Example #1: Competition
Let’s say Sara, the prospective patient wants a Mommy Makeover. She mentions at the end of her consultation with your coordinator that she’ll be going on three more consults to do her due-diligence and you happen to be her first visit. Ugh!
Your coordinator can now email Sara your “Checklist of Questions to Ask the Surgeon During Your Mommy Makeover Consultation”.
Now fill the checklist with questions you can say yes to that your competitors may not be able to; i.e., you have performed an above-average number of Mommy Makeovers, etc.
And, fill it with patient stories and photos of OTHER Mommy Makeover patients just like them who have had the procedure. Add their contact information or at least an invitation to set your happy and satisfied patients up to talk with Sara about their experience.
Now your coordinator calls Sara and says:
““Hi Sara, it’s Kim from Dr. Smith’s office. It was so great to meet you the other day. I know you’re thinking it over and I had an idea that may help. I thought of a special checklist Dr. Smith wrote about Mommy Makeovers that would help you get the most from the consultations you’re going on. I just emailed it over to you so please take a look and let me know if it’s helpful to you. Ok?
Example #2: Finance
Let’s say Sara told you she needs to think about it because it’s a lot of money and she’s not sure it’s worth it. She did mention she wants to use her own credit card because she thinks the cosmetic finance company fees are too high.
So, knowing that, you call Sara the next day or two and say,
“Hi Sara, it’s Kim from Dr. Smith’s office. It was so great to meet you the other day. I know you’re thinking it over and I have some news that night help. Our finance company just introduced a 0% Interest Pay Plan so you can have what you want now without you using your own credit card. How does that sound?
But now, you need to zip it and listen. Let Sara tell you what she thinks of that. It might be just what she needed to move forward.
Or, if it doesn’t budge her and she’s not excited about the new information, at least you have a better feel for where’s she’s at and you’ll want to try other strategies.
To get more proven, “Follow-Up AFTER the Consult” strategies,
Join me at The Converting Club for Coordinators to discover:
– What you can do to get the prospective patient to take your follow-up phone calls or call you back excited to speak with you;
– The number of times you should follow-up before you become pesky and ruin the new relationship you have with the prospective patient;
– What the prospective patient wants from you to help them decide if they should choose you or your competitor and so much more.
Once your staff learns how to follow-up AFTER the consult, you’ll see your conversion rates increase and your staff grow as a professional representing you.