25 Mar Process & Communication to Schedule More New Patients & Improve Rebooking
It’s incredibly important to communicate clearly to your patients what the problem is that you’re helping them resolve – that’s what gets attention. But then you’ve got to be able to back it up with a proven process otherwise the prospect won’t get results and be stuck in a cycle.
Once you’re able to generate leads consistently, you have to start converting. And you do that by being able to communicate exactly how you’re going to help solve your patients’ problems.
It’s a powerful way to get prospects to trust that they’ve made the right choice by going with you, especially when they may have tried other methods or practitioners without resolve before.
That’s what one of our clients discovered when they started implementing our Patient Acquisition System. They leveraged a well-designed process to create confidence in their target audience and develop magnetic messaging in their marketing.
It worked out big time. After just 15 days, they had their first plan of care sale with their perfect patient – worth $4500. And that was with a prospect that they would have never worked with before that responded to their ad.
If they hadn’t dialed in their process and how to communicate the outcomes they provided, they might not have converted that patient. Currently, their process for treatments is easy to understand and communicate to potential patients.
To get results like that, you’ve got to work on communicating your stages clearly. Every stage of the process needs to lead logically to the next. And every stage should be an upward trend.
This is what I refer to as the “Patient Success Journey” – the path in which your business is built and patients follow through their treatments.
When a patient asks you how you’re going to get them to their desired outcomes, you need to answer in 3-5 stages.
And each of those stages has to be easy to understand. Because you will have to tie each one to key benefits and outcomes for your clients.
The tie-in must be easy to understand and spoken on their level, not as a medical professional.
The key here is, a manageable series of stages, each leading to the patient’s desired outcome.
Then you can easily lead your patient through the process, without overwhelming them.
If you try to put an entire plan of care in front of someone, it’s guaranteed to confuse them. Instead, what you want to do is break it up into stages or phases of their journey towards their goal.
Imagine you need to get your car fixed and the mechanic listed every step they were going to do, most of it wouldn’t make sense nor does it even matter.
It is easier to tell the patient, “This is the first stage, this is how long it will take, and this will be the outcome.” That’s something patients can comprehend and look forward to.
Don’t overwhelm people with a massive story right out of the gate. People want to see what benefits they’re getting at the start and understand the process along the way.
That’s a key factor, especially in this current rapidly shifting environment. Those that are adapting are flourishing, those that are resistant are struggling.
Business is all about your patient success journey and more importantly how you communicate it to them.