“What’s going on guys?
This is Scott Theaman talking about sales, marketing, conversion and helping you to grow your practice. Today I want to speak with you guys about the importance of offering packages.
When people try to negotiate with you on price, you should never, ever reduce your prices. In fact, people who have high prices, typically deliver high value, so you want to pay top dollar. If you’re getting a knee procedure done or a care plan for your back that’s been bothering you for 20 years, I’d want to pay top dollar to make sure that this problem goes away forever, right? So the importance of having packages is you could start to negotiate with people on inventory, not on price. For a chiropractic care plan, for example, “Okay, Ms. Jones, what we’re going to do is, we’re going to offer you the 48 visits. We’re going to offer you the hydro massage. We’re going to offer you the regular massage, the K-Laser, and you’re going to have time to meet with a few other of our specialists. And this is $4,000.” Whatever it is, right? And if she doesn’t like that, that’s like, “Okay. Look, we could still help you.” But package down, then you take some of those elements away.
So when you’re creating your packages, a few things to keep in mind is you’re going to want to value stack your top end package. That’s going to be the highest priced obviously, and you’re going to want to load that with as much value as possible, probably almost all your services if you can. And again, this depends on your specific practice and we’re going to work with you on creating this with you. So you have your top package and then as you go down a package, you’re going to decrease the price and you’re going to eliminate some things and then you’ll have your basic package.
There’s a few other reasons why you want to do this. There is a huge psychology in the three options because typically nobody wants to get the bottom of the barrel package, right? People want to have nice things, they want to treat themselves most of the time. And so what this is going to automatically do, is it’s going to allow you to sell at higher dollar margins and higher dollar revenues. So you always want to offer the three packages, and most of the time people are going to go for package two or package three. This is a great way for you to expand your product line. This is a great way to keep your staff busy, and it’s a great way for you to grow your business. So make sure you’re offering and creating packages in your business.”
To see how Beyond Marketing can help with your mental health marketing please contact us for a consultation.