The art of the successful consultation.
The current trends in the patients options for making decisions to have cosmetic surgeries have made the provider-closing process more intense and complicated. These trends include, but are not limited to, increased price shopping, more comparison shopping, increased use of the internet versus word of mouth and more knowledge available in conventional media. This discussion focuses on the process that takes place in the practice after the first ringing of the phone and after having successfully gotten the word out. After the deployment of positive and result-oriented advertisements, staff consultation closure skills determine your economic success. Included are discussions of major challenges in executing successful consultations related to getting the entire practice, including the doctor, to accept and employ a wellexecuted consultation. Four essentials of the successful and artful consultation are discussed: the phone inquiry, the follow-up after the phone call, the in-person contact, and the follow-up after the in-person contact, with the ultimate goal of a continual flow of paying patients.
Patients Unlimited Marketing Consultants, 15507 South Normandie Avenue, #489, Gardena, CA 90247, USA. pumclh@pumc.com
Lou
L
Haggerty
D001071:Appointments and Schedules; D003142:Communication; D003266:Continuity of Patient Care; D005260:Female; D005500:Follow-Up Studies; D006801:Humans; D008297:Male; D057240:Patient Preference; D010817:Physician-Patient Relations; D011182:Postoperative Care / Q000379:methods; D011300:Preoperative Care / Q000379:methods; D011787:Quality of Health Care; D012017:Referral and Consultation / Q000458:organization & administration*; D013518:Surgery, Plastic / Q000458:organization & administration*; D013689:Telephone / Q000706:statistics & numerical data