Marketing Monday: Closing time! (video)

Today, we bring you video of a key part of the consultation process: the doctor-patient interaction.  A 5-star facility and friendly staff are great, but the patient absolutely has to feel comfortable with the doctor in order to sign up.

As you can see from this video, developing that rapport and comfort level doesn't take long: only 3 minutes in this situation.  Also note the upbeat tone and lack of techspeak ("we're going to put braces on the top and bottom teeth" -- intense!).  With the pan and ceph done and quickly reviewed, most of the talk is conversational.

In quick succession at the end of the video, the doctor covers important topics like the term of treatment,  interval between visits and the fact that the financial portion will be handled with someone else in another place.

Obviously, the conversation needs to take place on topics and in a manner useful for both you and the patient, but this simple example lays out a good template for the flow of this process.

Special thanks to Dr. Dennis Buchman for allowing us to record and post this video.



For the rest of the posts in our selling series:

How to compute your batting average

Analysis of your batting average and related solutions

6 tips for improving your consultation day


If you have any questions or comments, please feel free to use the comments below or e-mail us by clicking here.