Converting Cold Prospects Into Raving Fans (Patients)

On this episode of Turbo Charged MD, we will discuss the how to take a cold prospect (someone who does not know you but heard about you), all the way to becoming a Raving Fan (new patient).  Topics discussed will include:

Please contact is for all of your training, marketing and sales needs. We do in person maketing and sales seminars as well as web based sales training.

888-292-1147

On this episode of Turbo Charged MD, we will discuss the how to take a cold prospect (someone who does not know you but heard about you), all the way to becoming a Raving Fan (new patient).  Topics discussed will include:

Please contact is for all of your training, marketing and sales needs. We do in person maketing and sales seminars as well as web based sales training. 

888-292-1147

On this episode of Turbo Charged MD we will discuss how follow up or lack there of can make or break your business: Topics covered:

80% of sales require at least five follow-up calls before the deal reaches “Closed Won” status. Since 44% of salespeople give up after one follow-up, there really are a lot of lost opportunities for closed deals!

Following up after an initial call is very important for getting business done. Most salespeople aren’t aware as to just how important it really is! Besides the obvious, here are the main reasons for making follow-up sales calls with all prospects moving forward.

Instead of just counting on promises made during an initial meeting, a follow-up call helps a salesperson know where he or she stands in a current deal. It also helps cement your connection with a prospect and helps to develop a relationship.

Even if the deal appears to be closed, a follow-up call shows the prospect that a salesperson is interested in building a long-term relationship and isn’t only interested in short-term sales (and commission). This kind of good will ensures not only a happy customer but one who will recommend you to friends and colleagues!

Part of a salesperson’s job is to reinforce a prospect’s decision about making a purchase. This process starts during the first conversation, where a salesperson walks a prospect through the reasons why a purchase is worth it. But encouragement should follow in subsequent follow-up calls, which can help to build trust. Trust in a product may turn into loyalty towards the whole brand, and that can lead to more purchases down the road.

Sometimes, a prospect has issues that get overlooked during the initial sales process. This can result in returns or cancellations, which spell disaster for every salesperson. By proactively working to address issues during the follow-up process, salespeople can reduce the possibility of these situations.

Make sure to encourage your prospect to ask questions, and answer all queries before ending the conversation. Besides securing the sale, you’re also letting the customer know that your organization provides excellent customer support, no matter the situation.

The most important goal of a follow-up call is to secure a sale. Based on the statistics shared at the beginning of this article, putting forth the effort to complete five follow-up calls will bring a salesperson 80% more sales on average than less total attempts per prospect.

Besides additional sales, a good relationship and trust gained from follow-up calls you’ve made will encourage consumers to purchase from you again. And if you’ve done a really good job with follow-up calls—they may just refer some new business your way.

On this Episode of Turbo Charged MD we will discuss how to overcome objections. Topics include:

Overcoming Objections

1: Listen Fully to the Objection

· Resist temptation to jump right in and respond immediately.

· Reacting too quickly = you risk making assumptions about the objection.

· Take the time to listen to the objection fully.

· Train yourself to ignore negative emotions.

· Listen to fully understand the buyer's concerns without bias or anticipation.

· Allow body language and verbal confirmations to communicate intent listening.

2. Understand the Objection Completely

· Many objections hide underlying issues the buyer can't or isn't ready to articulate.

· Often the true issue isn't what the buyer first tells you.

· Your job is to get to the heart of the objection.

· Ask permission from the buyer to understand and explore the issue.

· Restate the concern as you understand it.

3. Respond Properly

· After you've uncovered all objections, address the most important objection first.

· Once you work through the greatest barrier, other concerns may no longer matter.

· Do your best to resolve their issue right away increases chance of moving sale forward.

· If you need more information to resolve concern, you may have to look something up don't

wing it.

4. Confirm You've Satisfied the Objection

· Check if you've satisfied all their concerns (just because they nodded doesn't mean they agree).

· Ask if the buyer is happy with your solution.

· Some objections require a process to overcome, not just a quick answer.

· If the client isn't ready, don't try to force a commitment.

· Do not accept a lukewarm "yes" for an answer.

· Don't lose sight of your goal. Use steps above (Listen, Understand, Respond and Confirm).

· This is a hot topic. This is their major pain point. If a prospect tells you that their challenge is having a major influence on their current situation and will affect their future, use your practice solutions as a remedy to get them back to optimal wellness and a much healthier relationship.

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. 

In this first episode of Season 2 of Turbo Charged MD we will discuss the importance of buliding rapport with propsective patients to help them feel comfortable, get to know you and feel great about their buying decision. People buy based on emotion and rationalize their decision afterward with logic.  This episode will cover:

1. Maintain Eye Contact

Maintaining eye contact communicates care and compassion. It can also show empathy and interest in your prospect's situation. Eye contact and social touch connects you to your prospects and communicates understanding.

2. Show Empathy

Empathy is the ability to understand the propspect's situation, perspective and feelings. It allows you to deliver more personalized care. The empathetic consulttant communicates and acts on their understanding of the prospect.

3. Open Communication

One study found good communication to be a key factor in improving prospect outcomes. Understanding your prospect's communication preferences and state of mind will help build rapport. Informing your prospect of treatments that will benefit them and give them the benefits they are seeking is very important. 

Encouraging your prospect to share their feelings with you is another. Open communication is one of the most essential communication skills needed for success.

4. Make it Personal

Being a prospect can be scary. To help ease their mind, take the time to get to know your prospect. Ask about their friends and family, hobbies, and other important aspects of their life.

This communicates your desire to understand them as a person, not only as a prospect. This is an easy way to learn how to build rapport with your prospects.

5. Active Listening

Active listening is an essential holistic healthcare tool. It is a non-intrusive way of sharing a prospects thoughts and feelings. To practice active listening, follow these steps:

The goal of active listening is to reflect the feeling or intent behind their words. You should listen to understand, not to respond. Practice active listening as one of several ways to build rapport.

6. Practice Mirroring

Matching the prospect's demeanor, disposition, and rhythm quickly establishes rapport. This may even mean raising your voice to match a loud prospect to create a synchronized bond.

Then, with a low voice and measured movements, lead the prospect to a better place. Use mirroring to become attuned to the prospect during difficult conversations.

7. Keep Your Word

Keeping your word is one of the most effective ways to build rapport with prospects. If you tell them you will do something, do it. If your ability to complete a task changes, communicate this with the prospect. Don’t over-promise and under deliver. Keeping your word with prospects not only builds rapport, it also builds trust.

On this final episode of season 1 of Turbo Charged MD, we discuss how to deliver a world class patient experience. Once you have acquired a new patient (transactional), it is now time to give them the WOW factor each and every time they visiti your practice. Topics include:

"The ultimate patient experience is their perception of how you represent your brand at every touchpoint in their dealings with you. It’s the feeling they get from your marketing and website; the friendliness and helpfulness of the person answering the phone; the quality of your signage and lighting in your parking lot; the encounter with your front desk staff; the time spent in your reception room; the cleanliness of your facility; the quality of your consult; and the competence and caring of everyone who interacts with them on their way back to their car. It’s the phenomenon of the organized whole that is perceived as more than the sum of its parts."

On this epsiode of Turbo Charged MD, we discuss how to set up your day for success. Too often our team's do not have a written game plan and are winging it throughout the day. We specifically cover:

„Have a game plan: Start your day with roadmap for success. Know who you are going to follow up with, who is coming in for a consult, who is scheduled to pay.

„Commit to the phone: In the course of an 8-hour day it is reasonable to make 6 calls per hour = 50 per day

„Be consistent: Your day may be full of peaks and valleys, but a consistent work ethic and execution leads to higher peaks and very little time in the valley.

„Have a goal and write it down. Sales is a number business. Break down your month into the ridiculous based on your compensation. Look at it often.

„Stay organized. Keep your workstation clutter free and keep your mind focused.

„Don’t make excuses. You are responsible for your own success. You are the player and your manager is the coach. The players play and play hard. You make your own opportunities.

„Have a sense of urgency: Success takes unwavering commitment on a minute by minute basis. If you want “A” results, bring your “A” game.

„Make adjustments. When things are not going your way, change it up. Keep it fresh and original.

„Close strong: Ask for the sales multiple times in a non-pushy way. Your prospects want what you are selling.

Medical Marketing Solutions is dedicated to helping you streamline the business aspect of your medical practice with a combination of the most advanced technologies, paired with the personal touch of our highly skilled consultants who will work one-on-one with your practice and your prospective patients.

From website and SEO development, to lead nurturing, email campaigns and lead conversion, we do all of the heavy lifting so you can concentrate on providing your patients with the best quality care.

Our Vortex Concierge Call Center was developed to assist you in answering your inbound calls, scheduling consultations and helping you to drive new patients to your practice. We handle all of your incoming and outbound lead prospecting.

Please contact one of our expert Consultants so we may give you an overview of our products, features and benefits. To speak with a live consultant now, please call us at 833- 363 -3637 or visit our website at https://www.medicalmarketingsolution.com/.

On this Epidosde of Turbo Charged MD, we will discuss how to conduct a world class Consultation which will help you build a great rapport with your propsective patient and make it painless and comfortable for them to purchase your services at the end of the consult. Topic will cover: 

For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627

On this Episode of Turbo Charged MD we will talk about how the final 6 weeks of the year is a great time to increase sales. If you have the holiday sales blues, it's time to turn that frown upside down and keep your sales and marketing caps on. Get your prospects and patients excited about the "buying" season! There is no better gift than the gift of health! 

1: Alter your end of year mindset.

2: Your prospect and patients are in holiday buying mode. 

3: Create end of year promotions and get them out as soon as possible.

4: Promote from within and without.

5: Get your staff pumped up. 

6: Create momentumm for the new year.

For more information on Turbo Charging your Private Pay Medical Practice, vist www.medicalmarketingsolution.com or call 833-363-3627