Something you definitely don’t want to do as a MedSpa owner is overlook the importance of a successful initial consultation with a prospective patient. The first consultation is your first impression and if it doesn’t go well, that patient may choose to not purchase with you. You want to make sure everything goes as smoothly as possible.
So, what are the elements of a perfect consultation? Here is the final part. .
Give Your Patient Space to Think
It’s important that your patient doesn’t feel cornered after their consultation. When you’re done going through your explanation, it’s a good idea to step out of the room for a few moments and give them the space and time to think about everything on their own. During this time you might prepare a quote for them, gather reading material to send home with them, or get them a glass of water. These few minutes could make all the difference in whether or not they decide to purchase that day. It also gives them a few minutes to think of any additional questions they may have.
Offer Financing Option
If your spa offers financing, it’s crucial to mention that to your patient during the consultation and even offer to get them signed up that same day. For many patients, price is the biggest hurdle when deciding whether or not to purchase a treatment so if they are given financing options, it may influence them to go ahead and schedule the procedure,
Be Prepared for Any Answer and Be Prepared to Follow Up
Even if the consultation goes perfectly, you need to be prepared that the patient may still need some time before they’re ready to commit. If that’s the case, it’s important to remember that not all patients who say they need more time to think are writing you off! Some really do just need time to consider everything before they make a decision. It’s what you do during that time before they book that can determine if you a close the sale or not.
Giving them information on the treatment as well as financing options to take home with them is a great way to stay in their minds. Also, make sure they are added onto your e-mail list. Getting regular updates from your spa is another great way to stay in their minds.Make sure to give them at least one follow up call a few days after their consultation. The more contact you have with them, the better.
Close the Sale!
Ultimately, there are many different ways that you can achieve a perfect consultation, it isn’t a one size fits all approach and different things will be effective with different patients.
Just remember the key elements we’ve discussed and to be present, patient, and compassionate with your patients and you will close that sale!