In a completely unscientific estimate, roughly nine out of 10 doctors would probably say they hate “selling” in healthcare. At a minimum, it’s not what doctors are trained to do. And, more critically, they believe that sales is a sleazy, manipulative and difficult process intended to strong-arm people into paying for something they don’t need or […]
A little good-natured kidding comes up around the office about how much traveling I do. Of course, that’s only when I’m actually in the office and not on the road visiting clients throughout the nation. (Well…every state except for one.) With the non-stop changes that are happening in healthcare, I love being shoulder-to-shoulder with clients, […]
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 […]
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 […]
Hospitals want to constantly build rapport with their referring physicians. And, if you are a specialist (medical, physical therapy or dental), chances are you are heavily dependent upon referrals from other doctors. If you are currently looking to win more of those professional referrals, experience shows that one of the most productive and successful marketing […]
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.
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 to get comfortable with the process of helping people benefit from what you do. Case acceptance is a process of identifying and solving people’s problems — helping someone discover value in what you can provide for them. By another name, that’s sales.
Like so many of the healthcare provider channels in medicine today, occupational medicine is changing. And there are marketing lessons in occupational medicine marketing for many other professions, medical practices, hospitals, clinics and healthcare organizations. The key to success in occupational medicine is good sales acumen. The clinic, urgent care center or medical facility that […]
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– Jonathan Calure, MD