In this episode, we pick up where last week left off—diving into the second sale that most clinics miss: continuity. If you're getting people to buy packages but struggling to keep them coming back after their initial plan of care, this episode is for you.
You’ll learn how to structure continuity offers, frame the next plan of care, and systematize your sales process so that 30% or more of your patients roll into long-term plans.
Continuity Is the ROI Multiplier
If packages are the first step, continuity is the secret to raising LTV, boosting revenue, and making your marketing efforts 10x more profitable.
Don’t Sell Sessions—Sell the Next Plan
Instead of offering “another 10-pack,” frame a clear next plan of care based on your patient’s upcoming goals (e.g., hiking season, marathon prep).
Use Frequency-Based Continuity Offers
Let patients pick from 1x/month, 2x/month, or weekly options. Charge them monthly, not session-to-session. This helps create predictable recurring revenue.
Avoid Membership Model Pitfalls
Don’t lock people into rigid contracts. Use 3-month continuity blocks billed monthly, and pause billing if sessions stack up—this removes friction and builds trust.
Downsell Into Continuity Rates
Offer discounted rates for ongoing care. Patients see value and feel rewarded for their loyalty—while you keep them in the ecosystem longer.
Introduce continuity options before the last session of their package.
Frame care around cadence, not volume (ex: “2x/month for 3 months” instead of “6-pack”).
Use a CRM to automate 12-week check-in emails and drip campaigns.
Train your staff with 12-week progress notes that remind patients how far they’ve come and what’s next.
Track continuity conversion rates like a KPI—30%+ should be your baseline.
Most clinics chase more evals month after month. That’s not sustainable. Clinics that grow fast and profitably do so by maximizing LTV, reducing reliance on new leads, and systemizing continuity into their business model.
🎯 Want your PTs fully booked without constant marketing sprints? Nail continuity.
📥 Download the free Package + Continuity Sales Training, including templates and scripts at: thepatchsystem.com
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