CBP 322: How to Convert When They've "Already Tried PT"

If you've been in practice long enough, you've heard some version of this: "I already tried physical therapy… It didn't work." Sometimes you hear it during a consultation. Sometimes it even comes up on the phone. And it can be especially challenging when that person is contacting you specifically for something else, like Shockwave or Laser therapy, because the last thing you want to do is create friction by immediately trying to sell them on the very thing they believe has already failed them. But as more and more practices are incorporating these types of modalities and advertising directly for them rather than their core service, getting patient to say yes to everything they need (beyond just Shockwave, for example), is becoming a more common and costly challenge…  … Often worsened by the fact that many seeking out new treatment technologies have already tried traditional treatments like physical therapy. In this episode, I share a coaching conversation with one of my longtime Cash-Based Practice Mastermind members about how to handle this situation, how to differentiate your clinic from the treatment they've "already tried", and why the best time to overcome the "I already tried PT" objection may be much earlier than you think. And this conversation is also a great example of why general advice can only take you so far… Every practice has different services, staff, workflows, and challenges that often require very different answers to the same question. If you want coaching based on your specific situation rather than trying to piece everything together from someone else's Q&A, that's exactly what we do inside the Cash-Based Practice Mastermind. What You'll Learn in This Episode How to respond when someone says physical therapy didn't work Why you shouldn't immediately push PT when they're calling for another service How to differentiate your approach without creating resistance Why overcoming this objection starts earlier than you may think How to plant the right seeds throughout the patient journey so they don't drop off, and they ultimately say yes to the physical therapy they need. USEFUL INFORMATION: Check out our Summit: CASH-BASED PRACTICE MASTERMIND