If you are a healthcare provider, the number one question your new patient asks YOU is: “How much does this cost?” How would you respond to this question in a way that will increase the chances of the patient returning and completing their plan of care without thinking about the cost?
In this week’s episode, I continue to talk about the series "Art and Science of Selling in Healthcare" - the Art of the First Phone Call part 6. Why 99% of the callers are asking about the price? What is the best way to manage price, neutralize the conversation, and maintain control of the conversation? Selling an expert is far better than selling a commodity. Do not only discuss the price, discuss what they’re getting on that price that drives back to the VALUE.
What you’ll learn from this podcast:
3:26 - the SCARY question new patients asked
4:45 - How to talk about the Outcome
5:15 - Why Patients are always asking about the “cost” rather than the “service”
6:16 - How to Make PRICE less an issue in the First Phone Call
9:03 - Selling an Expert is Easier
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