Sales & Appointment Setting Intense Training Webinar

Immediate Follow Up:

  1. Call as soon as possible.  The ultimate goal is to get the prospective patient on the phone.  The objective of this call is to simply assist the prospect in scheduling an in-person consultation.  Do not focus on answering questions, defer questions to be asked during the in-person consultation. See the Lead Follow Up Framework Guide for a step by step framework for this conversation.
    1. Should you leave a voicemail?  Not initially no.
    2. Call twice if the prospect doesn’t answer the call.  After the initial attempt over the phone, wait about 3 seconds and try again.  Do not leave a voicemail until the second attempt.
  2. Send a text message.  The contents of the text message need to stay simple and to the point (see the Lead Follow Up Framework Guide).  The objective for you reaching out is to assist the prospect in scheduling an in-person consultation.
  3. Send an email mentioning that you called and sent a text.  See the Lead Follow Up Framework Guide for a guide on what to include in this email.

Next Day Follow Up:

  1. Call Again.  Do not leave a voicemail.
  2. Email again.

Third Day Follow Up:

  1. Send a text message.  This text message is a follow up text message that should have specific dates and times that your practice has available for an in-person consultation.
    1. Example:  Hey Jill, this is [practice coordinator/sales person] again from [practice name].  I wanted to let you know that we have 2 open consultation slots tomorrow and 1 on Friday.  Which day works better for you? I can go ahead and get you on our schedule now.

1 Week Check Back:

  1. Call, text and email.  Follow the Lead Follow Up Framework Guide for the Cold Lead Follow Up Framework.

2 Week Check Back:

  1. Call, text and email.  Follow the Lead Follow Up Framework Guide for the Cold Lead Follow Up Framework.

3 Week Check Back:

Call, text and email.  Follow the Lead Follow Up Framework Guide for the Cold Lead Follow Up Framework.

Lead Follow Up Framework

Objective of this follow up framework:

  1. Get on a first name basis with the prospect
  2. Create relevance for the prospect to why you are calling
  3. State your intention (helping the schedule a consultation) before the prospect has an opportunity to speak.

Conversation to avoid:

  • Are you still interested in CoolSculpting?
  • What questions can I answer for you?
  • Are you busy?
  • Is this a good time to talk?
  • How are you today?

These leads generated by our campaigns are more than just leads.  

These are full consultation requests with a lot of information.  

Prospects who fill out this information, in this much detail, know exactly what they are signing up for and intend (at least at the time they fill out the form) to meet with YOUR practice for a consultation.  

The conversation on day one should be very simple and straightforward.

——-

Day 1 Follow Up Framework:

**This works with text, email or phone call conversation.

Hey [first name], I’m [your first name] from [practice name].  You just requested an in-person consultation for CoolSculpting on our website to help reduce unwanted fat on your [list areas they are interested in per the lead info], and I am just calling to help you finish scheduling your in-person consultation.

  • Another option     –

Hey [first name], I’m [your first name] from [practice name].  You just requested an in-person consultation for CoolSculpting Non-Surgical Fat Reduction.  I am reaching out to help you get your consultation scheduled. We have an opening on Tuesday at 2 pm, will that work with your schedule?

 

2nd Day Follow Up Framework:

**This works with text, email or phone call conversation.

Hey [first name], I’m [your first name] from [practice name].  Yesterday you requested an in-person consultation for a non-surgical fat reduction procedure called CoolSculpting on our website.  I am reaching out to help you get on [Dr.’s Name / Provider’s Name] schedule.

 

3rd Day Follow Up Framework:

**This works with text, email or phone call conversation.

Hey [first name], I’m [your first name] from [practice name].  A few days ago you reached out to us on our website about scheduling a CoolSculpting Consultation.  I am reaching out to help you get on [Dr.’s Name / Provider’s Name] schedule.

 

Cold Lead Follow Up Framework:

**This works with text, email or phone call conversation.  Cold Lead means someone who has spoken to you once then stopped responding OR someone who you never spoke with.

Hey [first name], are you still interested in coming in for a CoolSculpting consultation?

**This style of email is called the 9 word email.  This particular email DOES have more than 9 words yes.  But this style of email is very effective for following up with cold prospects.  This is a very simple email looking to trigger a response and a conversation.

 

And Lastly… Let’s Discuss Appointment Conversion Killers AGAIN — Because This Is That Important.

  1. Asking “How are You Today?” in your opening statements.
  2. Adding additional unimportant information in a conversation.
  3. Asking if the prospect has any questions about the procedure