chat_bubble_outlineRobert M. Gravely commented on

Best call script for Chiropractors?

Hi ya'll! Booking Committed Patients for Chiropractors, 90% of the time a receptionist answers. Anyone wanna shoot ya shot on a cold calling script?


Magic question: If new patients we're being sent to you, and 50% of them we're committing to long term care. About how many patients could you use per month?


I don' think thats applicable to receptionists so... i'm working with


Reason for the call is we've got patients in the 30120 area code who on average commit to care at a rate of 50%, i was thinking Dr. ____ might be interested in learning more, but since ive got you on the phone (name) who do you think i should connect with?


That seems to be the closest i can get a script to merge with being applicable to both a Dr. or a Receptionist, nomatter who answers.

Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Bravo
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
I think you're headed in the right direction but I'd shorten and take out the conversion rate stuff. Maybe something like...

"My company helps patients find local chiropractic services. Right now I've got XXXX people who I'm helping. (the number will give it weight)

I'm calling your office and 3 others to make arrangements for today's (this week's) d...
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Thanks for your response, Robert!

The XXXX people i'm helping is that the patients or doctors? To be honest, right now ive got NO doctors haha. i just see all my friends successfully running FB ads for Chiros and when we do targeting properly, on average 50% of those we book, commit to care.

In the demo i show them, how many women ages 35-65 are in t...
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about 2 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Hmmm... maybe I don't understand your model. Sounded like you're a booking person of some kind that goes out and helps people looking for certain kinds of services. A match maker of some description. For which you get a share of the booking fee or???

I still think you focus on the emotional elements. Scarcity. Or exclusivity is a great emotional hoo...
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Hi Robert, Yeah. I generate leads from Facebook through their own accounts and help them create advertisements/videos that connect with their ideal patients. I also book the leads for them through Automated SMS instead of having the doctor be responsible for calling and scheduling.

In the name of Bec's cold calling script, ive deduced reviews about ...
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about 2 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Sorry Max for the delay in response, so realize it may be way too late to chime in here.

1. My initial reaction is like yours...way too long if speaking with the gatekeeper. Also, you use I, or a version about 6 or 7 times. Shock alert - no one really cares about you, your service or anything until they link you to a pain solution or opp creation.

2....
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26 days ago
Jason McKenzie
Strategic Account Manager at Idera
You're approaching it with a "speeds and feeds" mentality, and this puts the receptionist in the role of decision maker.  Sales is about the emotions that lead to good decisions.  What do receptionists need to FEEL, so that they WANT the chiropractor to speak with you?  Same thing if the chiro answers - what do they need to feel to decide they MUST...See more
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Hi Jason, thanks for the response! I put another variation under robert's last comment, based on Bec Holland's Flip the Script Cold Calling Sequence. Lol the one i put up top was based on Grant Cardone's Millions on the Phone program.

What do you think about just a simple 1 benefits on the front. (2 emotional questions on the end) Hope this isn't co...
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about 2 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Agree with Jason McKenzie re: hitting an emotional button so that the person feels they need to move the conversation forward. However, when speaking with a receptionist at a docs office it can be hard to press that button. 

Some would say put him or her in a position where FOMO (fear of missing out) plays the main role part. Few receptionists will ...
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Thanks Robert! i LOVE the iteration about adding staff bringing on a partner or build a new building. Thats a great takeaway too, i will be glad to use these, thanks.

Where did you learn about conjuring images of grandeur is there some good material on this to review?

Really appreciate it, Thanks!
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about 2 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Hey Max - any of these suggestions delivering the results you are looking for? Keep us advised so we can all learn as well.
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about 1 month ago
Barbara Giamanco
CEO at Social Centered Selling
Your message will work better when you focus the message on the problem you solve. Telling people about your company or want you want (to talk to the doctor) makes it very easy for whoever answers the phone to say no.

Here is an article that references 4 top problem chiropractor's face. It took me 3 seconds to find that article. Soooo, focus on one ...
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Haha, that is REAL Simple Barbara i appreciate it.

So- "Hi is Doctor _____ available to speak?

Reason for the call is I help chiropractors book committed patients and wanted to ask them (or you) a few questions to see if we'd be a good fit."

What do you think about the scarcity factors mentioned by Robert?

Also was wondering if i should lead with my of...
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about 2 months ago
Barbara Giamanco
CEO at Social Centered Selling
Maxwell Swanson  - "I'm calling bcuz the problem I solve for chiropractors is chiropractors don’t have the time to market their practice themselves. I'm pretty sure you don't either X (whoever answered phone). If someone isn't actively marketing Dr. X's business, client opportunities are being lost. I believe Dr. X will want to talk to me about how...See more
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
This is Excellent btw Barbara. Really appreciate the feedback, sorry it took so long to get back! Have reviewed multiple times ^_=)!
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about 1 month ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
"but to make sure your practice doesn't miss out on this opportunity, I do need to speak with the doc briefly." what do you think about that as the takeaway?
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about 2 months ago
Barbara Giamanco
CEO at Social Centered Selling
Maxwell - the way you are phrasing your "pitch" is still about you, and your message isn't demonstrating value to the doctor for giving you time.

Most prospects are not going to take time to "answer a few questions". Take a look at my message above. Establish right up front that you KNOW the doctor's problem. Back that up by reminding either the doc...
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about 2 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Gotcha, your pointing out their challenge again when asking the meeting. Thanks for that Clarification, All About Them and Their Needs.
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about 1 month ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Great point Barbara Giamanco. In reading point #4 I bet this is the reason Maxwell is offering the services he is. So he's already aligned with one pain point. 
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about 2 months ago
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