How to respond to pain in the ass patients

As a chiropractor, of course, you want to get the YES without stress.

Wouldn’t it be nice to get up, go to your practice, and care for your patients without worrying about how you’ll retain those patients?

I get it and hear it all the time—that process can be easier said than done. Getting patients to say yes, even when they need the help, can be challenging. For that very reason, I share proven day 1 and day 2 sales training tactics.

So, with that in mind, let me ask you, can you relate to this?

A patient comes in for whatever reason, and on that first encounter, they ask you, “After this visit, what happens following the initial amount I pay?”

You’re not alone if your heart is racing just thinking about it. Many professionals like you hear this on a weekly basis, and it’s something that you need to address and CAN address.

Here’s how.

Addressing the problem by changing your perspective

When dealing with the scenario discussed above, the problem is how you respond.

How can you effectively respond to every patient who asks these types of questions?

You know them too well:

• “How much is going to be after this visit?”
• “How much will I need to pay after the initial payment?”

How do you respond?

Here’s what you do — get into the perspective of the prospect.

What do I mean by that?

Put yourself in their shoes.

Relate to your patient

Think about when you asked something similar because we’ve all been there. Sure, maybe not in a chiropractor’s office, but somewhere else when faced with potential ongoing payments.

Maybe it was the last time you bought a new phone.

Say you paid $1000 for your new iPhone. You may have asked, “Well, what’s next? “How much do I pay after? ”

Think about WHY you would ask that.

The answer is quite simple—you don’t want to be surprised. The last thing you want is to be blindsided and pay more than anticipated.

This concept is about managing expectations, which is what your patients aim for.

Remember, you need to understand sales tactics

Yes, you are a professional chiropractor. You are a doctor, and your goal is to treat your patients. However, your practice is also a business.

So, sales strategies matter!

In this case, you need to understand sales and this fundamental truth — consumers want a sale to be easy.

It is not necessarily that they do not want to buy. After all, they’re in your practice. They are seeking what you offer. However, they want to buy with ease and do not want to be startled during the process.

Think of Amazon. Fewer retailers are as successful, and that is because they make it easy to buy.

The same tactic can apply to your practice. Make the sale easy, and you will see better results.

Reverting to that dreaded question

Okay, so let’s go back to that question…

“How much is it going to be after the first visit?”

• Step one: Think of their perspective. They do not want to be blindsided.
• Step two: Respond appropriately.

When I say appropriately, I mean not like chiropractors normally would. Many would respond with, “Well, that depends,” and it’s understandable why. There are many variables, and each patient’s needs are unique.

But it’s the wrong approach.

If you tell a patient it could be anywhere from $50 to $5000, depending on the level of care they need, that response will make them run. They don’t want to be surprised, and that level of uncertainty will hinder your close rates.

So, what do you say instead?

When your patient asks you how much it will be, you say, “You know what, [insert patient’s name], I get that question ALL the time. I understand your concerns, so when I see you next, I will go over:

Exactly what the problem is
What we need to do to get it corrected
How long and how often
How much that will cost…
… We will go over all of the associated costs in detail before we start any procedures and before you pay anything.”

Get their anxiety levels down!

Implement the secret sauce and explore sales training

The abovementioned tactic is just one example of many breakthrough chiropractic coaching strategies. I

Access these incredible freebie resources to learn more about how other professionals and I handle those hair-raising, money-related questions so that you can close more chiropractic sales. You can do it, too!

If you want to take your practice to the next level, I welcome you to check out sales training opportunities. These classes, resources, and expert support will help boost chiropractic patient retention rates and ROI.

Book a call to discover more about chiropractic consulting today!