How to Price Shockwave Therapy Packages That Maximize Revenue Per Patient

Most clinics leave money on the table with their shockwave therapy pricing. They charge per session, hope patients commit to a full protocol, and watch revenue leak out as patients drop off after session two or three.

The alternative is simple: package-based pricing. When structured correctly, treatment packages increase upfront commitment, improve compliance, reduce administrative friction, and can double your revenue per shockwave case.

This guide covers how to build shockwave therapy packages that work for your clinic's business model and your patients' decision-making process.

Why Per-Session Pricing Underperforms

Charging $150-$300 per session sounds straightforward, but it creates several problems:

Patient commitment is weak. They can walk away after one session if they don't see immediate results or if cost becomes an issue. You lose the remaining 4-6 sessions you were counting on.

Administrative burden is high. You're rebooking and re-collecting payment every visit. That's time your front desk could spend on new patient acquisition.

Perceived value is diluted. When patients pay session-by-session, they mentally evaluate ROI after each visit rather than committing to the full protocol upfront.

No incentive for compliance. Patients who pay as they go are more likely to skip sessions, delay treatment, or abandon the protocol—all of which reduce clinical outcomes and your revenue.

Package pricing solves all four issues. You collect more upfront, reduce no-shows, and frame the conversation around completing a full treatment course instead of paying for individual visits.

The Three-Tier Package Model

The most effective structure is three tiers: a core protocol, a premium option, and a budget-friendly entry point. This pricing psychology is proven across industries and maps well to shockwave therapy protocols.

Tier 1: The Entry Package (3 Sessions)

Price range: $600-$900 total Positioning: "Try the protocol" or "acute injury package" Use case: Patients testing the treatment, single-site acute injuries, or highly price-sensitive cases

This tier exists to lower the barrier for hesitant patients. It's not your profit center, but it gets patients in the door. Many will upgrade to Tier 2 after experiencing early results.

Example messaging: "Our 3-session introductory package is designed for patients with recent injuries who want to try shockwave therapy before committing to a full protocol."

Tier 2: The Core Package (6 Sessions)

Price range: $1,200-$1,800 total Positioning: "Full protocol" or "most popular" Use case: Standard chronic conditions (plantar fasciitis, tendinopathy, chronic pain)

This is where most patients should land. Six sessions align with clinical protocols for most conditions and give you enough volume per case to justify equipment costs and staff time.

Pricing tip: Offer a 10-15% discount vs. per-session pricing to create urgency. If your per-session rate is $250, the 6-pack should be $1,350-$1,500 (effectively $225-$250/session).

Example messaging: "Our 6-session package is our most popular option and includes the full treatment protocol recommended for chronic conditions. Most patients see significant improvement by session 4-5."

Tier 3: The Premium Package (9-12 Sessions)

Price range: $2,200-$3,200 total Positioning: "Comprehensive care" or "multi-site treatment" Use case: Severe chronic cases, multiple treatment sites, or patients who want maximum results

This tier anchors your pricing upward and provides a natural upsell for patients who need extended care. It also allows you to bundle in additional services (e.g., follow-up assessments, at-home care kits, or complementary modalities).

Example messaging: "Our premium 12-session package is designed for patients with severe or multi-site conditions. It includes extended treatment coverage and priority scheduling."

Add-Ons and Bundling Strategies

Packages don't have to be static. Add-ons give you flexibility to customize pricing while increasing total transaction value.

Common Add-Ons

• Additional treatment site: +$200-$400 per site (e.g., treating both feet instead of one)
• Follow-up session pass: Discounted rate for sessions beyond the package (e.g., $150/session vs. $250 standard)
• Home care kit: Foam roller, stretching guide, or recovery tools bundled for $50-$100
• Priority scheduling: Guaranteed booking within 48 hours for an additional fee

Bundling with Complementary Services

If your clinic offers other modalities, bundle them with shockwave packages to increase perceived value:

• Shockwave + manual therapy sessions
• Shockwave + custom orthotics
• Shockwave + follow-up physical therapy visits

Example bundle: "Our Complete Recovery Package includes 6 shockwave sessions, 3 follow-up manual therapy visits, and a custom stretching plan—all for $1,800."

This positions shockwave as part of a comprehensive care plan rather than a standalone service, which can improve case acceptance and outcomes.

How to Present Package Pricing in the Consult

Your pricing structure only works if your staff can present it confidently. Here's a framework for the conversation:

Step 1: Establish the Full Protocol First

Don't lead with pricing. First, explain why the condition requires multiple sessions:

"For chronic plantar fasciitis like yours, we typically recommend a 6-session protocol over 4-6 weeks. That's what the research supports for lasting results."

Step 2: Introduce the Package Structure

Now frame the packages as options, not obligations:

"We offer three package options depending on your goals and timeline. Most patients choose the 6-session package, which covers the full protocol and gives you the best per-session value."

Step 3: Use Visual Anchoring

This is where tools like Wave3D make a difference. When patients can see a 3D visualization of their condition and how shockwave addresses it over multiple sessions, they understand why one session won't cut it.

Show them the treatment area, explain the regenerative process across sessions, and make the timeline tangible. Visual tools turn abstract protocols into concrete plans, which increases package commitment.

Step 4: Handle the Price Conversation Directly

Don't hide pricing or apologize for it. Present the tiers clearly:

"Our 6-session package is $1,500 total, which works out to $250 per session. We also offer a 3-session starter package at $750 or a 12-session comprehensive package at $2,800 if you need extended coverage."

Pause. Let them process. Many clinics rush through pricing or immediately offer discounts, which undercuts perceived value.

Step 5: Make the Commitment Easy

Offer flexible payment options if possible:

• Full payment upfront (with a 5-10% discount)
• Split payment (50% today, 50% at session 3)
• Payment plan (monthly installments via a third-party financing partner)

Example close: "Most patients choose the 6-session package and pay half today, half at the third session. Does that work for you, or would you prefer to discuss financing?"

Pricing for Different Practice Types

Shockwave pricing varies by specialty and market. Here's how to think about your tiers:

Podiatry Clinics

Focus on foot and ankle conditions. Pricing tends to be mid-range since podiatrists often work with Medicare-age populations.

• Entry: $650-$850 (3 sessions)
• Core: $1,200-$1,600 (6 sessions)
• Premium: $2,000-$2,600 (10 sessions)

Chiropractic Offices

Can price slightly higher if bundling with adjustments or wellness plans. Patients often expect package deals.

• Entry: $750-$950
• Core: $1,400-$1,800
• Premium: $2,400-$3,000

Sports Medicine & Orthopedic Practices

Premium positioning works here. Patients are often active, motivated, and willing to invest in faster recovery.

• Entry: $900-$1,100
• Core: $1,600-$2,000
• Premium: $2,800-$3,500

Physical Therapy Clinics

May need to price more competitively or bundle with PT sessions. Consider hybrid packages.

• Entry: $600-$800
• Core: $1,200-$1,500
• Premium: $2,200-$2,800

Common Pricing Mistakes to Avoid

Mistake 1: Discounting Too Aggressively

Offering 25-30% off your package price signals desperation and trains patients to expect discounts. Keep discounts at 10-15% maximum, and only offer them as a pre-payment incentive, not a negotiation tactic.

Mistake 2: Not Requiring Upfront Commitment

If patients can cancel halfway through a package and get a full refund, you've just created per-session pricing with extra steps. Build a clear cancellation/refund policy that protects your revenue while remaining fair.

Example policy: "Packages are non-refundable but can be paused for up to 6 months with advance notice. Unused sessions can be transferred to another household member."

Mistake 3: Offering Too Many Options

Three tiers is the sweet spot. More than that creates decision paralysis. If you want flexibility, use add-ons instead of creating five different package structures.

Mistake 4: Hiding the Per-Session Comparison

Some clinics bury the per-session rate because they're worried it sounds expensive. Do the opposite: highlight the per-session savings in the package.

"Our standard rate is $275 per session. With the 6-session package, you're paying $225 per session—that's $300 in savings."

Mistake 5: Not Training Front Desk on Pricing

Your provider can present packages perfectly, but if the front desk fumbles the booking or payment conversation, you lose momentum. Role-play pricing presentations with your entire team until they're confident.

How 3D Visualization Tools Support Package Sales

Explaining why a patient needs 6 sessions instead of 1 is easier when they can see it. This is where platforms like Wave3D become valuable.

Instead of verbally describing tissue regeneration or treatment depth, you show them:

• A 3D model of their affected area (e.g., plantar fascia, Achilles tendon, rotator cuff)
• How shockwave stimulates healing over multiple sessions
• The treatment timeline mapped to their package option

Visual tools don't just educate—they create confidence. When patients understand the "why" behind the protocol, they're far more likely to commit to the full package upfront.

This reduces the "let me think about it" objection and shortens your sales cycle. You're not convincing them to spend $1,500; you're helping them see why 6 sessions make sense for their recovery.

Tracking Package Performance

Once your packages are live, monitor these metrics monthly:

• Package mix: What percentage of patients choose Tier 1 vs. Tier 2 vs. Tier 3?
• Revenue per shockwave case: Total package revenue divided by number of new shockwave patients
• Completion rate: How many patients finish their full package?
• Upgrade rate: How many Tier 1 patients upgrade to Tier 2 or add sessions?

If most patients are choosing Tier 1, your pricing may be too high or your staff may be under-selling the protocol. If no one is choosing Tier 3, it may be priced out of reach or poorly positioned.

Adjust quarterly based on real conversion data, not assumptions.

Final Thoughts

Package pricing is one of the highest-leverage changes you can make to your shockwave therapy revenue model. It increases upfront commitment, improves compliance, and makes your equipment ROI more predictable.

The structure is simple: three tiers (entry, core, premium), clear per-session value, and confident presentation by your team. Pair that with visual tools that help patients understand why the protocol matters, and you'll see both case acceptance and revenue per patient climb.

If you're still pricing shockwave per session, you're working harder than you need to. Packages do the selling for you.

Want to see how 3D visualization tools can support your package sales conversations? Book a free Wave3D demo and see how clinics are using interactive treatment explanations to increase case acceptance.