10. Tactics for Building Trust
• Be Honest and Transparent
- Discuss surgical skills, certifications, respond to
any negative online reviews or disciplinary actions-
past or present. Disclose any partnerships with
medical companies
11. • Display empathy and compassion
• Be accessible
• Develop positive open communications
Tactics for Building Trust
16. • Use a consultative approach
• Develop a treatment plan together
• Write it out
• Empower the patient
• Avoid Salesy Techniques
Collaborate
17. s information. I recently scheduled a consultation at a dermatology cent
have a doctor's visit but I ended up having an appointment with a
sales consultant who had no information other then pricing plans
and superficial information on the the procedures offered.
You would have thought I was scheduling a haircut but this is my
face!” S.C.
18. • Describe the procedure:
• No Hype, Be Truthful
• Prepare the patient
• Don’t over promise
• Use visuals
• Manage Expectations
#6 Educate
No Hype
19. –Johnny Appleseed
“You’ll be back at work in two weeks”
“You’re facelift will last 5-10 years“
AVOID CANNED PHRASES
“You will look beautiful. This is an easy case”
20. • ALL office policies
• All Fees including
Cancellation and
Revision Fees
• Written quotes, treatment
plan and collateral
materials
#7 Inform
21. • Hospital Affiliations
• Surgical Suite Accreditation
• Emergency equipment
• Post-op Care
• Offer a patient referral
#7 Inform
22. #8 Thank
• Thank patient for coming
in
• Send a Thank you
• Follow-up with a phone
call
• Offer your services and
to answer any questions
