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A few weeks ago when I first heard the news about the lockdown and clinic closures brought in to mitigate the spread of the COVID19 virus, my thoughts immediately drifted to the countless medical professionals that I knew would be affected.
I was thinking about you.
In the past, you may have struggled to find an hour in your day to focus on yourselves, or you probably have missed a lot of precious time with your family due to your busy schedules.
But now you were being given a gift!
The gift of time.
Now don’t get me wrong…
I know this gift doesn’t feel like a gift—it’s wrapped in uncertainty, clinic closures, and questions like “how will I pay my staff?”— but hear me out…
What if you used this time to evaluate the foundation of your practice?
What if you used this time to create stability in the areas that felt unstable or weak, and optimise the functionality of your team, your systems, and your processes?
What if you emerged from this “crisis” as the leader in your niche that you’ve always known yourself to be?
For the next few weeks, you’ll be able to invest the time that you’ve been gifted to work ON your business instead of just being IN your business. Which is very important if you want to scale your clinic up.
The key foundation of growing and scaling any clinic is building and refining the processes and systems used in EVERY aspect of your clinic, and also for every procedure and service that you are offering.
Why are we doing this?
So, that your staff or other doctors don’t have to depend on you and know how to follow a system and process so that for situations when you are not around, they can find the answers themselves and not keep coming up and asking you the same questions that you get asked all the time.
Can you relate to this?
This will allow you to handle more patients or clients without sacrificing the quality of your work.
In the last few weeks, I’ve spent countless early morning hours refining the processes we use for all our main services with our account managers.
I am building a stronger foundation for the agency so that when we emerge after this lockdown period, we can take on more new clients, more easily, without any problems.
Now… one of the key systems that I often see missing from a lot of clinics in their lead generation activities is an effective sales process.
Sales is the oxygen for a business or clinic, without it, nothing else matters.
You might be extremely proud of the services that you offer; but the reality is that nothing happens, and no money is earned, until something is booked (or sold).
Are you with me on this?
Sales doesn’t have to be pushy or sleazy, it is in fact that old school tactic that just doesn’t work anymore.
Sales today is all about effective communication; to convince prospects to take a desired action on a service or product that you offer, which provides value to your prospects.
In order for your practice to grow fast, you need to equip your key team members with sales skills. This can include your receptionist, practice manager, patient coordinator, associates and even other doctors.
Because these team members have certain touch points with prospects and existing patients, in order to sell well you need to make sure that they are well equipped with sales skills so that they can not only drive new patients to your clinic but also maintain existing patient relationships and drive referrals from them.
If you train them well, they should be able to do 70% of the selling and persuasion, the remaining 30% will be dependent on you or other associate doctors who see these new patients during a consultation process.
I have talked to some successful practices’ owners and their practice managers or patient coordinators that have helped them great deal by getting patients ready and keen for signing up even before meeting with a doctor or surgeon for their initial consultations. This can improve new patient conversion rate dramatically.
So, my question for you is… does your clinic have a sales process in place to increase converting new patient enquiries into actual bookings?
If not, you are in luck. I have taken all of my experiences interviewing successful practices in their best marketing and sales techniques, combined with my own personal experiences selling high-valued services over the last 10+ years, including all of my sales training, strategies and tactics; and I’ve documented all of it in our signature sales guide called….The “7-Figure Samurai Sword Sales Guide For Clinics”.
This is a crucial guide for practices, especially for those whose target audience is coming from self-referring patients, or those who sell high-valued procedures or services.
By using this guide, I will have saved you from hours of research and trial and error, by creating a sales process and system for your clinic proven to increase the new patient conversation rate.
I have also created a video showing you exactly what is included in this sales guide… I’ll leave the link to it in the show notes below, so you can check it out.
So, click on the link below, have a look and let me know if you have any questions.
This sales guide can be one of the best moves you make in 2020 to position yourself for recovering after these lockdown restrictions are lifted.
We look forward to hearing your success stories after your implementing this proven sales process at your clinic.