Why does a bigger offer packet help me beat lower-priced competitors? Because a giant offer packet does the persuading you should never try to do with your mouth on the phone. When a patient shops on price, what they are really after underneath is the more qualified provider. They just do not say it that way. If you start talking up how qualified you are, you sound silly and you lose. So let the materials carry it. Drop a Big New Offer that dwarfs what the doctor across town sends, and the patient feels the difference before they read a word [...]