How To Communicate Prices As A Cash Based Chiropractor

A lesson I learned about 5 years later than I should:How you communicate your prices is often more important than the prices themselves. It’s important to be firm and confident in your prices while also letting the patient know you’re taking their thoughts and feeling into consideration. If you come off as insecure in what you are charging the patient will pick up on that and feel insecure about your programs ability to solve their problem. A short and simple presentation of your prices should look like:

After your exam, sit the patient down.

“Based on your exam I’m 100% confident I can get you back to (insert #1 activity pain is keeping from doing) in _____ visits (hand over price sheet). If you’re 100% confident that this is the route you want to take, you can purchase it all today and I’ll throw in ___ free visits (point to package on sheet).

Obviously, that’s a pretty big commitment and you’d rather just start with one the cost is _______. After 1-2 visits if you feel more confident in the program and wanted to upgrade I’d be happy to honor the package price. Which would be best for you?”

Mindset Tip #1:

Remember, most patients can’t envision or comprehend the VALUE that your program offers. Once they come in for 1-2 visits and see how much more you bring to the table they will feel more comfortable with committing to a full package.

Mindset Tip #2:

Take emotion out of it. Whether the patient says ‘yes’ or ‘no’ should have no impact on your day. I know many chiropractors who take hearing a ‘no’ personally. Asking themselves, ‘what did I do wrong?’ and beating themselves up over it.

A ‘no’ isn’t a ‘no’ to you personally, it’s simply a ‘I’m not ready to get started right now’. Enter them into your follow up system and follow up at the appropriate time. By taking emotion out of it you can firmly and confidently state your prices which INCREASES the likelihood of the patient agreeing to care.