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 Make More Money without Spending More
Volume:1 Issue:3 - September 2006
Do you know what percentage of your consults are booking for procedures?
Most physicians will answer me by saying that their staff are very good and close most consults.
The science of marketing, however, teaches us that closing rate is as much a function of your customers as it is of your
employees. The fact is that if you are not exactly sure what is your closing rate, you may be loosing money: your
marketing dollars are getting people through the door only so that your sales process (or lack thereof)
can let them to fall through the cracks. Think about designing a follow-up process that catches those customers
that are on the fence. In this way you will strengthen your competitive position in your market and increase
revenues, in most cases, by using existing resources. Consider the following:
- Do you have a formal sales process designed to maximize your closing rate?
- Is your staff appropriately coached on the process and understand their purpose within it?
- Does your follow-up process take into account the “high opportunity” sales window?
- Does your sales process produce a report including your closing rate and other metrics?
- Does your sales process integrate well within your existing office infrastructure?
- Is your sales process appropriately audited to ensure its effectiveness?
Answers to these questions determine your revenue growth and create a roadmap for sustained financial
prosperity.
KCMC works with physicians in aesthetic medical services clinics to design and implement sales processes
aimed at generating additional returns without adding extra
expenses. For more information please click here to email or call 647-438-5959. |
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