it’s really difficult to tell the charges to the patients after explaining the treatment. Neither we like this nor the patients like this because they will have to take a decision after that. As you explain the treatment, the environment becomes nervous. Your job is to make this environment smooth. So, today I will give you three tips regarding price so that patients do not bargain and their answer is yes.
MY FIRST TIP IS NO ONE CAN AFFORD IT
Whenever you tell someone the price for the first time, they will feel much more no matter how much you tell. There can be two reasons for this, first, he has no idea of treatment charges or secondly he has not yet prepared his budget for this. I had started my clinic in 2011 and the location of my clinic is in a lower-middle-class area. And there was a single chair in a small shop.
I keep the charge of my RCT Rs1200 in the starting.
Most of them go away telling me costly then I reduced my charges to Rs 1000. But no change I was still costly. After that, i reduced my charges to Rs. 800 then Rs. 600 but then also patients used to bargain. Then I came to know that no matter how much the price is, patients will not stop doing Bargaining. When we were also customers, we would also bargain either to an auto-driver Or to a vegetable vendor. Even we used to check deals and offers on the website before buying anything. We all like to bargain.
We all have limited money. If we are taking the decision to buy something then at the same time we are taking the decision not to buy something too. When you tell the price to the patients they used to be surprised so it’s very necessary to invest time in building value with them.
MY SECOND TIP IS WILLINGNESS TO PAY AND ABILITY TO PAY
These both are different things.
No one wants to give you that much money which you are asking for. Nobody wants to give his own money to you so that he can’t buy anything else.
But anyone can afford it or not is a very different thing.
Many people buy those things which they can’t afford because they have a lot of buying desire. Like you must have seen that a person who is working on wages has a smartphone in his hand. You would have seen people having those cars which they can’t afford.
So your goal is to improve the desire of the treatment and you can get this improvement by repeating and emphasizing the benefits of treatment. The more the patient wants that treatment, the less sensitive he will be to the price.
MY THIRD TIP IS NEVER TELL THE PRICE IN STARTING
The fundamental rule of selling is if you will tell the price before explaining the treatment then you will lose your sell. Because after hearing the price patients will lose interest in listening to your explanation about treatment. He has not made a decision yet for the treatment.
A lot of patients use to start asking about the price from the patient’s waiting lobby. You don’t have to tell the price to them till then you check and give the explanation about treatment. If you tell the price beforehand only then the price will become a big issue in the conversation.
