Money and Health Care Professionals often make awkward bedfellows.
Setting your fees, negotiating remuneration packages, chasing up money owed or paying ourselves what we are worth - none of this comes easily.
Especially when you are selling time. Time isn't money - expertise, service and a successful result is money. You are selling knowledge, experience and expertise. Not time..
A/Prof Craig Allingham is presenting a one hour webinar to help you navigate the fee problem plus a few other thorny issues on money like, differential fees, non-attendance fees and discounting.
The annual challenge of reviewing our professional fees is almost upon us. Should you increase? By how much? For which services or products? How will it effect business and our clients? What are our competitors charging? Lots of questions - here come the answers:
This is what your clients/patients ask themselves when considering your services. And price may be the first (and most fatal) barrier to acquiring a new client. They may ring around and find a cheaper practitioner, or a more expensive one, or choose to 'just see how things go'.
When I show you the course fee it will signal you: the fee will suggest a level of expertise, quality of communication, and maybe even value. Or the opposite. It will vary according to your expectation, experience and perceived need for a solution to a problem.
What is an hour of your time worth (refer to your billing rate)? How does my webinar fee ($107) for one hour of my time match up?
Not a fair comparison, you think, as I could be speaking with 30, 40 or 100 participants thus leveraging my one hour fee in a way you cannot. This would only trouble me if I was selling you one hour of my time. But I am not selling time.
I am actually selling you my expertise and knowledge gained from 40 years of owning health practices, completing an Executive MBA and publishing a successful book on client engagement.
That is part of my value statement - the price is only $110 but I reckon the value to be much higher. You will be making your judgement call on price versus value. Only one of these variables is known to you- welcome to the decision your new patients make when deciding whether to attend your business.
Some of you may know my background, maybe you have read my book or attended a workshop with me. You will construct your perception of value with a little more information. Positive or negative information which will either soften the $110 fee or piss you off: 'I can't believe he charges that much', 'who does he think he is?', 'I could do that for much less'.
