Healthcare Consultation Skills: Establishing your credibility and authority

Picture 1During the practitioner’s component of the consultation, the clinician will conduct an examination, overcome objections, perform a credibility statement, and trial close the patient.
In this way, the practitioner can perform all the necessary sales functions in a comfortable, non-threatening manner, that leverages the clinician’s authority and helps the patient advisor close the sale.

A few posts ago I covered dealing with objections, this post introduces credibility statements. Credibility statements are designed to emphasise the credibility of the clinician, after the examination and before he or she provides their findings and recommendation. This is the moment that bridges the diagnosis and the prescription so that the patient can answer the 3rd condition (why you?) relying on the clinician’s authority for leverage.

What are the 6 components of powerful credibility statements?

  1. Create a reason to share your story
  2. Explain how you found out about your clinic
  3. Share your training background
  4. Share the unique selling proposition and 3 supporting selling points
  5. Share what you’re getting out of the job
  6. Ask for questions about yourself
Making it apparent that you know what you’re doing is key. Without making the client feel comfortable in your hands the deal will not be made. Understanding your strengths and weaknesses is a great start.

Now, I’ll be getting into these distinctions in more depth in my next post.

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK