Prospective patients love this excuse. Don’t fall for it… 👉
Curious if you’ve ever experienced this…
You wake up in the morning and realize you don’t have much going on. Clear calendar. No plans.
And so you call your Primary Care Physician, snag an appointment and drive across town to see her.
Hang out in the waiting room for a while, read some magazines. Go back and do some diagnostic scans, check-ups, whatever.
Finally meet with the doc, who asks, “So, what brings you in today?”
“Ah nothing really. Just didn’t have a lot going on so I figured I’d come over, get some information, check the place out.”
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You’ve never done that. I’ve never done that.
Why? Because we’re busy people who have a lot going on. Like every other human on the planet. Including your patients.
And my point is this:
Many prospective patients are coming to see you today. None of them are in your office because they are bored, because they don’t have anything better to do, or because they just wanted to shop around a little bit.
You are not a retail boutique selling blouses. No one is “just browsing” at your office.
If someone calls you, books an appointment, then gets out of bed, puts on pants, drives across town in traffic, and comes to spend time in your office for a couple of hours, they have a darn good reason.
They come see you because they have a problem, and they want that problem solved.
Any prospect telling you otherwise simply is not yet sold on you, your practice or your solution. So you need to backtrack and figure out why.
There are plenty of ways to do that, and we get into those techniques in our E3 Conversion System Bootcamps. Just know that every prospective patient who steps foot in your office WANTS you to solve their problem. Figure out where your communication gap is and fill it.
And don’t lie to yourself and say, “Well, they weren’t serious.” If they’re there, they’re serious. Now let’s get them on the surgery schedule.
– T-Cole