Quick reminder there are millions of people in this world who would benefit from your surgical expertise. But there’s only one of YOU.
You can’t possibly help everyone. You have to pick and choose who you help.
Which means you qualify your patients. They don’t qualify you.
You choose your patients. They don’t choose you.
🤔 Is he a good candidate for a procedure?
🤔 Is he compliant and willing to do the necessary pre-operative and post-operative steps to ensure a successful outcome?
🤔 Does he have realistic expectations?
Great, he qualifies. If not… well, he’s out.
It’s time to stop thinking we are auditioning for our patients…
“Pick me! Choose us! We’re better than those guys down the street. C’mon, go with OUR practice. We’ll even knock a few bucks off. Will that seal the deal?”
No no no. You qualify your patients. That’s how YOU run YOUR practice.
And if you’re squirming at the thought of this… if this sounds pompous and arrogant to you…
Remember that you already do this with non-candidates.
Someone comes in for a screening and you find out they are not a candidate for surgery, what do you do? You tell them, and then you don’t do the surgery.
“But I want to have the surgery, doc.”
Sorry, dude. we’re not gonna perform it on you. And no one else should either. It’s not the right decision for you at this time.
OK, now we’ve determined you ALREADY qualify your patients. You ALREADY decide who you will and won’t do surgery on.
Just keep this in mind for every person who DOES qualify. For every person who DOES come through your doors. For every person who reaches out.
They have to QUALIFY to come in for a consultation. They have to QUALIFY for a procedure. And when they do, that’s cause for celebration!
“Congratulations! You qualify for this! Not everyone does, but you do, and you’re gonna love it…”
Taking the Qualification Approach is a paradigm shift that projects more value and helps your team to be more confident in getting your prospects on the books.
We’ll do a deep-dive into the nuts-and-bolts of the Qualification Approach in our upcoming Fall sessions of the E3 Conversion System Bootcamps for elective surgery teams.
Message me if you’re interested in choosing your ideal patients vs. hoping they choose you. 🖐🏻