Hello? No-Cost, Simple Phone Skills Will Convert Dozens of Additional New Patients For You
Proper phone skills make ALL the difference in losing or winning prospective new patients for your practice. Test your phone savvy with this quick questionnaire…
Q: How many new patients does the typical urban practice lose each year?
A: Up to 120.
Q: How much is the typical loss per year in dollars?
A: Over $55,000…each year!
Q: How are these patients lost?
A: ON THE TELEPHONE.
What motivates prospective patients to pick up the phone? Most call your office after months, even years, of being in discomfort. They've tried to cure their conditions with home remedies and over-the-counter products and they may have even tried other practitioners for care — all with no satisfactory results.
What would you want if you were in their situation? Assurance. Expect prospects to be nervous and have plenty of questions.
You and your staff need to remember why these people called you. Studies show that new prospects are:
- Suffering
- Uncertain about where to turn
- Not sure they are making the right decision by calling you
- Doubtful that you are the best practitioner who can solve their problems
What's the single most powerful technique to convert these prospects? Assure every one of them, whether they are going to make an appointment or not, that they have made the right choice by calling you. This simple approach boosts conversions and reduces no-shows.
Write down what you will say. Use a telephone script and reassure the prospective patient. Not notes or general guidelines. Script what you will say word for word.
When the time comes, avoid asking if the caller would like to schedule an appointment. Instead, say something like, "I'd like to schedule a "Get Acquainted Appointment," so that you can start feeling great again. I have an appointment available at ____AM/PM tomorrow or on _____day at ____AM/PM. Which is better for you?"
Make these two changes in the way your staff handles phone calls and get ready to enjoy a startling improvement in your appointment bookings and conversion rate.