First, customers don't want to come, accounting for 95%
If you don't want to come, there are natural reasons for not coming. Through analysis, we come to the conclusion that 80% of the reasons why customers don't want to come are consultants, mainly for the following four reasons.
1, the customer doesn't believe you.
Analysis: Trust is the basis for solving all problems. Many problems seem complicated, but in fact they are nothing more than trust problems. You think, if your friends consulted you, there might not be so many problems. Therefore, the biggest and most basic problem that both consultants and hospitals need to solve now is trust.
Scheme: It must be remembered that 90% of the time is spent on cultivating customers' trust in you, and only 65,438+00% of the time is spent on negotiating prices with customers. Don't think about closing the deal as soon as you meet, and get customers quickly. There are not many such idiots now. When you really win the trust of customers, it is natural to invite and close the deal. Therefore, the first step of the consultant is not how to invite them to the clinic, but to let the client trust you first and think that you are a responsible, professional and trustworthy person, and the rest of the problems will be solved.
2. During the selection comparison.
Analysis: Customers consult in 2-3 hospitals at the same time, and the strength of rival hospitals is also very strong, even worse than yours. At this stage, the consultant is competing for moving marketing and value marketing. Whoever has good service will be more able to impress customers' hearts and give them what they want, and they will win customers.
Scheme: Experts and equipment are not core competitiveness, because what customers want is not experts and equipment, but health, beauty, comfort, safety, honor, achievement, dignity and face. When your customers are in the comparison period, please remember the words 16, and never compare prices, experts and equipment with each other.
3. Lack of sufficient motivation
Analysis: Some customers see that their friends are doing well, but they don't know what they have done and what the effect is, so they don't have a clear goal and their motivation is not strong. They just want to ask.
Solution: For such clients, the consultant should have an in-depth chat with the client to see what her real needs are. You must know what the customer wants most in order to stimulate her inner demand motivation.
I haven't considered it completely.
Analysis: customers need great determination and motivation to do plastic surgery, because they will face the risk of plastic surgery failure, which is one of the important issues that most customers are worried about. Many customers will struggle with this for a long time. On the one hand, they will see others become beautiful, on the other hand, they will be scared by the failure of plastic surgery, and usually hesitate for a long time.
Solution: Let your experts talk to customers personally, and cultivate customers' trust in experts and consultants through many interviews with experts. Once trust is established, customers should make up their minds. At the same time, it can also let customers see the successful surgical cases of experts and enhance her confidence. Invite your customers for tea, dinner and personal feelings.
Second, customers can't come, accounting for 5%.
1, the time can't be arranged.
We can't arrange the time. On the basis of fully understanding the customer's situation, help customers make reasonable arrangements. During the risk period of not coming to the hospital, we should communicate with customers in time and keep in touch to avoid being hooked up by rival hospitals.
2. Insufficient fund preparation.
Help customers analyze the pros and cons. For those who really want to do it, money is not the biggest problem. It depends on how determined the customer is. You can tell the customer's pain to stimulate the customer's motivation.
3. Limited by physical factors
For example, you are menstruating, taking medicine, receiving treatment and suffering from diseases. These factors should be carefully coordinated with customers because they have certain risks. You should cooperate with doctors to make a responsible treatment plan for customers according to their actual situation.
Third, how to prevent customers from breaking their promises?
1, establish the authority of self
Let customers respect your professionalism and status. If you don't win the respect of customers yourself, just calling customers will inevitably make customers look down on you, and it's your own fault to stand you up.
2. Don't promise easily.
Don't say expert professor easily. Talking too much is worthless. When you call a doctor, don't come up and say, I'll arrange an expert for you. Professional experts will belittle doctors and make customers despise and distrust your doctors and your invitation promises.
3. Dare to criticize customers