When someone asks “how much will this cost?” they are really asking how much value do you place on your care and expertise AND do they agree with that value decision.
It’s never “can I afford it” instead it is “is this valuable enough for me to prioritize it?”
When someone asks for a deal they are telling you that they don’t agree with your value equation or they don’t place themselves and their health at the same high value you place it at. This has to make sense…they may be saying that they don’t value themselves enough to spend money on their health potential.
Now we’re getting somewhere! Why should you NEVER make a deal?Because if you wanted to give a deal or thought they deserved a deal you should have done that already! Set your fees to what you value for the adjustments and then stick to them. If you disagree with your fee then change the fees and change them now. Charge a fee you would pay and then recommend the care someone needs! Get out of your own way on this one and do it quickly!
If the patient doesn’t value themselves enough to invest in their health, the best thing you can do is support them and let them go! Making any compromise to their schedule or your fee will only reinforce that they are not valuable or worthy of the full care and fee.
One last piece of advice, DO future pace the patient. What I mean is explain what they are gaining by starting care. Explain how their health will improve and as a result so will their long term quality of life. Explain what they are avoiding: sleepless nights, multiple medical doctor visits for medications, and then more medications to deal with the side effects, ongoing health issues that will get worse over time. Often people want to downplay their current health issues and are over-confident with how easy it is to fix it. Be honest, tell them what it will take to correct the underlying issue and how long it will take.
It’s that simple! But it takes guts and it will be hard until you do it enough that it becomes easy and natural. And being the best takes work…remember? And that’s OK!
If you ever want to talk and see how I can help you, check out my website and fill out my Practice Health Mini Check Up and I’ll take it from there, let’s do this and let’s change the health of your community!