When potential patients call a chiropractic office, one of the most common questions they ask is, “How much does an adjustment cost?” or “What does a visit cost?” Handling Price Questions in a Chiropractic Office effectively is crucial, as it can determine whether the caller becomes a new patient. Dr. Tory Robson provides a strategic approach to responding to price-related questions in a way that is honest, informative, and encourages appointment booking.
Understanding the Caller’s Perspective
People who ask about pricing often fall into one of several categories:
- They have been burned by past experiences and want to be cautious.
- They are shopping around and comparing different offices.
- They are new in town and looking for a chiropractor.
- They are genuinely concerned about affordability and want clarity before committing.
Regardless of their reasons, how you handle their inquiry can make a significant impact on their decision to choose your practice.
The Common Mistakes in Responding
Many chiropractic offices have been taught to respond in ways that do not directly answer the question, such as:
- “We don’t know until the doctor evaluates you.”
- “Consultations are free; the doctor will go over the fees when you come in.”
While these responses are meant to encourage a visit, they often frustrate callers because they fail to provide useful information. Transparency and clarity are key to building trust.
Providing a Clear and Honest Answer
Instead of avoiding the question, provide a straightforward and reasonable range. A response like the following works well:
“The office visit fee can range anywhere from $50 to over $100, depending on what needs to be done, such as evaluations or x-rays. However, the doctor will be happy to meet with you for free to discuss your situation and answer any questions you have.”
This response achieves three things:
- It gives a price range, which helps the caller set expectations.
- It highlights that the initial consultation is free, making it risk-free for them to visit.
- It opens the door for further discussion rather than ending the call abruptly.
Emphasizing the Value Beyond the First Visit
It is important to convey that chiropractic care is not about a single visit, but rather a long-term plan for health improvement. Many successful businesses understand that the first purchase is just an entry point. Similarly, chiropractors should view the initial visit as an opportunity to build a lasting patient relationship.
Patients should understand that chiropractic care involves a treatment plan that maximizes their health benefits over time. Rather than focusing on the cost of the first visit, emphasize the value and long-term benefits of continued care.
Closing the Conversation Effectively
Once the pricing information has been shared, the next step is to transition into scheduling an appointment. Instead of leaving the conversation open-ended, take control by asking a direct question:
“Let’s get you in today. Would morning or afternoon work better for you?”
This approach does the following:
- It shifts the conversation from price to action.
- It eliminates hesitation and indecision.
- It puts the caller in a position where they are more likely to commit.
If they say they need more time, follow up with:
“Which day this week works best for you? Are you available after work for a quick visit?”
By leading the conversation towards an appointment, you increase the likelihood of converting the caller into a patient.
How to Handle Price Questions in a Chiropractic Office – Conclusion
Handling price-related questions effectively is crucial in a chiropractic office. By providing a clear price range, emphasizing the value of long-term care, and confidently guiding the caller toward scheduling an appointment, you can turn inquiries into patient visits. Instead of seeing these calls as an inconvenience, view them as opportunities to grow your practice and build trust with potential patients.
Also read: How to Grow a Successful Chiropractic Practice
About:
Dr. Tory Robson of Winners Edge Chiropractic Consulting, specializes in teaching new doctors to start with style and success.
Our new doctor Start-Up program has helped countless DCs become the most successful in their area in an incredibly short period of time. We teach existing doctors our current, relevant, and brutally effective practice, marketing, business and MONEY FLOW systems so they can grow and prosper more than they ever thought possible. $100,000 or more per month for a solo DC is common here.
We even help retiring doctors maximize their practice and life as they exit the profession. Where to practice, layout design, all procedures, codes, fees, care plans, volume, philosophy, scripting, staffing, internal marketing, social media, website secrets, all business, accounting, taxes, debt elimination, saving, wealth creation, and how to create an exceptional chiropractic life are just the beginning of what we have for the service minded and result focused chiropractor!
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