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Subtle Selling Techniques in Patient Counseling


This process incorporates two very important strategies that every patient counselor needs to embrace in order connect with patients — bonding and partnering.  From the onset, every phone or e-mail inquiry from a prospective patient should be directly handled by the patient counselor. If the patient counselor is busy when a phone call comes in, then the receptionist should take a message and have the patient counselor call the patient back. (Never should the receptionist attempt to provide information about a procedure.  This not only dilutes the bonding process, but does not enable to the prospect to receive quality communication).   In terms of a phone inquiry, if a counselor spends less than 10 minutes with the prospective patient, then it is unlikely she is bonding effectively.  During that initial call, your counselor should allow the patient to speak at least 80% of the time and only do 20% of the talking.  As any psychologist will convey, listening is an integral part of the bonding process as it allows a patient to reveal her true feelings and make a strong connection with the listener.   

Partnering is the second strategy that every counselor should use when dealing with prospective patients once they have had a consultation, but are still not prepared to commit to a procedure.   The goal in partnering is to let the patient know that the counselor is available help every step of the way.  In addition to answering questions, the counselor's most important responsibility is to assist the patient to overcome obstacles and challenges that may stand in the way of having a procedure.   When your patient counselor spends time bonding with the patient on the phone and during the pre-consultation, then continues to bond and partner during the post-consult, a strong connection is achieved.  In turn, this will enable the counselor to re-contact that patient on a consistent basis — not as someone who’s trying to talk them into having a procedure, but a friend who is helping them to achieve their goals.  This is one of the key differences between selling and actually helping someone make a decision about having an aesthetic procedure

So how does your patient counselor begin to master the art of "subtle" selling techniques? - Call for a FREE Analysis
(760) 451-8585 (or e-mail us at hmapro@aol.com)

Coming in the Next Aesthetic Practice Marketing Newsbrief:     
Patient Buying Types & How Your Patient Counselor Must Interact

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