Donna Bak

We hear that the average lifetime value of a patient is between $300,000 and $600,000. The medical community generally agrees that acquiring a new patient is more expensive than retaining an existing patient, therefore having a patient retention strategy in place is key to the long-term health of a practice.

Raise your hand if you are an expert in your field. I would imagine that most of you are. Now let me ask you this. Is your expertise getting you to where you want to go in your career advancement? If the answer is no, then you will want to watch the 12 minute microlesson.

A characteristic of a winning athlete is one who can maintain their composure in a stressful situation. Have you ever noticed that this seems easier for some people than for others?

Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First you need to understand how selling to large corporations differs from the less complex world of selling to small and medium-sized companies. It takes time, energy, commitment and money but the payoff can be huge.

Does your medical practice need a salesperson?  That depends on your business plan.

Are you in growth mode? Do you want to expand your client base?
Are you competing against groups your size or larger?
Do you have a hospital that is offering your same services – so you are vying for the same patients?
Are you not getting the referrals from patients or primary care physicians that you feel you should?

Then the answer is yes.

Unless you are a vendor at a flea market you really don’t want to get into the negotiating game with your buyers.

First a little Marketing 101 for all of you that slept through that class in college…

Healthcare providers are the first to recognize how important having a high and healthy self-worth is to successful, peer-to-peer interactions with patients and colleagues. Many of you have told me that you often have to perform your own first aid when it comes to maintaining a strong personal sense of self-worth during a busy day.

You can close prospects all day long, but if you can’t keep them you make your prospecting efforts twice as difficult.

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

Ellen suggested: “Learn to speak three more languages.”

We have all heard the quote, “Insanity: doing the same thing over and over again expecting different results.” We don’t really know who first coined this, but it is a common mantra in Corporate America. Even though I have never heard anyone provide a counter argument, we still run into company cultures that struggle to pull the trigger on decisions.