Consulting for elective cosmetic services has changed dramatically in the past few years. Patients see themselves as clients, even though the offices still view them as patients. It is important to have a high level of customer service and information on the call or email inquiry to the office because the competition has increased tremendously.
With so many cosmetic physicians crossing over into the plastic and dermatology area it is vital to be focused on converting a lead into a consultation. For this industry specifically, we find the average conversion rate is roughly 30%. Prospective clients need to be handled specifically and with skill.
For example, the first question that should be asked of the client is “What results are you looking for?” or “Why are you considering the procedure?”. Why would we ask about results first before telling them the benefits of the service? Well, because we do not need to sell them, these procedures and services can sell themselves. We are here to verify and confirm that the service they seek will and can deliver the results they seek. After they share their goals, then we confirm the benefits to the service match their goals or we suggest the correct service! Yes, it is that easy!
From there, schedule the consultation and move forward explaining what they can expect to learn, see and experience when they come into to meet you and the doctor for their personalized treatment plan! This alone usually improves the conversion rate to 50% or better! For more on sales training contact us about our Sales Training Series Programs.
Receive an additional 2 hours of training (on top of the training hours included in the program) with our owner Kelly Smith with any Sales and Marketing Program purchase when you mention this blog! Visit us at: www.ProjectedGrowthConsulting.com for additional details.
Call 877-742-0742 so we can answer all your questions and to schedule an introductory call.