Why such a low closing ratio?
You see your staff greeting the patients and it looks like things are going well. You watch the prospective patients talk with your staff and look at your before/after photos. The staff introduces you and you have a solid consultation with the patient so you think you have a new patient . . .
. . . Only to learn the would-be patient decided to wait or to “think it over” — never to be heard from again.
If A Prospective Patient Leaves Your Office Without Making a Decision,
You Have Only a 15% Chance of Closing Them Later
Fact is your staff may be unknowingly sabotaging your best practice promotion efforts because they don’t have the skills or the training they need to close. I assure you — you would be shocked at some of the things your staff is saying to the patients that are making them run the other way.
What is poorly trained staff costing you?
Thousands of dollars that could have been yours fall through the cracks when the prospective patient doesn’t book.
But it’s not your staff’s fault they are ineffective — They Need Help!
Most likely, they are doing their best with the limited skills they have and would do better if they knew better.
”Are you 100% sure your staff has the necessary skills to promote you and close the prospective patient?”
Every patient interaction is an opportunity to either enhance your image that gets the patient through your door or it can be a train wreck waiting to happen. Remember, your staff is your connection with the outside world.
What impression is your staff having on your valuable prospective patients?
Anytime a prospective patient calls your office or meets with your staff, they are making an impression about you and your practice.
For years now, I have called and met with practices to “mystery shop” to see how patient inquiries are handled and how their coordinators convert consultations. Quite frankly, I’ve been shocked by what I have witnessed. No wonder prospective patients aren’t booking!
If you give your staff the magic words and strategies, they will gratefully use them to make you more profitable!
In my travels around the world consulting with plastic surgery practices, I’ve been told time and time again by staff they wished someone would have simply told them what to say so they didn’t have to make it up on the fly or say something inappropriate.
In order for your staff to be able to convert calls from prospective patients to appointments and convert appointments to paid procedures, they need to know how to effectively handle patient inquiries — it’s that simple.
Clear and consistent communication with your prospective patients is, by far, the fastest way to convert them to eager, cash-paying, loyal patients.
I guarantee your staff will be more effective, close more consultations and procedures if you give them the tools they need to bond with, present and convert these prospective patients.
But here’s the thing… Everything you do to promote your aesthetic practice will be a waste of time and money if your staff can’t convert your prospective patients.
