The P.T. Entrepreneur Podcast Ep849 | One Simple Sales Hack To Improve Your Cash-Based PT Clinic
Sep 11, 2025
14:40
Prognosis Over Price: A Simple Hack to Boost Sales Conversions
In this episode, Doc Danny Matta unpacks one of the most common struggles in cash-based PT: helping staff (and owners) get comfortable with sales. Drawing from years of coaching, Danny shares a simple “prognosis-first” approach that removes the stress around money and makes closing plans of care natural and effective.
Episode Summary- The sales hurdle: Many clinicians (especially new grads) struggle with money conversations.
- Danny’s early mistakes: Starting at $175/session, no packages, offering weak 3-visit plans.
- The prognosis hack: Forget cost—present what’s clinically needed based on diagnosis and desired outcome.
- Why it works: Patients trust clarity, honesty, and confidence more than discounts or options.
- Staff training tip: Anchor staff to prognosis, then be quiet—let the patient decide.
- Prognosis > Price: Tie your recommendations to outcomes, not dollar signs.
- Confidence closes: Patients sense discomfort; clear communication builds trust.
- Education wins: Patients invest when they understand timeframes, healing, and next steps.
- Less talking, more listening: Present the plan, then pause—don’t talk them out of it.
- Have staff present plans in terms of visits + timeline, not dollars.
- Use a simple handout with care plan options—let patients point to their choice.
- Practice being silent after presenting prognosis; resist filling the gap.
- Role-play money conversations until staff are comfortable staying clinical.
- Re-train staff to frame care plans around prognosis, not price.
- Create one-page prognosis templates for common injuries.
- Practice silence—say what’s needed, then stop talking.
- Track conversion rates before and after implementing this hack.