The ideal sales practices in the medical profession are soft skills that involve paying attention and listening carefully to the patients, asking them the right questions at the right time, empathizing with their condition, and providing them personalized care and solutions to their problems.
This positive approach will allow a doctor to strengthen their relationship with the patient, increase patient satisfaction, improve their cooperation and compliance, and add long-term value to their practice. CreativeTake Medical has extensive experience in the area of medical marketing, and can help you build robust relationships and loyalty with your patients.
With new patients, the first goal of the doctor should be to create a strong trust. The doctor should be a perceptive listener, pay attention to small details, and engage reassuringly with the patient to win their trust and confidence. They should effectively communicate their medical philosophy, involve the patient in every decision about their treatment, share the risks and downsides, and educate them transparently about the practice, the procedure, the related costs, and other aspects.
Focus on the Patient’s Needs
The doctor should make an effort to understand the patient’s innate healthcare and aesthetic needs and desires. They should show genuine interest and curiosity in the patient’s condition, and focus on the concerns that matter the most to the patient. Rather than promote their own treatments and procedures, they should objectively focus on what would be the most appropriate options to address the patient’s needs.
Create an office environment where every patient feels special, receives personalized attention and care, and believes that they are in safe and caring hands. The staff should be trained to be warm and welcoming, and there should be a culture of hospitality at your practice. The overall patient experience should be completely satisfying, and it will yield positive dividends for your practice in the long run.
Communicate and Engage
Be proactive in your communication with patients and focus on their needs and concerns rather than spending too much time in casual conversation. While communication on casual topics can take the relationship with your patients from clinical to personally meaningful, it should not be done at the cost of losing precious clinical time. Focused communication will let you have vital patient information to create customized treatment planning, and the patients will ultimately appreciate your committed professional engagement.
Create Two-Way Conversations
Do not dominate the conversation where the patient feels uncomfortable or feels that their concerns have not been understood. When the patient describes their concerns, dig deeper and find out how it impacts their everyday life, or how they have handled their problem so far and with what results.
Following up with the patient after the treatment has been completed is a crucial part of the overall service you provide. Doctors should be concerned about how the patient is doing after the treatment, whether they are progressing toward their goals, or whether they have any concerns or issues. A patient will greatly appreciate a practice that cares even after the treatment has been completed.
Does that car sales pro care about you after you already bought a car from them?