Using Rollovers to Convert Hesitant Patients
from Don Pelto, DPM - Podiatry Practice Mastery Hosted by Don Pelto, DPM
Using Rollovers to Convert Hesitant Patients ⸻ Episode Description How do you move patients forward when they feel like they’ve already “wasted money” on treatments that didn’t work? One simple pricing and communication strategy can lower resistance without discounting your value. In this episode, I explain how to use rollovers—crediting prior patient spending toward higher-value treatments—to increase acceptance of orthotics, laser, and advanced care. I then walk through a fast-paced clinical day, highlighting where rollovers, judgment calls, and selective follow-ups fit into real-world podiatry practice. ⸻ Timestamps [00:00] What a “rollover” is and when to use it [01:05] Rollover examples: prefabs, orthotics, and failed fungus treatments [02:30] Why rollovers work psychologically without devaluing care [03:15] Clinical day highlights: ingrowns, fractures, shockwave, and post-ops [05:00] Managing uncertainty: infections, MRI follow-ups, and cautious monitoring [06:20] Bundling visits and identifying future treatment opportunities ⸻ Key Takeaway Strategic rollovers help patients move forward by reframing past spending as progress—not loss—while keeping your care plan intact. ⸻ Conclusion If patients hesitate because they feel burned by prior treatments, consider using rollovers selectively for higher-cost, higher-impact care. It’s not about discounting—it’s about momentum. If this episode was helpful, share it with a colleague or reach out with feedback.
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