Less of That, More of This…
By Rob McDermott | April 6th, 2024 | Condition Specific Marketing
A often-repeated myth is that the best salespeople are "good talkers."
Very often… the complete opposite is the real reason they are so successful.
All the people I know who are the best “closers” when it comes to converting prospects to new patients, are the ones who ask excellent questions and are tremendous listeners.
Epictetus wrote, "We have two ears and one mouth so that we can listen twice as much as we speak."
It’s really all about having a simple conversation with your prospects and uncovering their needs!
When you ask your prospects questions designed to discover what they want, you transform yourself into a trusted consultant that they can turn to for honest answers.
By honing your question-asking and listening skills, you'll “close more sales,” help many more people , and continually increase your monthly collections.
You do not want to be perceived as a “salesperson" by your prospects. Instead, you want your prospects to feel that you are a trustworthy, respected professional who truly cares about them and can help them solve their problems.
One of the biggest mistakes doctors make, especially seasoned professionals because they've met with so many prospects, is that they think they can diagnose the problem and provide the solution almost instantly.
Unless you ask the prospect questions, let them talk, and carefully listen to how they reply, the prospect will feel like you don't care about them and that they're just another case/appointment on your calendar.
Every prospect feels that their situation is unique, even if it isn't. They want you to treat them as individuals. They want you to recognize they are unique, even if their problems aren't.
And perhaps most importantly, they want to feel like they’re really understood by you.
By jumping too quickly to the “recommendation/prescription” phase of the “sale,” you miss out on the most powerful part of any “sale”... eliciting your prospect's emotions!
When the prospect describes their situation, it reminds them of their pain. When they talk about how they would like their future to be, it generates a pleasurable feeling. And, as you know, pain and pleasure are both two highly-motivating forces.
When you spend more time asking questions, digging deeper, and getting the prospect to describe their "symptoms" before you prescribe your solution, you'll get more new patients and help more people.
It's been truly amazing to see the transformations experienced by hundreds of chiropractors that I've worked with over the past 21 years.
Getting new patients should be a simple, automated process that's not only predictable and scalable, but doesn’t require any involvement from you or your staff.
Let me prove it to you.
I’m inviting you to take a no-risk, no-cost, all-expenses-paid, test drive of the exact same automated system that those 1,348 chiropractors are using that's delivering an average of 37 new patients every month, like clockwork.
This is a 100% turnkey service that delivers new patient appointments to your email inbox every morning.
And with our done-for-you service we’ll handle everything and have you up and running in no time.
Email me at support@conditionspecificmarketing.com and I’ll give you all the details.
I'm looking forward to finding out more about you and your clinic.
Dr. Rob
Robert McDermott, DC
Condition Specific New Patient Marketing Solutions
198-39 32nd Ave. Suite D8
Auburndale, NY. 11358
(888) 396-1690