Is Summer the Start of Slow Surgery Season?

For some elective surgery practices, the start of summer can signify the start of slow surgery season. With summer vacations, breaks from school and a general laid-back vibe, procedures like LASIK, cataract surgery and even cosmetic surgery can get put on the backburner. This can result inless traffic in your office and less revenue during the warmer months.

If a slow summer season holds true for your practice, you might want to considerutilizing this downtime to work on your internal processes. Specifically, summer is a great time to improve sales techniques to ultimately increase conversion rates – both lead-to-consultation and consultation-to-surgery. By focusing your attention within,your staff will be better prepared to ramp up their sales skills when your lead flow begins to increase. With a stronger sales foundation, you are bound to see an increase in your conversion rates.

Internal Training Recommendations for Slow Summer Months

  • For cataract surgery patients: upselling to Premium Intraocular Lenses (IOLs)
  • For LASIK patients: addressing common objections to improve conversions (fear, cost, confusion)
  • For general vision patients: cross-promoting aesthetic services like BOTOX® Cosmetic or dermal fillers
  • For plastic surgery patients: discussing the benefits of plastic surgery while addressing common obstacles (fear, cost, confusion)
  • For all elective surgery patients: providing an exceptional patient experience in all aspects of your practice – from an initial website interaction to a post-surgery appointment

Most staff members can benefit from sales training to learn techniques for phone interactions as well as face-to-face interactions. In fact, it is advisable to schedule one or two training sessions each year to keep these skills fresh and effective, especially if you have a high staff turnover rate within your practice.

While it can be nice to have a bit of a break during the summer, it simply makes sense to use this time to improve your internal processes. You won’t regret the time you spend working on this.

To learn more about internal sales training techniques, contact Brandi Musgrave at 303-447-9192 or brandi@fast-trackmarketing.com.