In the world of dietetics, particularly for insurance-based providers, finding a balance between offering valuable services and ensuring financial sustainability can be challenging. One way to enhance your practice and provide more comprehensive care is by bundling services using the EatLove platform. This approach not only adds value to your patients but can also encourage them to invest in their health by paying for affordable additional services out of pocket.
Many insurance-based patients are accustomed to having their visits covered and may be hesitant to pay for extra services. However, with the right approach, you can demonstrate the value of these additional services and encourage them to see the benefits of investing in their health. First and foremost, it starts by putting yourself at the core in helping patients solve their problems. Patients are more likely to upgrade to bundled services when they get hands-on accountability, feedback, and support from you – their provider.
Before offering a bundled membership, it’s important to identify covered and non-covered services. Covered services usually include initial consultations, follow-up visits, and education provided during sessions. While EatLove is able available for reimbursement in those instances, there is value in other services that insurance may not cover. These services may include support with personalized meal plans, curated recipe collections, comprehensive nutrition analysis reviews, and automated nutrition education that happen outside of sessions either guided or self-serv. All of these non-covered services are available directly on the EatLove PRO platform and are designed to help you streamline your time while serving your patients in seconds rather than hours. In fact, our research shows that 67% of all patients ask for a meal plan or meal planning support. Now you can deliver that without stretching your time AND create an additional revenue stream through this bundle.
Below is our step-by-step guide to bundling and selling your value-based EatLove services:
1. Create Attractive Bundles at an Affordable Price:
Design bundles that combine your core services with EatLove as part of your bundled membership. For example, you could offer a "Summer Refresh Package" that includes a personalized recipe collection, access to the 23-week nutrition education program, and dietitian-led weekly check-ins. Since these features are hosted on EatLove’s extensive platform, access alone could be the membership but adding key features that position you at the delivery make this offer an easier sell.
The price-point will be determined by many factors including location, population served, and more but we’ve seen bundled programs with EatLove go for $29-$119 a month depending on what services are delivered. The goal is to agree on a price that is comfortable for both parties. Since you benefit whenever a patient joins the program, we encourage you to be flexible with pricing. One main takeaway is that access to EatLove alone gives your members automated education, meal planning recommendations, and access to nearly 8,000 dietitian approved meals. Even with no extra services delivered, the value of access to EatLove alone is approximately $39 a month.
2. Offer Your Bundle with a Top-Notch Sales Pitch:
When approaching the topic of additional services that are an out-of-pocket investment, it's crucial to communicate the value clearly and empathetically. Here's a sample pitch you can adapt:
"I understand that many of your visits are covered by insurance, which is fantastic. However, personalized meal plans, nutrition analysis reviews, accountability messages and additional resources that provide an extra layer of support are not typically covered by insurance. My most successful patients opt-into this program as I am able to provide support in between our sessions where lifestyle change is taking place. These patients have seen remarkable improvements in (insert challenge 1), (insert challenge 2), (insert challenge 3). I’d be happy to share more about how my accountability program (or title of program) can help you stay accountable through all of our sessions and time working together.”
3. Offer Incentives
Consider offering incentives for patients who purchase packages. For instance, if a patient commits to a six-month package, you could offer a discount or a free additional service, like a personalized recipe collection, sample 3-day meal plan or a 1-week food journal review through our comprehensive nutrition analysis reports. These incentives can make the investment more appealing and provide an added layer of value. Incentives can also serve as a motivational tool, encouraging patients to commit to their health goals. Offering bonuses or discounts for longer-term commitments can increase patient engagement and adherence to their nutritional plans, leading to better outcomes. Additionally, incentives show patients that you value their commitment to their health and are willing to reward them for taking proactive steps towards improving their well-being.
4. Sign Them Up Based on Terms and Agreement
Once your patient agrees to the bundled package, ensure they understand the terms and conditions. Provide a clear outline of what is included, the payment schedule, and any other relevant details. This transparency builds trust and ensures that patients know exactly what they are getting. Having a well-documented agreement helps prevent misunderstandings and sets clear expectations from the start. Make sure to review the agreement with the patient, answering any questions they may have and clarifying any points of confusion. Clear communication about the terms and agreement also empowers patients to make informed decisions about their health investments, increasing their confidence in the services you provide.
Overcoming Patient Reservations
Now that we've covered our step-by-step guide. Here are some things to consider in helping patients overcome any reservations. Patients can opt into a bundled membership program at any time, so you can demonstrate the value of EatLove any time. During appointments, showcase the platform by highlighting how easy it is to find recipes, review nutrition analysis, tweak meal plans, and access nutritional education. This visual and hands-on approach helps patients see the immediate benefits, making it more likely they’ll opt into bundled packages. Engaging patients with the platform during visits not only showcases its practical utility but also demonstrates how your expertise fits into their support system.
Explain the long-term benefits of an accountability membership, such as improved health outcomes and better management of chronic conditions. Share success stories and data that highlight the positive impact of personalized nutrition, emphasizing that the investment leads to sustainable, healthier lifestyle changes. Many patients report that they initially joined EatLove for recipe ideas but stayed for the simplicity and family engagement it brings to meal planning. Creating a family dynamic around meals again helps your patients and their families for long-term success. Our data shows EatLove helps patients reduce weekly food waste by ⅔, save 90 minutes each week by having groceries delivered to their home, and increase vegetable intake by 38%.
Address potential objections proactively. For instance, if cost is a concern, explain the potential savings from improved health and reduced medical expenses over time. Offer flexible payment plans and emphasize the personalized support and convenience EatLove provides. This empathetic approach helps patients overcome their reservations, reassuring them that you are committed to their health and willing to work with them to find the best solutions.
Conclusion
Bundling services using EatLove can be a game-changer for your practice. By clearly demonstrating the value and long-term benefits, you can encourage insurance-based patients to invest in their health, ultimately leading to better outcomes and a more sustainable practice. Give it a try and watch your patient satisfaction and engagement soar!
If you haven’t already created your FREE EatLove PRO account, get started today and use with 2 clients for free forever!