Section 06
Our advantage is narrow and real: we complete the booking, they surface it. Every talk track below drives to the same question, which is the one we win on. Never disparage their app — buyers who like it will stop listening.
Objection 1
“Cobaltine’s app looks better and our patients would prefer it.”
Agree, then reframe. “Their patient app is genuinely good — better than anything we build, and we do not build one. The question is what happens at 11am when someone cancels and your coordinator is checking in a patient. With Cobaltine, the slot appears on a screen and somebody has to call. With us, the patient is already booked. Would it help to compare those two mornings side by side?”
Objection 2
“They are cheaper — $49 a seat versus $299 a location.”
Convert to recovered slots, then to predictability. “At your size that is roughly $1,800 a month against our $4,200. The gap is $2,400, and one recovered slot a day at your average visit value covers it more than twice over. There is also the practical point that their bill moves every time a front-desk role turns over, and ours does not.”
Objection 3
“They have 400 practices and $18M in funding. You are seven people.”
Do not compete on size. Compete on who answers. “That is true, and they will outspend us on marketing every year. What we can tell you is that every one of our 63 clinics was onboarded by one of two people, and half of them came from another clinic’s recommendation. When something breaks, you will hear it from us before you notice — ask any of our customers whether that has happened.”