Training your staff on presentation and teaching basic sales techniques is important in getting patients to accept their treatment plans. I'm not talking about being a used car salesman, but using honest sales techniques that really help a patient see the importance of the treatment.
This also does not replace the quality of the services you've provided and the actual value of the treatment plans you offer.
When training staff on sales, a good technique, is to help the patient understand what might happen if they don't move forward with the treatment plan. Don't do this as a scare technique, but be honest so that the patient understands why you feel they need the treatment.
For those that don't close and don't decide to move forward with the treatment plan and need "some time to think about it" try to schedule them for another appointment so you can see them again and get another chance to tell the patient about their treatment plan and its value to the patient.
Also doing regular calls to past clients that have not been back to the office after a year is a very productive way to finish treatment plans. More then likely they've gotten caught up and forgot about their treatment plan and a reminder might get them back in to actually do the treatment. I call this reactivation calling.
When you do call your patients that haven't been in for a while you should have a dialog that makes it important for the patient to respond and get back in touch with your office or makes them want to come back in to see the doctor. I've worked out a fairly good "reactivation" dialog for this and if you are interested please feel free to contact me.
I would also be interested in any successful "reactivation" call dialogs that you might have. Please share them with me!
I agree, patients look to the provider and other team members for guidance. It is important to practice situations that may come up to increase confidence. Without confidence and care the patient may seek treatment somewhere else.
ReplyDeleteGreat information Thank you