How to PITCH CONFIDENTLY in UNDER 5 Minutes

So... what's the difference between your short and long consult?

This is the question that stumps many young clinicians.

But it's not JUST clinicians, it's actually the clinic owners as well. 

If you're a clinic owner, what IS the difference between a 45 or 60 minute session? 

And the answer can't be 'you get more time' because time is irrelevant to most patients unless it means something.

Because the next question would be... well how does more time help me exactly?

And if you can't describe that reason... then I'm sorry to say you'll probably never pitch a longer consult well. 

Because time can be both a benefit and hindrance depending on the person in front of you.

For example, a filmmaker can make a movie that's 2 hours or 1h 45 mins long. The 'extra 15' minutes doesn't necessarily mean that it's going to be a better movie. 

In fact, it's worse to have a movie that went too long, then a great movie that lasts too SHORT. 

So when we're talking about a 60 and 45 minute consult, what's the difference?

If you want to see this video played out live during a coaching session, watch the video below. Otherwise, read on!

I recommend all businesses to have one, high priced, PREMIUM offer that only 1-5% of your clientele will buy.

But when you create this offer, you NEED to create it with a specific client in mind. If you create an offer that has no specific clientele in mind, then no one will buy it.

In the case of this young physio, the question was...

What is the difference between a 45 or 60 minute session?

I think I can speak for ALL health practitioners when I say... we can probably give people the education they need to solve their problem in less than 15 minutes.

But that's missing one crucial aspect.

We are speaking from a knowing that WE have. For all we know, your patient doesn't even know what a hamstring is, let alone what a Romanian Deadlift might be.

So we have to shift our perspective away from ourselves and just ask this question...

Why would someone want a 60 minute session instead of a 45?

I suppose the easiest illustration for this would be to switch the service from physio to massage (no I'm not saying all physios are massage therapists).

Massage is an easy example because if someone books into a massage to relax, the difference between 45 and 60 minutes is obvious.

An extra 15 minutes might be EXACTLY what they want. Conversely, they might prefer 45 minutes if they are time poor and/or want to keep their budget. 

Applying this idea to a physiotherapy/chiropractic/osteopathy consult... why would someone want more time if it also costs more?

Really take some time to think about it... and continue reading when you've come up with at least ONE reason.

Someone will want more time with you if that time is needed for something. 

For example, if your patient has more than one body part to work on, they'll need more time.

Or, if they have a complex history and they need the time to explain to you... they'll need more time.

Or... maybe they're more unco-ordinated, and completely NEW to exercise... they'll prefer more time.

Your job is to very openly explore what they need from you, and whether a 'standard', 45 minute consultation is actually the BEST use of their time.

Because if 45 minutes leaves you with an incomplete diagnosis and they need to come in again to finish their diagnosis... you could've saved them another trip by spending 15 more minutes in the first place.

This creative process is EXACTLY what you see happening with the young physio in the video.

So if you're the clinician, remember that every consult has a purpose for a certain person. Longer consults suit people who need more time.

You must know why they need more time.

Short consults suit people who don't need as much time.

You must know why they wouldn't need as much time.

Once you can confidently articulate several reasons WHY someone would suit a long or short consult, you won't have a pitching problem ever again.

Wishing you Success,
Phil