Contrast
Posted on 4/18/2014 by Alan Rousso
Categories: New Patients Communication Skills Personal Growth

When was the last time you went shopping? As you go about searching for exactly the right things that you want, you'll probably also notice prices. Is the item cheap or expensive? That depends on contrast!

When you go to buy a shirt, car, or health care, the fee for the item is relative to the prices you've been searching. For example:
 
Let's say you visited one store and a shirt you found was $40. OK! Now you go to another store and see the same shirt for $80! Is it expensive? Was the shirt for $40 expensive??? What if you shopped at the store and found the shirt for $80 and then visited the store that was selling the shirt for $40?! You might think you were getting a bargain!

The same thing is true when you're presenting your care plans! How much is it to have a baby these days with a mid-wife...probably around four to five thousand dollars! How much is it to put braces on your children's teeth? Probably about five thousand dollars!

When you present these fees to a patient and then ask a question, "how much do you think it'll cost to slow down, stop, and reverse as many of the changes and damage that you've already accumulated over the past number of years? The patient is probably thinking four to five thousand dollars!

You can then easily state, "No, the care is only $... Name you fee! Anything less than what you just presented will seem relatively inexpensive!

If you state your fee, like, our fee is $50 a visit, and then present how many visits the patient will need, the patient is multiplying the numbers and you went from small to large! That's why many people exclaim, "Wow, that’s expensive!"

Use the tool of contrast to start with higher fees and then present a lower one to the patient! Watch how many more people will be pleased to start care with far less financial hassles!

24 Years of Consulting Experience for Your Practice...
Personal Certified Coaching for Your Life!

Welcome Message

Follow Us On Facebook
Blog

Future Diary
In 1983, Mark Victor Hansen came to a Markson Management Services seminar and handed everyone a book with nothing in it. He called it Future Diary.

He then proceeded to tell us to write down everything we wanted as if it were already true...hence future diary.

I remember writing 5 things down that I really wanted, never thinking or believing that any of them would come true. All five did!

Want a better year with your goals coming into your life? Get
...

Read More
In Their Own Words ...

"Talented and straight-to-the-point, Dr. Alan Rousso is an exceptional combination of chiropractic and life coach. His vast experience allows him to move clients from one dimension of behavior to another. I have had the distinct pleasure of witnessing Alan's knowledge and personal touch motivating people to soar beyond their fears and reach great heights of success. He has my vote!"
—Dr. Larry Markson
The Markson Connection
© 2019  Alan Rousso Coaching Services, llc
35202 Winterberry Drive    |    Plainview    |    New York    |    11803

The web hosting of ARCS.com is 100% Wind Powered