A common question we are asked by practitioners looking to explore shockwave is how to successfully integrate it into their existing treatment and pricing structures. Some practitioners worry that it might be difficult to communicate to their patients why the sessions are more expensive than they had expected, whilst also ensuring they are able to achieve a quick return on investment for their device purchase.
In this post, we’ll provide you with expert advice and strategies to help you communicate the benefits of shockwave therapy, set appropriate pricing, and engage your patients in a way that fosters trust and enthusiasm.
Understanding Shockwave Therapy
Before you can successfully sell shockwave therapy to your patients, it’s essential to have a solid understanding of what the treatment entails. Through our courses and clinic education sessions, we cover the technical, physiological and practical aspects of shockwave therapy to provide you with the knowledge you need to confidently discuss shockwave therapy with your patients.
A patient may come to your clinic having read that you charge £60 per session, only for you to recommend focused shockwave therapy sessions at £90 each.
One of the key aspects of selling shockwave therapy is effectively communicating its benefits. By articulating these advantages, you can pique your patients’ interest and showcase the value of this treatment option.
Faster Recovery: Shockwave therapy is known for its ability to accelerate the healing process. It stimulates blood flow and tissue regeneration, leading to quicker recovery times compared to conventional physiotherapy techniques.
Highly Effective for Chronic Conditions: It’s particularly effective for chronic musculoskeletal conditions that haven’t responded well to traditional treatments. Conditions like plantar fasciitis, tennis elbow, and shoulder tendinitis often see significant improvement with shockwave therapy.
Non-Invasive and Safe: Unlike some surgical options, shockwave therapy is non-invasive. This aspect significantly reduces the risks associated with invasive procedures, such as infection or complications from anesthesia.
Reduces Pain: Shockwave therapy can provide immediate pain relief by disrupting pain signals and promoting the release of natural pain-inhibiting substances in the body. It’s effective in managing pain without the need for pain medication, which can have side effects.
Increases Mobility: By breaking down scar tissue and adhesions, shockwave therapy can enhance mobility and flexibility, which are often limited in chronic conditions.
Fewer Sessions Required: Typically, shockwave therapy requires fewer sessions compared to traditional physiotherapy. This can be more convenient and cost-effective in the long term, despite the higher per-session cost.
Drug-Free: Shockwave therapy is drug-free, which is particularly advantageous for patients who may have concerns about medication side effects or interactions. It offers a natural alternative to pain relief and healing without relying on pharmaceuticals.
May Prevent Surgery: In many cases, shockwave therapy can prevent the need for surgical interventions. By promoting tissue regeneration, reducing pain, and accelerating healing, it can be a viable alternative to surgery, especially for certain musculoskeletal conditions.
Why would your patient not choose the most effective treatment option?
Multi-clinic owner Ove Indergaard offers an apt analogy for offering shockwave therapy. This analogy draws parallels between choosing the right treatment and selecting the most effective medicine for a health issue, resonating with patients and helping them grasp the importance of shockwave therapy.
He explains to patients that just as they wouldn’t choose the third-best antibiotic for a chest infection, it isn’t sensible to opt for anything other than the best treatment to facilitate the quickest and most effective recovery from their own ailment.