Do Your Patients Ever Object?

160937571During the course of your day, chances are you hear various objections from patients.

The truth is, that objections are a “buying” sign.

If someone is not interested in your care, they won’t even bother voicing any objections – they’ll just leave and never come back.

Objections are signs that people are ready to move forward.

And all you have to do is address their objecting concerns.

Here are 4 Steps To Overcome Patient Objections:

1) Listen – listening is one of the greatest tools we have as practitioners. It’s important to “hear out” your patients’ objections and then respond with a cohesive and gracious answer.

[In my next post I am going to give you specific answers to common objections that are rampant in our clinics – it’s going to be the kind of thing you can save and print for future reference]

2) Return the objection – what I mean here is to return the objection back to them. Let me illustrate…your patient walks in and says “Your prices are too high for me to pay right now.” You can return their objection by saying something like this “So, what you are telling me is that my prices are too high and that your health and helping you alleviate your [insert sign/symptom here] isn’t worth my normal fee?

When you do that, it allows patients to answer and overcome their own objections.

3) Ask for confirmation – once you feel as though you satisfactorily answered their question, confirm the answer. Say something like “Have I answered your question to your satisfaction?”

Patients will like to know that you “heard” them and are wanting to make it clear if their objection was or was not answered to their satisfaction.

4) Close the objection – after you and your patient have gone through steps 1-3, it’s time to “close” the objection and simply ask them “How would you like to proceed?” If they bring up another objection, rinse and repeat these steps.
Dealing with patient objections can be difficult!

Every objection that a patient has can be overcome easily if you have the right answers.

And when you successfully overcome a patients’ objections you convert them from a dissatisfied to a satisfied patient.

You’ll want to save that email, because it will be super helpful as time goes on.