Shockwave Enpuls Talking Points

Talking Points

Physical Therapy

Anyone that you would think about sending for PT, just use this easy approach. 8 out of 10 times it will work. 

“Normally, this is where I would recommend physical Therapy Mrs. Smith...but I'm going to give you a choice. You can go to PT 2 or 3x a week, for 6 weeks. You'll have to be there an hour each time, (so you'll have to find the time to go) and you’ll most likely have a $50 co-pay with every visit which will add up. OR, you can opt for the Shockwave Therapy. This is only once a week for 5 minutes, you'll have a better success rate, and it costs the same if not LESS than what you would pay in PT Co-pays. Which one would you like to do?”

Naturally, most patients will opt for the RSWT treatment. 

How long have you been suffering with your pain?

Now you already know the answer to this from looking at their chart, but let them answer it. It will make them think and they very well may say something like,

“Jeez…it started right when I started working at my new job, which was….almost a year ago”. 

You could then respond with, 

“You have had this pain for a year,…isn’t it worth $500 to finally get rid of it?”

Sometimes they may push back and give you some random objections, but others will just agree with you and start the treatments.

Is it Guaranteed? 

You don’t want to say, “No, there are no guarantees.” Once a patient hears this, they will be very apprehensive about laying out the money. Instead, you focus on more of a positive approach. 
So, try something like this,

“This technology has been used for over 20 years and produces about an 80% success rate. Those are pretty good odds and I am confident that it will work for you.” 

You were honest and told them there was a 20% chance it may not work, so it’s not guaranteed, you just said it in a different way. 

To reinforce your point, throw in a light hearted question after that if you want..

“Mr. Smith,…If I were to tell you that you had an 80% chance of winning on a slot machine,...would you play it?”

Most patients will say yes. They can relate to this and understand that their chances of success with the EnPuls are very good, and worth the investment.  

Surgery

When faced with the choice between having surgery with downtime, many pt's will look for alternative options or a second opinion. Remind them that they will most likely need support in the form of Orthotics for the rest of their life and have some downtime. 
With the EnPuls, you can now offer an option. Simply explain what the Shockwave is, what it does, and let them know that the success rates are very high. Not every patient will opt for it, but a good number will. 

Steroid Injections

Any patient that has had two injections without relief, the Shockwave should be recommended as a treatment. Explain that after two injections, the odds of a third having a positive effect are very slim. Also, you may have patients that are afraid of needles or think steroids are bad for them (Holistic). These patients are more likely to opt for the SWT. 

Night Splints or Walking boots

Even though you may not consider these as a treatment option, they are worth mentioning. Chances are they have seen someone wearing a walking boot or heard of someone that had to wear a device to bed every night for over a month, which would certainly disrupt someone’s sleep. I find that patients and people, will always choose a more convenient option, even if it costs more. So instead of having to wear something to bed and disrupt their sleep for all that time, let them know that all they need is the EnPuls treatment.

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