“Hey everybody, this is Scott Theaman talking to you about how to develop your business and market effectively. And today we’re going to talk about effective followup. And effective followup is multifaceted, as is a lot of this. So effective followup is through text message, is through phone call, is through email and voicemail. So if you’re on our program, we’re going to automatically do the emails and the text messages, and our text messages are going to ask open ended questions to gain micro-commitments. When they respond back, of course we want to text back. And a big overlying principle to follow up is speed. Speed, speed, speed. So the faster you’re able to follow up with your new patient opportunities, the faster you’re able to bring them in and drive those patient outcomes and grow your business.
So number two is phone call. You want to call these people as soon as possible. And if they don’t answer the phone, you want to number one, leave a message, and then number two, you want to call them again. Now, this may seem counterintuitive or you may have your own preconceived notions about this, but I’m telling you, if you call, no answer, leave a message and then you call again. If you’re on the other end of that, what are you thinking? Like, “Oh my, this must be important. Let’s rock and roll this.” And so it’s unbelievable. You’ll have to try it for yourself because I know a percentage of you won’t believe me when I say this, but a double phone call is going to get a much higher answer rate than if you just call and then don’t do anything after.
So, they have the text message in their phone. You call. Now they have the voicemail on the phone. Then you call again. And, “Hello.” “Oh, okay. Wow. Wow.” I really appreciate you being politely persistent to help me to create that outcome. Remember, for the most part, we’re dealing with people who are depressed and anxious and we need to take a little bit more intentional action to move them to action.
So, follow up. Text, email, phone call, voicemail, speed, politely persistent. The best clinics that we work with have a rock solid team of people who follow up and who nurture the leads. Followup is all about nurturing. It’s to reaffirm their decision, it’s to make them feel good, and when you’re taking the right actions, and when you’re going through the program and you’re using some of the canned responses and some of our frameworks and scripts, you can absolutely make your followup super effective and you can absolutely have success. This is Scott Theaman with Beyond Marketing, and I look forward to speaking with you soon. Take care.”
To see how Beyond Marketing can help with your mental health marketing please contact us for a consultation.