Marketing Advice

Conditioning

Most medical practices have a limited universe within the practice to patient arena. A prospective candidate is very valuable and, even if one does not buy from you now, they may buy from you in the future. Any sales organization will tell you that a prospect takes time to nurture and sell. Selling through seminars by means of direct marketing is the same. Once a person attends your seminar that person becomes your prospect. You should continue to market this prospect. This sustained selling activity is a form of conditioning.

Regeneration

The main purpose of hosting a seminar is to set up a 1 on 1 consultation. Although you may have 1 or 2 people that are immediate sales, the remaining will need to be conditioned into becoming your patient. Repeated attempts to motivate your prospect to respond through direct mail and telephone selling is regeneration. This is a must for you to maximize your marketing investment.

Experience has taught us that there is a difference between prospects and referrals. When operating a medical practice, the referrals will see the doctor immediately and prospects are nurtured and conditioned into referrals by means of a simple letter. This letter is a means of communication to keep your name in front of your prospective candidates when they're ready to buy.

Follow-up Program

If you don't have one already, you need to develop a lead and proposal follow-up program which ensures complete handling of every active prospect. Direct mail is the most effective tool to ensure complete follow-up of all active prospects and deliver a powerful message. Simple letters mailed to your prospects monthly add value to your services and enhance your relationship. Create a series of letters explaining how you will work with your prospect, as they become a patient.

Conditioning and regeneration are key elements to continuing to work the prospect and referral universe. If you're unable to close the business today, this technique allows you to get the business in the future. By following this advice, you can condition prospective candidates to become referrals and to regenerate referrals into patients over time.

THE ABOVE CHART ILLUSTRATES HOW CONDITIONING AND REGENERATION
CAN BUILD YOUR PRACTICE!




	Conditioning Most medical practices have a limited universe within the practice to patient arena. A prospective candidate is very valuable and, even if one does not buy from you now, they may buy from you in the future. Any sales organization will tell you that a prospect takes time to nurture and sell. Selling through seminars by means of direct marketing is the same. Once a person attends your seminar that person becomes your prospect. You should continue to market this prospect. This sustained selling activity is a form of conditioning. Regeneration The main purpose of hosting a seminar is to set up a 1 on 1 consultation. Although you may have 1 or 2 people that are immediate sales, the remaining will need to be conditioned into becoming your patient. Repeated attempts to motivate your prospect to respond through direct mail and telephone selling is regeneration. This is a must for you to maximize your marketing investment. Experience has taught us that there is a difference between prospects and referrals. When operating a medical practice, the referrals will see the doctor immediately and prospects are nurtured and conditioned into referrals by means of a simple letter. This letter is a means of communication to keep your name in front of your prospective candidates when they're ready to buy. Follow-up Program If you don't have one already, you need to develop a lead and proposal follow-up program which ensures complete handling of every active prospect. Direct mail is the most effective tool to ensure complete follow-up of all active prospects and deliver a powerful message. Simple letters mailed to your prospects monthly add value to your services and enhance your relationship. Create a series of letters explaining how you will work with your prospect, as they become a patient. Conditioning and regeneration are key elements to continuing to work the prospect and referral universe. If you're unable to close the business today, this technique allows you to get the business in the future. By following this advice, you can condition prospective candidates to become referrals and to regenerate referrals into patients over time. THE ABOVE CHART ILLUSTRATES HOW CONDITIONING AND REGENERATION CAN BUILD YOUR PRACTICE!


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