Just wrapped up a 🔥 training session for the practices in our E3 Conversion System Bootcamp.
It was our highest attended training call to date, and the topic we covered?
Pricing. It’s #1 most common objection/question/issue that comes up within your practice, whether you know it or not.
I trained on dealing with price shoppers, how the patient benefits from being priced higher, taking pride in your premium positioning, and getting comfortable asking for money.
The thing that surprised some of our clients on this private training, and may surprise you too:
The majority of the session was spent reviewing and correcting broken beliefs we hold about money.
So many people think they just need the Magic Script™ (or some other silver-bullet tactic) and then they are set.
But the scripting – the actual words – is a very small part of the overall message.
A great example from one of my mentors: If I gave you a print out of Chappelle’s stand-up routine and had you read it word-for-word, would people think you are as hilarious as Dave is?
No. Because the words are just one small piece.
Sure we give our clients the words/questions/tactics to use, but before any of that…
They first need a strong mental foundation. Without that, you have nothing.
Today’s call was a great reminder: make sure your team has the mindset and the skillset (both are vital) to overcome pricing objections.
And for goodness sakes, stop price matching. You’re a surgeon, not Dick’s Sporting Goods.