Posted on January 29, 2021 in General
Why Didn’t That Consultation Turn into A Surgery?
Are you having a hard time turning your consultations into a surgery? Few or no conversions could be a symptom of an underlying constraint. The good news is, it’s not impossible to fix it if you know where to look.
A number of things could be holding back your leads— from fear, confusion, and anxiety to cost, concerns, and your scheduling process. That said, objections to surgery are not a final ‘NO,’ they are another way of engaging with your prospective patients and meeting all their worries, doubts, nerves, and concerns, ultimately convincing them to schedule that appointment.
How to Cut Through the Clutter
Regardless of your specialty in surgery, the majority of patients have similar financial and emotional objections. So how do you navigate the sensitive concerns of your potential patients? By first understanding the reason for their objections and then providing effective solutions and reassuring your leads, they are making the right decision to schedule that surgery.
When patients visit your practice for consultation and throw up objections, can you navigate the obstacles and help patients see why you’re the best option.
It’s until you position your practice as the most unique from others that patients can have confidence in you and get that surgery. As such, it’s your job to address all your patients concerns, but you cannot do that by just coming up with answers like:
- Our procedures are the safest.
- We have the most satisfied patients.
- Our practice is the best.
That is not to say you should not highlight all of the above; rather, getting to the heart of the concerns and doubts is what will make your patients overcome their objections and finally schedule their procedure. And this is how you can do it:
Combat Price Objection
Price is a top objection primarily because most potential patients have discovered that pushing back on cost can get them discounts. However, it might not always be possible to lower the cost of surgery. In such a case, you will need to focus on building value and providing alternatives.
Armed with the information received by tracking the objections with MDprospects, you’ll have more insights into why some of your patients aren’t ready to commit yet. Using the data, you can send relevant content based on the objections.
For instance, if it’s insurance-related, you can send content regarding other options of covering the cost of surgery. This will make it possible for patients who had initially declined surgery to go for it. When it comes to the cost of treatment, you can address price objection by sending content that demonstrates the value and benefits which actually come with a procedure.
Sometimes the reason for objection could be as straightforward as patients not being able to schedule their appointments during your office hours. Today, a large percentage of patients believe being able to self-schedule their appointment is essential.
Instead of missing out on those conversions, why not consider leveraging online scheduling. That way, your patients can schedule their appointments at their most convenient time without having to contact your office.
Communication can make or break your practice. Not responding promptly can quickly lead to frustrated patients, making them bail on an intended surgery because of a poor experience.
You could end up losing a patient to another practice if their interaction with you was slow and unpleasant. In fact, MDprospects has tracked clients in similar specialties and found out that the same people contacted competing practices within the same day.
Quickly returning calls or 2 way texting your leads will create better experiences leaving your patients more likely to schedule that surgery.
Refine Your Strategy Using Data from MDprospects
Understanding the specific objections from potential patients is key. It’s crucial to know how many leads have a particular objection, what the roadblocks are, and how often they voice an objection. Further, you should have a record of all the objections and where in the lead journey prospects air their objections.
Track your objections with a fresh supply of qualified leads from MDprospects. With the data collected, you will be able to look for patterns and make decisions. For instance, you can fine-tune how you respond to objections to boost conversion rates and grow your surgery practice.
If you don’t have the staff to respond to inbound leads, consider enlisting the services of Optitrak to answer your web leads for you in MDprospects. To find out how MDprospects can help your practice with lead management and personalized automation, please schedule your demo today.