Moving From “Presentation Phobia” to Greater Case Acceptance

More than a few doctors, dentists and other providers suffer from “case presentation phobia.” This seems especially common with elective care discussions. Skilled and experienced providers may have buried the ill-at-ease feeling, and they probably have “avoidance systems” in place that point to someone else in the office. But, in fact, they hate making a case […]

Magic Questions: The Path to Case Acceptance and Compliance

There’s a bridge of sorts in nearly every doctor-patient encounter. On one side, the physician’s knowledge, training and experience reveals an answer to the patient’s need. But there are many situations where the patient needs to accept the solution—cross over the bridge—and embrace the recommendations for their care. Patients don’t “buy” treatments, medicine or procedures. The one and […]

Training Success Stories: But North Dakota and Kentucky are Missing

Marketing Trainer Lori Waltz is something of a healthcare Road Warrior with a string of success stories and travel anecdotes. Here’s the scoreboard: She has helped over 1,000 practices and hospitals in her career, including 48 states, plus a few nearby countries and territories. Oops…only 48 states? It’s true. Lori has provided marketing training—about telephone/front desk […]

Embracing Your Inner Salesperson: Why Selling is Intensely Human in Healthcare

Some of the best salespeople we know are also dedicated and successful healthcare professionals. On the surface, it seems like an unlikely combination of skills. After all, physicians and surgeons think of themselves as helping others and providing a service…certainly not “selling” something. It’s largely a matter of mindset: An essential principle of sales, according […]

Understanding The Healthcare Purchase Decision

The emergence of the wave of “consumerism” in healthcare delivery is, in some respects, not entirely new. Consumers have been making purchase decisions about products and services for…well, forever. What’s new is that patients are better informed and are more actively evaluating their purchase options in healthcare as they typically apply in retail or other […]

Everyone Is Selling Something: The Easy, 4-Step Sales Course for Doctors

We do it all the time…often without thinking much about it. To convince, collaborate, entice or persuade, everyone is “selling” something. It can be as casual as nominating a place for lunch, or presenting an idea. And doctors, dentists and virtually all healthcare providers regularly seek agreement and compliance from patients about a course of […]

Practical Alternatives for Doctors Who Hate “Black Hat” Selling

Most doctors hate the idea of “sales,” “selling,” or being a “sales person.” To many, the concept behind sales-and the old-school reputation-is more about taking than giving. And it’s not just physicians. The culture and mind-set throughout professional ranks-medical practice staff, hospitals, and marketing communicators-is one of concern and providing solutions for individuals in need.

The Science of Case Acceptance: Shaping the New Patient Experience

In our work with medical practices throughout the United States we’ve observed an interesting phenomenon that healthcare providers and administrators might marvel at seeing for themselves. How would your office staff greet each new patient if they thought the individual might be a “secret shopper?” Would the prospect of staff accountability change the way they […]

How Third-Party Financing Can Boost Big-Case Acceptance

It’s a curious thing. Patients who want or need cosmetic procedures are usually concerned about the cost first. Since they don’t have many ways to measure the worth of your dental skills, experience, or quality of materials, they only know to ask, “How much does this cost?” And the dichotomy is that all-important money matters are […]