Non-salespeople can increase suspect to prospect close ratios substantially


The choice to train your people might seem difficult, especially if you want to introduce a new ethos to a team unfamiliar or even negatively disposed to selling. In this post, Laura Livesey addresses the primary issue you need to consider: Who will actually do the selling?


I think when you are looking at training people or you are considering the problem you have to look at what the problem is.

So, if you are looking at a company, say for example it’s a hospital, or say for example it’s a team of engineers, the first question you often need to look at, is who is actually going to be doing the selling?

Should I be bringing in a team of sales people? Or should I be training my professional and technical people to actually learn how to sell. For some companies a sales team is an option but for many it isn’t.

So let’s first look at the the most common situation: the companies for whom it isn’t an option to bring in a full fledged sales team.

Those companies then have non-sales professionals going out and meeting a wide range of people, and coming into situations where they will be asked to describe the company. They will be asked to provide some information. This communication is important as it may or may not incite that prospect to actually get back to them, and start having a real dialog/conversation.

And for the companies that do have sales teams, in reality, this is going to happen in those companies too, regardless of whether they have sales people or not.

So what we find is that by actually training the professional and technical people to become skilled in at least this aspect of the initial communication, you are able to increase your suspect to prospect closing ratios substantially.

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Find articles on:

What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Meet our Founders

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

Rod Solar

Founder & Scalable Business Advisor

Rod Solar is a co-founder of LiveseySolar and a Scalable Business Advisor / fCMO for our customers. Rod mentors and coaches CEOs/Founders and their leadership teams to triple their sales, double their profit, and achieve their “ideal exit”.

Read more

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.

Read more

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