‘Dr. Webb’s Desk’ Article originally from September 2nd’s 2016 FPC Weekly Newsletter, written by Dr. Webb.
“If You Believe Your Prospects or Current Patients Have No Money…
You Will Prove Yourself Correct”
No matter where it is I travel, I find similar people buying similar things, driving similar cars, using similar phones and drinking similar coffee. They eat out frequently, shop continuously and spend money without much conscious thought.
The vast majority of those living in the United States have jobs, mortgages, car loans, cable TV, smart phones, computers, 50+ inch TV’s, and addictive behaviors that lead them to buy what they don’t need. If they want something bad enough, they usually will find a way to purchase it.
Granted, I’m not talking about big ticket items like a new home, automobile or piano. What I do see is most Americans find the means to take a trip or two during the year that can add up to a few thousand bucks. According to information found on google, an average cost for a family of 4 to visit Disney world is just under 4k…and that doesn’t include the flights.
Let’s keep these things in mind when holding to assumptions that those that walk into your practice are destitute and just trying to survive. The truth is that many certainly may be living pay check to pay check, but that’s their choice. You see, they still feel the need to live beyond their means, but have never really looked at it this way.
The majority that say, “Oh, that’s just too much. We can’t afford that,” are really saying, “Oh, I was hoping it would be free or really cheap. I don’t see the value in what you’re offering and would rather keep on track with my current spending habits.”
I’m commenting on this from a place of experience. Over years, I learned to listen, effectively communicate and come to an understanding with those that sought out my help. I had to or else I would go broke! Yes, I heard the same comments you hear, day in and day out.
As I came to the understanding that it was all about the value of my offer, was it that I resolved the challenge. You now understand the necessity of pre-education, mastery of communication and drinking your own Kool Aid. Do this and those that apparently have no money begin to disappear.
This doesn’t mean that the financial concern won’t come up. Remember, their current lifestyle may be above their means. But, if they see the value, they will be willing to make adjustments and find a way to invest in you and themselves.