In this episode, I show you how.
Join me today as I share with Practice Freedom U students how to reach out to referral partners and ask them to be on your podcast.
Join me as I discuss with Practice Freedom U students why it’s important to generate leads and why workshops can help increase your them.
When you use this approach in your initial screenings, you will commit more patients to plans of care that they’ll see through–because you put them in the driver’s seat. And working with more committed, empowered patients is more satisfying, rewarding—and profitable—for you.
Here’s how it works.
4 steps that turn prospects into new (and committed) PT patients
Step 1: Uncover their pain points
Your patient’s pain points are the challenges, fears, obstacles and limitations that are keeping them from reaching their goals. Too often, we move through a screening without getting a full picture of what our patient’s most urgent concerns and biggest priorities really are.
During the subjective part of a SOAP screen, ask the question: What is your biggest worry? Their answer can give you deeper insight not only their physical pain but also their fears–and their motivations for recovery and healing.
Step 2: Confirm what success looks like for them
Now, it’s time to understand the wants and desires they connect to their recovery. Done right, this can be a powerful step in helping patients clarify for themselves what their goals and desires really are. That can be incredibly motivating in helping them commit to a plan of care.
Our patients often need prompting to reach this information. Ask your patient to be specific about how they will measure success—and what success will feel like for them when they get there. Ask them to describe WHY this goal matters to them.
After you’ve heard them, REPEAT back what you understand their answer to be. This step of RESTATING ensures you and your prospective patient are on the same page. It’s also a powerful trust builder.
Step 3: Let them DECIDE to move forward
Too many PTs skip this step. After you’ve completed their objective tests, don’t jump right into solution mode. Before you move on to describing your plan of care, give your patient opportunity the to decide whether they want your help. After you’ve shared your assessment, ask your prospective patient: Is this something you’d like to get help with now?
Don’t phone this one in. Really ask, and you’ll get a real answer—one that empowers your patient to feel in charge of their journey back to health.
Step 4: NOW give them the solution
Here’s the time to share your program. Make an offer and be specific! Explain how your program addresses their pain and can help them reach their goals. Don’t shy away from the details. Be direct about number of visits, and cost. I strongly recommend offering an incentive to pay for the program up in total, up front. (You can offer a payment plan if they have hesitations about the up-front cost.) And explain to them how committing to the full program by scheduling all visits is the best way to ensure they’ll meet their goal.
After you’ve made offer, be quiet. Give them the time to think and respond. The PPS conversation turned more of my prospects into patients and it now does the same thing for the PTs in my programs.
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