Building rapport is key to gaining trust with prospective patients.
When prospects are comfortable and trust you, the booking process becomes that much easier.
But how do you do it without spending 30 minutes exchanging life stories? And in an authentic way that doesn’t feel contrived or forced?
Today, I am sharing 4 natural ways to build rapid rapport with your prospective patients. You can use these on the phone when booking consults, or even in the consultation itself.
1. Use their name
Your favorite word in the whole world is your own name. Mine too. Use your prospect’s name periodically in conversation, and they’ll naturally feel closer and more familiar with you.
2. Find a common ground.
Take a quick glance at your prospect’s area code, email address, and occupation, and be sure to listen to their comments.
Are they from a town where you grew up? Do they work at the same place your neighbor does? Do they have kids the same age as yours? Find some way to relate to them and make a comment about it.
3. Repeat back.
Simply put, repeat your prospect’s words back to them.
Once they tell you their problem 👉 “So it sounds like <INSERT WHAT THEY SAID THE PROBLEM IS>, and you’re looking for <SOLUTION>, does that sound right?” This shows the prospect you’re listening, which they appreciate.
4. Speak with confidence.
You are the trusted authority, and prospects rely on you to lead them.
When you speak with confidence about your practice, your consultation process and your doctors, this creates a level of comfort with your prospective patients. i.e. “Wow, these guys really have their act together.”
Start to incorporate these tactics into your calls and consults, and you’ll become a rapport building machine in no time.
And if you want to deep dive on these and other tactics and strategies to fill your refractive consultation schedule, you would likely benefit from our upcoming E3 Conversion System Virtual Summer Camp. This team coaching program includes everything your bookers need to connect, follow-up and schedule more consultations with confidence.
Hit me back if you’d like more info. And make it a great Hump Day!
– Troy “Rapid Rapport” Cole