Writing this at 30,000 feet, on a flight en route back to TX from a 3-day shadowing / coaching engagement in Scottsdale. Looking forward to getting back to the cooler TX weather (Never thought I’d say that!).
Today I want to share the 4 ”Belief Challenges” that keep surgery schedulers from booking as many high-ticket procedures as they’d like. Let’s go over each, along with an example to make it concrete for you:
- Your people don’t believe in the procedure. “Yeah, I just don’t think it’s that great, especially not for $12,000.”
- They believe BUT don’t think it’s worth the $$. “The procedure is awesome, but it’s not $12,000 worth of awesome.”
- They believe BUT can’t imagine spending that amount money themselves. “The procedure is awesome and worth it, but $12,000 is still a LOT of money to spend to me!”
- They believe BUT can’t empathize with the patient’s reason for having surgery. “The procedure is awesome, but why would someone want to spend $12,000 just so they could see their golf ball?”
Each of these 4 challenges circles back to LACK of belief on some level.
And regardless which ones your team members are dealing with, they ALL result in fewer conversions than you could otherwise be achieving.
When you look at it from a revenue aspect, practices are leaving tens of thousands of dollars on the table every week that these issues remain unaddressed. Beyond the money, we’re missing opportunities to truly help patients! Folks aren’t getting the care they need and deserve.
The worst part? These issues often go undiagnosed, and thus untreated.
The good part is, team members can be coached through each of these 4 roadblocks.
EVEN IF they don’t need the procedure themselves…
EVEN IF they’ve never spent high-ticket money on themselves…
EVEN IF they currently DON’T BELIEVE in the procedure…
(I’m not promising every single person on your team can get over these barriers. Some people are stuck in their ways and need to be promoted to their next employer. But with a few shifts in thinking, for most team members it’s possible to build strong belief in a short amount of time.)
Reply with the word BELIEVER and I’ll give you more details on the “Money Mindset Framework” we use to help high-ticket elective surgery teams break through the road blocks and start booking an extra 5, 10, 15+ premium patients in the next 30 days.
Enjoy your weekend,
T-Cole