The All Inclusive’Article originally from April 14th 2017 FPC Newsletter
Written by Dr. David Adams
The All-inclusive Experience
Have you ever been to an all-inclusive resort or perhaps on a cruise? One of my favorite things about these types of vacations is that everything is “free”. The room is free, the food is free, the drinks are free, and the shows are free. The experience is amazing.
I will never forget the first time I stayed at an all-inclusive resort. My wife and I went to dinner the first night and the first thing I noticed was that there were no prices on the menu. Experience tells me that if there are no prices listed then I know I’m not getting out of there without spending some money. I started to get a bit nervous wondering how much I was going to be handing over at the end of this meal, but then I reminded myself I was on vacation so just relax and enjoy it. When dinner was over I remember sitting at the table waiting on the check to arrive. Then it hit me…this is an all inclusive resort…there was no check! We just had one of the most amazing meals I had ever eaten and it was “free”. My wife and I walked out of the restaurant and gave each other a high five like we had just hit the jackpot.
Now I know what you are thinking. Of course it wasn’t free, but it sure felt like it at the time. You see we had paid for this trip months earlier. We spent a lot of time looking around at different resorts, checking our calendars and making all the arrangements to pay for it. By making a large purchase decision once on the front end for the trip, we didn’t have to be concerned with making purchase decisions all along the way. I have to say it created one of the most enjoyable vacations of my life not only because I didn’t have to pull out my wallet for an entire week, but also because of how much less stress was involved in not having to think about or concern myself with the cost of anything. Once on vacation it was all “free”.
Now think about your members who are used to having to make a financial decision with every visit to their doctor’s office. Each thing the doctor recommends comes with a separate cost. Every lab ordered, every procedure done, and each and every office visit costs them more and more money. The entire experience creates anxiety and fear for the client as they try to figure out what they can afford, what they can get by without, and what they can eliminate for the time being. Think about this… what if we create the all-inclusive experience for our members?
If you are anything like me, then you have heard this phrase several times, “I have tried everything doc!” Well they are in your office because they haven’t tried everything. They are in your office because you have not only a solution, but a true resolution for their problems. They are in your office because you have the ability to change their life and those of the people around them. Never forget that! You and your team truly have the ability to dramatically impact the lives, restore their health and improve the relationships of your members. You see it’s not their (fill in the blank with any Diagnosis) that got them to come see you. It’s your ability to help them learn to truly LIVE again.
So if you are like all the others they have seen before you who offer them the same old fee-for-service system, then you’ve just added to the anxiety that comes along with them trying to figure out how each and every recommendation you make will be paid for. Your patients can get symptom relief in that model, but few will stick around long enough to find the resolution they truly seek.
You are a different kind of Provider. You offer something very unique. Make it all-inclusive and see how much better things will work for you and for your members. Use the lead flow process and pre-education to help your members make that one time, life changing decision. Eliminate the need for them to reach into their wallet each time they come to your office. Eliminate the need for them to have to make a new buying decision each time they see you. Use your ROF to show them how truly different you and your team are than any other provider they have seen before you and then deliver a very high value all inclusive experience. Remember we all like to get something for “Free”.
If you would like more information on putting together an all inclusive package, making or improving your existing lead flow videos, or transitioning your practice into an all inclusive experience for your members, please schedule an appointment to visit with me. You can find me on the portal under specialists. Look for Transition/Packages/Lead Flow – David A.
Benefits of an all-inclusive type package:
- Members keep their appointments better
- Members get better results
- Members more fully commit to the process
- Members take more responsibility (they are invested)
- Packages create less work for the provider
- Packages creates less work for the staff
- Packages make for an easier collections process
- Packages make it easier for you and your staff to manage your members