Jeff Langmaid coaches medical practices to stop answering price and insurance questions on the phone. Instead, redirect callers into a discovery conversation about their pain points and goals, then offer a free evaluation to show what you can do. This builds value before cost ever comes up.
Number one problem doctors have when somebody is answering their phone. How can they answer their phone better? So typically, if someone's getting a phone call, usually it's asking about, do you accept my insurance? How much do you charge? To keep it really simple, you need to learn how to navigate the conversation to pain points and value building. So someone's calling and saying, how much do you charge? Do you accept my insurance? You shouldn't be answering those questions directly. I'm not saying to ignore them. Should be, hey, well, it depends on what your situation is or what we do. I'm curious, what are you calling for? I'm calling for this problem. How long has that problem been going going on this amount of time? What is it impacting? This. What is your goals? This. Get them into discovery mode and then offer a suggestion or whatever, however you want to set up that, well, let's come into the office, we'll provide a free eval or free treatment to see what you're dealing with and make sure that we can actually deliver results so that we know that we can help you. Get them into a value-based mindset. So the biggest general mistake with getting phone calls is allowing the conversation to be around price and insurance. Don't do that. Get it back to why did they actually call and can you provide a solution?
