Implementing the Sales ARC at Your Medical Practice

Implementing the Sales ARC at Your Medical Practice

There are multiple sales methods you can implement into your Medical Practice marketing plan to ensure you are seeing a steady stream of Medical Practice and occupational medicine patients.  In the past we have examined the Medical Practice Sales Funnel.  Today I want to examine an even simpler method to help you master Medical Practice sales and marketing – The ARC Method. The ARC method is a simple way to remember the three keys to a successful sales conversation. A: Ask When you meet someone, don’t just jump straight in and tell them about the services your Medical Practice provides.  Instead, ask them open ended questions to learn more about them, so that you can tweak your message to fit their needs. This is perhaps the number one mistake many Medical Practice marketers make when they are speaking to people about the services provided at their Clinic. The moment we think we have a solution to someone’s problem, we jump on them like a wolverine and switch from “solution for you mode” to “our only solution” mode.  When you become aware that this is happening, you can then remind yourself to continually “Ask-Ask-Ask” with an intention of learning more about the individual. R: Reflect Once you realize how you can customize the services you provide, take a moment and reflect with statements to let the person know you were listening to them – and to also do a data check (did you really hear what they were saying)? You might state something like, “So, you have a two year old and an eight year old, and they always seem to get sick on the weekends. “  Or your statement might be, “You have spent the last 3 months trying to figure out how to reduce the number of injuries in the workplace.” C: Commit Once you are sure that you and the potential patient are on the same page, ask them a series of closed questions (yes/no) that will lead them to committing to using your Medical Practice.  Questions might include things like: “Have you ever had to take your child to the emergency room?” “Would you like a place to take your child when you can’t get into your pediatrician?” “Does your current doctor provide you with online registration?” Remember, as long as you believe in the service you are providing, it is your duty to tell everyone you can about it until they ask you to stop talking about it. Want to learn even more about Medical Practice marketing? Join me at the next at the Medical Marketing Extravaganza..
Sincerely,
Tina Bell
Tina Bell
CEO
Medical Practice Success
C: 903.490.7520