Welcome to Episode 2 of Season #2 of Turbo Charged MD.  One of the biggest challenges for any medical practice that does consulations for prospects, is getting your prospects to show up. You speak to them on the phone, you confirm the appointment and you still seem to have high number of no shows. 

In this episode we will discuss the 7 key components to setting up consultations that are both qulaified and show up for their appointment. Topics include:

1: Don’t set an appointment with just anyone: Great salespeople don’t try to set the appointment with just anyone. They only try to set the appointment with the right person.

2: Disqualify the unqualified during discovery: Sometimes, salespeople get so excited when they have a person in front of them who is willing to pick up the phone and talk. But we can’t know if someone is qualified just because they’re willing to get on the phone with us.

3: Your prospects typically meet with salespeople who will do or say anything just to get the sale. This manifests with the salespeople putting lots of pressure of prospects and being salesy in a variety of ways. In order to set the appointment with your ideal prospects, you want to be the complete opposite of this. Give your prospects the opposite of their typical buying experience. The best way to do this is to act not like a salesperson, but like a doctor.

4: Understand the upside: To successfully set the appointment, the prospect has to feel like there will be value in meeting with you. So, put yourself in the shoes of your prospects. They’ve got a million things going on and the last thing they want to do is spend 45 minutes with a salesperson who is wasting their time.

5: “Can I make a recommendation?”: These five simple words are so powerful when it comes to being able to set the appointment with your ideal prospects. I’m giving you some real secret sauce here. The phrase, “Can I make a recommendation?” is really powerful when it comes time to transition into scheduling the appointment in sales.

6: Always schedule a clear next step: Make sure that there is always a clear next step at any point in the sales process—but especially at the beginning. You want there to be a clear scheduled next step where a calendar invite goes out to the prospect—and they accept it.

7: Have a contingency for when they push back: have a contingency in place for when they push back on setting the appointment. Let’s say the prospect says, “I’m really busy this month. Could we maybe get together next month? Shoot me an email in a month and we can set something up.” Reply with your contingency: “I really appreciate your saying this, but having done this for a long time, I know that usually people tell me this because it’s a nice way of saying they’re not really interested in ever getting together. Is that what you see happening here?”

Please visit us at www.medicalmarketingsolution.con or call us for a free consultation at 888=292-1147.