You are at the end of your discovery call with your client... You've done your best and brought your A-game. but your prospect says "Hey, I'm not entirely sure, let me talk this over with my spouse and I'll get back to you."
For health practitioners who enroll patients via discovery calls, this can be all too familiar for you – so in this video blog, we are going to talk about how to effectively overcome objections from your patients and increase the rate of enrolling them through discovery calls.
Prime Your Prospects BEFORE Your Discovery Call
Discovery calls are not supposed to be the first time where you address prospect objections.
You only have a limited time and it's best used to answer their questions about your program and how you can work with them on their health restoration.
The success of a discovery call is predicated on addressing their objections preemptively throughout your marketing funnel:
From social media to your website to lead magnets, webinars, and your practice introduction video – all these "touch points" should influence your prospects' perception of you and your practice, so that they are excited about the opportunity to work with you.
Overcoming Objections Around Money
A big part of overcoming objections around money is to reframe their objections in the context of value. Things are either expensive or valuable – but never both.
Your education-based marketing should demonstrate the value of your expertise and experience – and highlight why identifying + resolving the root cause of their chronic wellness issues is oftentimes cheaper than masking symptoms with prescription meds.
Your job as a health practitioner and clinical educator is to shift that perception... from being expensive to being valuable. And if something is valuable to your patients, the investment will make sense.
Overcoming Objections Around Time
The second most frequent objection is typically because clients think they don't have time or are strapped for time.
One of the ways you can address this is by making your programs more convenient. Having an online training program that goes with your one-on-one appointments means you don't have to cram all the information into a single session. In addition, offering telemedicine services also helps both parties in managing their busy schedules.
Overcoming Objections Around Results
The third type of objection is usually the prospect questioning whether they are capable of achieving the results they want to see.
There are a number of ways to address this... the most common practice is through case studies and testimonials from your past clients. Using this approach also helps you prime your prospects even before the discovery call.
And if they are still unsure, you can be honest in saying that "We don't know if this will work for you but we know it has worked with clients that are similar to you. As a health practitioner, it's our responsibility to ensure that clients should be a good fit for your programs so everyone gets the results they are looking for."
What Makes Your Program Different
Aside from asking questions on what their health history and background is, focusing on what makes your program different from the other health practitioners establishes a strong case for your offer. Combining these two means you can approach their objections with something they can understand.
By using these questions, you can leverage it and make them realize how your program can address their health concerns. Helping them connect the dots makes them want to trust and work with you!
To go further, review the resources below...
How To Dramatically Improve The Effectiveness Of Your Discovery Calls
To help you ensure that prospective patients are pre-qualified and pre-educated before they show up in your discovery calls, I have created a special interactive guide. It contains a step-by-step framework to prime your prospects even before they get on the phone with you. Simply click here to access the interactive guide!
How To Create A Compelling Lead Magnet (To Attract The Right Patients Into Your Practice
There are 4 elements of a high-converting lead magnet. To help you identify the rights patients, check out this guide with tips on which types of lead magnets are best suited for attracting prospective patients.. Simply click here to download the guide!
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