When a prospective surgical patient takes the time to:
Stop what they’re doing,
Pick up the phone & make an appointment,
Block time out of their busy schedule,
Hassle with traffic,
Fight apprehension of meeting you for the first time, and struggle with the discomfort of talking about a body part they are uncomfortable with –
That’s someone who has emotional needs to fill.
Mainly they’re not feeling good about themselves so they believe looking good will make them feel good, which is true.
They’re looking for confidence and you can give them a big dose of it by treating them like they are special, by listening to them and by assuring them you understand how they feel and you can make it better.
Because as much as this is about surgical skill, it’s much more about feelings and addressing them so patients choose you over all the others.
Catherine Maley, MBA is a business/marketing consultant to plastic surgeons. She speaks at medical conferences all over the world on cash practice building and trains staff to be converting rock stars. | View Author Profile | Get a Free Copy of her popular book, Your Aesthetic Practice: What Your Patients Are Saying