Telephone strategy to grow your business, increase your client base and make more money

Do you know your receptionists/telephonists can make you more appointments and ultimately more money?

Now, I'm not talking about your reception/telephonists, making outbound phone calls/appointments/chasing up reminders/appointments missed or tracking down regardless of their normal working day consists of-I'm talking about something completely different ...

... something that not one thousand business and not an alternative health practice makes that I know ...

... and, in practice, that is guaranteed to make you more appointments, get more clients and create exponential growth!

In fact it's so simple, yet so effective, you'll wonder why you never thought of it before.

So without further ADO, here it is:

During lunch time when you do not answer the phone, and at the end of the day when nobody is around to answer the phone instead of answering phone or answering machine phone hours have how many of those calls as officer! The voice of real life and someone who knows about how you practice better than anything else (or any one!), you could use.

Before you implement this idea already a couple simple things you need to consider to get the most from this strategy and make it a business booster, that it really is. They are as follows:

1. you will need to have a print-out this week and next week and appointments diary for staff to use out-of-hours. Photocopy or get your practice management system to print out the schedule in advance. Thus, all appointments can be made on this copy schedule and handed over to the books of major assignments for the next shift.

2. you will need to spend what staff (and include myself in this) will be available to work when. You will also need to work late in the evening/night they will answer the phone and appointment-for example they will be answering calls to 9:0, 10:0 or midnight?

3. you will need to have a dedicated phone number for those of hour calls such as prepaid mobile phone that you can use. Thus, your personal phones won't be inundated with work related calls, and it's a lot easier to pass on the phone between all staff working in the system.

4. you will need to make sure that the emergency number are introduced to your patients. Either include this number in the literature or on your business cards.

5. as well as to pay employees their normal hourly wage for those extra hours, you might as well give them a bonus for each assignment that they do and more bonus for each new customer they make for an assignment.

This is one method is guaranteed to increase your Office visit for two fundamental reasons.

Firstly, as you know, not all leaves a message on your answer. Of course they can ring back later during the watch and make an appointment-or they can call in other countries in order to find someone who can help them. Having someone available "on call" will prevent those prospects looking elsewhere and this will allow you to make an appointment for your existing customers from time to time, which are suitable for them and you i.e. you can group all of your appointments in tightly confined areas.

Secondly, as I have referred to earlier, it is much better to have someone who knows how you practice and what you answer the phone. Thus, they can dispel any fears and answer any questions that potential customers may have when calling your clinic, and they are also available to all existing customers have any questions. Nothing is more important than the potential customer to hear real and knowledgeable voice at the end of the phone when they call--and if one is available, they are much more likely to schedule appointments.

There are some costs in this system, but it is balanced by the rise in the number of customers and the business that he brings in he is also one of the methods easier, you can trigger the growth of without you having to investigate other methods of marketing. Give it a try for six months, and I think you will be pleasantly surprised and if you don't you can always revert to the old system.

W. j. Simmons participates in additional health for more than 25 years as a practitioner and teacher. During this time, he noticed a wide divergence between how successful individual clinics have been one that had little to do with the skill of the doctor.

Successful clinics were all procedures, allowing them to maximize the number of patients whom they are attracted to existing patients and create links to will.

Learning from these doctors allow him semi-retire in his mid-40 's and help others grow their own clinics, using easy to implement ethical ideas. This know-how is available as the exponential growth of the practice. Receive a free copy of "how to generate high-quality leads and appointments" containing sixteen strategies to increase your patient numbers from http://www.exponentialpracticegrowth.com/newsletter.html. and start growing your practice now.

The 7 White Lies Prospects Tell Telephone Prospectors

AppId is over the quota
AppId is over the quota

One of the secrets for being more effective and successful in telephone sales is to know the types of objections you are likely to encounter. When you do, you are never caught off guard because you are better prepared to deal with them.

For instance, here are the top 7 objections telephone reps typically encounter in the initial phase of a call; usually during or right after the opening statement. You can call them 'white lies' because the prospect tosses them out because they want to get rid of you not because they're honest truths.

White Lie #1: I'm in a meeting

When you hear this objection don't you think, "Oh ya... then why did you answer the phone?" This is a wonderful mistruth because it tends to make the caller feel slightly guilty that he/she interrupted. It tends to work too. Reps utter some sort of an vague apology and say they'll call back. Meanwhile, the lie worked in getting your call deflected.

White Lie #2: Call me back

This is a very clever deception because the prospect leaves you with the feeling of 'hope.' We kid ourselves into believing that she REALLY DOES want us to call back and so we fall for it. Sometimes we even suggest a time and a date to which they agree. The only problem is the prospect is rarely there... thanks to call display and voice mail.

White Lie #3: Send me/e-mail me some Information

This is such a brush off. Sort of a cousin to the 'call me back' lie, this objection creates a degree of hope. I have watched reps gleefully stuff an envelope or spend 15 minutes composing a wonderful e-mail with 9 attachments, all the while confidently believing the prospect is waiting with baited breath. Don't hold your breath on this one either. The grotesque majority don't want your e-mail, letter or fax. They asked for it to get rid of you. Don't fall for it.

White Lie #4: I'm busy

This is not really a lie but the net result is still the same. Guiltily the telephone rep feels like he's an intrusion and gets knocked off his game. Quickly the valiant rep tries to recover by asking when would be a better time. The prospect says, "There is no better time, you'll have to just try later." The call comes to a grinding halt.

White Lie #5: Don't Need/Want Anything Right Now

Delivered politely, this little bit of misdirection works like a charm almost every time. The poor sales rep doesn't want to appear pushy and aggressive so he or she backs off immediately. If there's no need then there's no opportunity, right? The call ends nicely with a promise by the rep to call back 'in a few weeks.' Meanwhile the prospect has dodged a sales bullet and goes on merrily with his day.

White Lie #6: Send me a Quote /Proposal

This is probably the nastiest of the white lies. It's nefarious because the prospect might well be wasting a lot of your time and effort getting you to do work that he or she will never seriously consider. Proposals or quotes suggest that the client is serious about buying. Diligently and eagerly the rep takes the time to churn out a quote or proposal and makes countless follow up calls. Meanwhile, other, legitimate prospects are ignored or put aside.

White Lie #7: Satisfied with Current Vendor

Like its friend, "Don't Need Anything Right Now" this coverup is usually based on a truth. It works because it deflates the eager drive of the unsuspecting sales rep. We take the prospect at his word and dejectedly hang up. The prospect may indeed be happy with his vendor but a whopping good offer or an exciting new product may turn his head.

3 Steps to Managing Little White Lies

The trick to dealing with these lies/objections is not to cave in. Use these three steps to get past the lie and get the client talking.

Step #1: Empathize. No matter what the prospects throws at you simply pause and say, "I understand." It buys you some time to think and catches the prospect off guard a bit.

Step #2: Ignore it. It's probably a lie (although in some cases it could well be the truth) anyway so trying to respond to it won't solve the problem.

Step #3: Ask a compelling question. Start with this trigger phrase, "Jim, one quick question before I let you go..." Believe it or not, most prospects have a conscience. They know they mislead you and many of them feel slightly guilty. They will usually feel compelled to answer the question.

The trick is to ask a question that gets them thinking about a pain or a gain; a motivator; something that is compelling and out of the ordinary. For instance:

-A financial adviser might say, "Are you absolutely, 100% satisfied with your portfolio's performance this year?"
-A safety poster rep might ask, "Roughly how many man hours have you lost to industrial accidents over the last six months?"
-A sales trainer might inquire, "Are all your reps meeting and exceeding their sales quota for the year?"
- A TENS reps might ask a chiropractor, "Has the economic turn down had an impact on the revenues of your practice?"

Questions like these tend to give pause. While they won't always hook the prospect's interest, some will. If the question works, you can ask more because now the prospect is engaged; mission accomplished.
This is where preparation and planning comes into play. You KNOW with absolute and utter certainty that you're going to encounter these seven little lies throughout your calling day. If that's true -and it is - then you need to have a strategy whereby you don't fall for the lie and make a game of it by countering with a compelling thought, issue, concern, problem, opportunity.

Know the little white lies and have your counter question prepared ahead of time.

Jim Domanski is president of Teleconcepts Consulting and works with companies and individuals who struggle to use the telephone more effectively. Author of four highly regarded books on tele-selling, Jim also writes two e-newsletters for tele-sales reps and tele-sales managers. He has also provides training and consulting to audiences, universities, and clients through the US, Canada and Europe. Visit his website at http://www.telesalesmaster.com/, sign up for his newsletter (Tele-Sales Vitamins) and download articles and download his Special Report: "The Top 10 Voice Mail Blunders and What You Can do About Them."