One of the smartest things I did in practice was to offer treatment packages, which we (fairly) aggressively pushed. While I cover this in the Practitioner’s Manual, I’d like to revisit the topic in this post.
Having witnessed the potentially life-changing benefits of allergy elimination treatment for many years, it’s my firm belief that every patient should have as many of their allergies and sensitivities corrected as possible.
Coming from that point of view, what is the best way to help patients get the treatments they need? Get them to pay for their treatments in advance. The strongest sign of commitment is the pocketbook. How many times have you had patients or clients verbally commit to a treatment program only to drop out before they complete it? Almost no one will drop out if they pay for the complete program up front.
There’s some psychology involved here. Every time you and I pull our wallet out we consciously or subconsciously ask ourselves, “Is this worth it?” We do this for every purchase we make. When you collect up front for a treatment program, your patient or client has to make that decision only once.
Here’s how you set it up.
Some practitioners feel it’s beneath them to sell, others just feel uncomfortable selling. If that’s you, don’t do it. Hand it off to someone else. If you practice by yourself, you have to do it so knuckle under and get better at selling packages. Wouldn’t you rather have $1,000 (two measly Hayfever Packages) to $2,000 (on up) days than $250–500 days? When we were rolling with our fibromyalgia treatment program $8,000 days weren’t uncommon.
And, if most of your patients have prepaid, you can take vacations without losing income or going to the expense and hassle of hiring a fill-in for yourself. Nice.
Want to know how to best to fail at selling treatment packages? Don’t use the reports included in the program. That way, the patient/client isn’t already pre-sold on the treatment. Plus, not using the reports is a great way to waste a lot of your time. You’ll have to explain everything to everyone. Before I wrote the reports, an initial visit took up to an hour. Sometimes longer. After I wrote the reports, twenty minutes. Thirty tops. (Initial testing included.)
Selling treatment packages can be a game-changer for your practice. Using the reports will absolutely be a game-changer. Get a bunch printed and make sure every one of your patients/clients gets one. Give your good patients extra reports to hand out at work or to family.
(Naturally, if prepaid treatment programs aren’t legal where you live, don’t offer them.)
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Dr. Teryl Boothe and selected guests.