You’re Spending the Money, Where’s Your Follow Up?
Are you spending a lot of money and time generating leads but not nearly enough on following up? This kind of approach costs your practice the opportunity to acquire new patients. Often, leads get tossed aside and forgotten after a few if any attempts.
Yet, the average number of optimal touchpoints for leads is about 5 before they say yes. So, if they find a practice that ticks all their boxes, they readily become patients.
The other 98 percent will only be convinced to choose your practice after building relationships with them and establishing trust. There are plenty of reasons why this percentage of leads don’t become patients without further convincing. For instance, a lack of time, budget constraints, and other pressing matters could put your practice and services on the backburner.
This is where follow-up comes in. Contacting leads frequently while making sure every interaction is value-added builds trust and keeps you top of mind whenever prospects need care.
Here’s a closer look at strategies that can help you reimagine your follow-up process, create a better experience for leads, and improve your follow-up outcomes.
Automate Reminders for Your Team
Lead follow-up is a cornerstone of a successful practice. So, it makes sense that you want your staff to ensure they follow up on every lead that comes your way. However, even your most well-intentioned employee can forget to follow up. The best solution is automated reminders, whether SMS or email. That way, your team will always get alerts and remember to follow up on prospects.
Create a Standardized Follow-Up Process
You should have a standardized follow-up process. It’ll help your staff learn the best practices to turn prospective leads into patients. You win more patients when you have an efficient follow-up process in place. For example, introduce a ‘5 nos’ policy where your team stays in touch with leads until each lead says ‘no’ at least five times.
Beyond creating a follow-up process, you also need to define the process. A lack of ownership and accountability can result in nobody emailing or texting follow-ups. Another scenario is a lot of people trying to get in touch with the same lead. This duplicates touchpoints which can be a nuisance and off-putting to potential patients. You want follow-up to be a breeze; therefore, it’s essential there’s ownership and accountability in your follow-up process.
Train Your Employees
Training and retraining your staff on how to follow up on leads is a crucial part of the process. You can start by preparing compelling scripts that will capture the attention of potential patients. Have your team rehearse and learn the scripts by heart. At the same time, teach your employees how to answer questions. Also, arm them with the information they need to handle objections and doubts.
Put the Process of Follow-Up on Autopilot
Consistently following up on leads can take up so much time. Luckily, you can automate the process with MDprospects top email and text automation software. This will enable you to schedule bulk, and personalized sends ahead of time. Automating your follow-up communications greatly reduces administrative work while making sure you maintain ongoing engagement with your leads.
Boost Your Follow-Up Strategy with MDprospects
Leads are more likely to convert if you follow up as long as you don’t overdo it. By leveraging MDprospects to manage your follow-up, you’ll increase your chances of converting more leads to patients and improve your bottom line.
Want to learn how MDprospects can elevate your follow-up process to the next level? Request a demo today.