Best Resources about Pricing and having more Confidence in your Value and Price
Every year you get better and better at what you do. You should put your prices up to reflect the added value that you deliver. But most plastic surgeons don’t increase their surgical fees and prices. They don’t even keep up with inflation. They worry about putting up the price and the team would also rather not change the price.
You need to put your prices up! You need to be confident in the value that you can deliver.
You can train your team how to demonstrate your credentials, show your before and after photos and provide proof that explains your positioining and premium pricing. You can train your team to confidently and comfortably deal with price objections and any enquiries based on price.
How to Adopt a Money Mindset
Some surgeons and some staff members struggle with confidently stating their price. They discount when it is not needed and they are reluctant to put the price up – Every year!
Motivational speaker, Brian Tracy, would encourage his audience to stand in front of a mirror and practice saying the new higher price until they were more comfortable with it. He called it Mirror Work. He would also get people to repeat “I like myself” 50 times in front of the mirror.
You can also practice specific phrases to respond when someone questions your price. Remember if 20% of your patients aren’t telling you that you are expensive – then you are too cheap! Silence is golden – so state the price and be quiet.
Here are some great Books that can help you and your team adopt a more confident ‘Money Mindset’ – to set and get the right price – the price you deserve for your Plastic Surgery Services.
Someone Has To Be the Most Expensive – Why not make it you? by Andrew Griffiths
Business owners worldwide are often hindered by not charging enough for their services, leading to a range of negative consequences. To put an end to this costly, self-destructive habit, there has never been a better time to read Andrew Griffiths’ book, Someone Has To Be The Most Expensive, Why Not Make It You?
This book has been written with entrepreneurs and business owners in mind, with the goal of helping them put an end to their struggles, challenge their thinking about what they charge and show them why being the cheapest is the worst business strategy. Andrew Griffiths’ thirty-five-year career as a global author, speaker, and commentator has resulted in this invaluable source of knowledge, which can help business owners to charge what they are worth, regardless of the economic climate, their industry, or location.
Being the most expensive means being the best. With this book, business owners will gain the courage to become the best and most expensive at what they do. This book contains the knowledge and information needed to bring about this important change.
You Are Worth It by Ashley Latter (Pricing and Fee Confidence for Dentists)
You Are Worth It by Ashley Latter is an empowering guide for dental professionals who want to gain the confidence and skills they need to set and communicate their fees effectively. The book provides a step-by-step roadmap for dental professionals to develop fee confidence and communicate the value of their services to patients.
Drawing on his extensive experience as a dental consultant and coach, Ashley Latter offers practical advice that helps dental professionals overcome their fear of discussing fees and communicating the value of their services. The book covers topics such as how to set your fees, how to present your fees confidently to patients, and how to handle objections and negotiations.
One of the unique aspects of this book is its focus on the psychology of selling and communication. Ashley Latter provides guidance on how to develop a deep understanding of your patients’ needs and desires, and how to tailor your fee communication to their specific motivations and values.
You Are Worth It is a book for dental professionals who want to gain the confidence and skills they need to set and communicate their fees effectively. Readers can apply the practical tips and strategies presented in this book to help increase revenue.
Books on Adopting a Money Mindset / Pricing Confidence
- Millionaire Mindset by T. Harv Eker
- How to Make One Hell of a Profit and Still Get To Heaven by Dr John De Martini
- Turning Passions into Profits by Chris Howard
- The Psychology of Money by Morgan Housel
- Pricing with Confidence – Ten rules for Increasing Profits and Staying ahead of Inflation by Reed Holden and Jeet Mukherjee
Great Books on Pricing & Psychology
- Priceless – The Hidden Psychology of Value by William Poundstone
- The Psychology of Pricing by Brian Rotsztein
- To Sell is Healthy – Get the Unshakeable Confidence to Sell your Physical Therapy Services by Paul Gough
- How to Price Your Art by Matt Tommey
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