If you have spent the time to bond with the patient and truly listen to them, they’ll tell you what they think, how they feel and where they’re at in the buying decision. It’s when you haven’t built a relationship with the patient that you feel like you’re chasing them down for an answer.
If the patient tells you they have to “think about it”, try to think with them. Ask what their sticking points are so you can address them. Then, ask if there’s anything else since it often takes a couple of questions to get to the real objection. If that doesn’t help, set up a follow up day and time before they leave the office, while they are sitting in front of you, so they expect your call.
Another follow-up idea that works well is to leave out one important point from your consultation with the patient so you can follow-up and let them know you forgot to tell them something. This could be just what they needed to jump off the fence.
For more Free tips and videos, visit www.CosmeticImageMarketing.com . Catherine Maley, MBA is Author of Your Aesthetic Practice/What Your Patients Are Saying and her firm offers everything you need to succeed in aesthetic medicine. You can call Catherine at (877) 339-8833 or email her at info@CosmeticImageMarketing.com.
She is a business/marketing consultant to plastic surgeons. She speaks at medical conferences all over the world on cash practice building and trains staff to be converting rock stars.