Why patients object to elective treatments and what to do about it?
PART 1/4 : Overcoming Patients' Objections
If you are a doctor or a dentist that provides elective services such as Botox, Facelifts, Eyelifts, Lasik, Dermafill, Derma abrasion, Liposuction, Cosmetic Dentistry, Dental Implants, Veneers and a long list of other discretionary services; I am sure, you have come across patients that say “No” to your treatment plan. This can sometimes hurt our ego as healthcare professionals, after all we want what is the best for our patients.
Understanding patients’ objections to our treatment recommendation is an important part of the acceptance (Sales ) process and learning how to overcome those objections can lead to a higher treatment conversion to actual sales. This blog and the next two blogs, will discuss some of the most common objections by patients and how you or your team must learn to handle them.
How do you find out what a patient’s objection really is? Simply Ask. Most doctors and clinics fail to ask questions. Doctors are simply not trained well in asking good questions and majority of them assume that if a patient says "No" to a treatment, it is a money issue. Nothing is further from the truth. Next time you come across a patient that does not want to commit to their treatment, ask one simple question; “What is your concern about going ahead with this treatment?”. Then listen carefully as what they tell you. From being in healthcare over 27 years and also consulting with hundreds of medical and dental hospitals, I can tell you patients’ objections are typically any of the following:
Objection #1- Time (Covered in this Blog)