

By following these three steps and using storytelling effectively, you can empower patients to see the value in choosing cash physical therapy over insurance-based options. Make sure to set clear expectations, be transparent about your rates, and provide a compelling reason for patients to trust in your services. This approach will not only boost your patient conversions but also ensure that you’re attracting individuals who genuinely believe in the benefits of cash-based therapy.

Clinical Marketer
Jordan Mather got started in the entrepreneurship game at 18 with a medical software startup that revolutionized the physical therapy patient experience. As CEO for 5 years, Jordan participated in top Startup Accelerator Programs, collaborated with a major Wisconsin hospital, raised over $250K in funding, and earned a spot on Wisconsin’s ‘Top 25 Entrepreneurs Under 25’ list.

Although the company eventually failed, it provided Jordan with invaluable learning experiences. He became passionate about designing world-class patient experiences and building efficient marketing & sales funnels for cash physical therapists. Utilizing this expertise, Jordan became the CMO of a well-known physical therapy media company, and consulted for and built marketing funnels for some of the top physical therapy business coaches.

Eventually growing tired of the typical agency and consulting grind, Jordan, alongside Max Zirbel, founded Clinical Marketer. They infused it with the hands-on support and mentorship that they benefited from in their initial venture. The company was a success from the start, aiding clinics in scaling to 6 and 7 figures in revenue. During its first launch, Jordan and his team met Dr. Ben Bagge, whom they later partnered with after helping him grow his business from $200K/year to over $1M/year in three years.
Now, Jordan is focused on empowering clients in the cash physical therapy space, sharing his accumulated skills, processes, and hiring strategies to help them increase their revenue and impact without proportionally increasing their workload.
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    Dr. Paul's revenue increased significantly, reaching $12,000 in that month.
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