Increase Sales with Your Existing Staff
The Average Practice could gain by 40% ...more lead conversions and closes.

The Phone rings… Do the prospects make appointments? …Do they keep them?

This is a critical moment. Will the prospect be met with a cordial person who is knowledgeable about both LASIK and sales?  Will the caller be “unsold” by the receptionist? The best way for you to find out is to have someone call and mystery shop. And do it regularly! Do you want your most superior forces at the initial point of contact? …Conceivably this is the most important point of the process for the prospect. Does the person answering the phone also have to deal with patients standing in front of them? If so, guess who gets shortchanged? That’s right, the new caller and all that money you spent on advertising to get the phone to ring is flushed down the toilet because your staff isn’t set up or trained properly.

An appointment is made, So what’s next?

...Follow-up, and more follow-up. What if you sent a learning tool that will inform the prospect about your practice. Do you have the staff in place that will get this important job done? Send the information. Make a follow-up phone call. Continue the relationship building between your practice and the future patient.

Houston: We have a candidate, who is going to do the close?

Most practices use the assumptive close. “Ok talk to Jane and she will set up an appointment”. How many times do the prospects get buyer’s remorse and either cancel or not show for an appointment? Your properly trained and motivated staff will not drop the ball, but set the stage for a well informed and excited patient. Closing is a skill that helps the patient make the best decision possible right then. Why right then? The best time to make an intelligent decision is when you have all the facts at hand. The longer one waits to “think it over” the more facts they will forget. The decision ultimately becomes an emotional decision rather than an analytical decision because the patient no longer remembers the detailed facts they had when they met with you. The salesperson’s job is to help them realize that the best decision possible is to be made when all the facts are at hand.

The Lifetime Value of a patient could be worth $109,000 or more.

The leading source of referrals is your patients. If you start adding up how many patients can be referred by one of your patients, it can result in an exponentially high number. One patient refers one patient and they refer another and so on. It all begins with one phone call… Who do you want answering your phone when your practice’s future missionary makes the call?

Do you have the right staff in place to pro-actively generate referrals?

It requires staff that understands the need and purpose of a referral. It also begs for a program that continually nurtures and encourages your appreciative patients to refer more patients to you. The best way to create a missionary for your practice is to continually prime and reward the right patients that keep referring patients to your practice.

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