You convert more plastic surgery consultations when you hire a patient coordinator with the right character, mindset and skills.
The right coordinator is a practice game changer who can take your practice revenues from “just enough to pay the bills” to a windfall every month because they know how to book cosmetic procedures!
This position cannot be taken lightly. You may think anyone can step in to do the job of a coordinator, but you would be sorely mistaken.
Converting consultations is an art and trained skill. It takes the right strategies, knowledge and then lots of practice to get good at confidently taking a “stranger prospect” to a paying cosmetic patient.
See the below traits of a great patient coordinator to ensure you have the right person representing you:
Get the right Patient Coordinator in the position of “Consultation Closer”
Your coordinator must believe in YOU, your skills and be open to aesthetic rejuvenation. If your patient coordinator would never succumb to this world of vanity, how in the heck are they supposed to praise and promote you and your services?
However, that does not mean you are looking for an aggressive, loud-mouthed sales person who can’t relate to your patients (or maybe it does if your patients DO relate to that type of personality.) Different parts of the country have different “styles” of communicating so just be sure your coordinator fits well with your type of patient demographics.
You are looking for certain personality traits MORE than you are looking for experience. The aesthetic industry can be learned easily. Powerful people skills cannot. Be sure you have the right coordinator representing you who looks, acts and feels the part.
The Right Mindset and Attitude
The best coordinators have confidence knowing they are providing a valuable service to prospective patients who need guidance. They believe in the surgeon(s) they are representing and they also believe in cosmetic rejuvenation as a gateway to personal self-fulfillment and happiness.
That means they do all they can to help the prospective patient get to a yes and they persevere in the face of resistance. They don’t see resistance as rejection. They see it as an opportunity to clear up the confusion on the patient’s side so they also get to a yes and be happy.