How do I get in front of more doctor prospects. 1. Why doctors? 2. Why seminars? 3. How to avoid costly mistakes?

Transcription

1 How do I get in front of more doctor prospects How to Acquire Doctor Clients with Seminars Vicki Rackner MD FACS 1. Why doctors? 2. Why seminars? 3. How to avoid costly mistakes? 2014 Vicki Rackner MD (425) Brad Etheridge

2 Hi Dr. Vicki, I wanted to let you know that we had a strong finish to the year for 2016 and qualified for President s Club. It is our first time qualifying in the top 2% of the company after 12 years. I believe that our interaction last summer translated to positive results. Martin G The Secret Sauce Characterizing the differences between the world of medicine and the world of business Doctors are wired differently

3 Copyright Vicki Rackner MD All Rights Reserved (425) vs Business-Minded (Suits) Doctors (White Coats)

4 Why doctors? Sutton s Law Goals 1. Why physicians? 2. Why now? 3. How do you do it? Copyright All rights reserved. Vicki Rackner MD Proprietary Content. The Numbers 800,000 9 out of 10 40%

5 WORD-OF-MOUTH SURGEON S LOUNGE SURGEON S LOUNGE Falling reimbursements Rising expenses Costly regulatory changes Physicians acute financial pain is your business opportunity The opportunities and the barrier to entry in the medical market are higher than they have ever been.

6 Why host seminars? When done correctly, THEY WORK 2014 Vicki Rackner MD (425) Laws of Physician Engagement If you want to conduct business with doctors, conduct yourself as one Vicki Rackner MD (425)

7 Doctors behave like tropical fish. Fish-icians Referrals 2014 Vicki Rackner MD (425) Doctors want to work with experts. How do reap the ROI?

8 1. Use a System 2. Understand Your Buyer 3. Avoid costly mistakes

9 Step 1: Choose Doctors and Gather Intelligence Doctors Step 2: Craft an offer. Doctors Offer Topics that DON T WORK Retirement Planning Financial Literacy Topics that DO WORK Taxes How to avoid losses The Myth of the Rich Doctor How to generate more practice revenue

10 Sweat and test the Small Stuff Talk title Invitation copy Envelope Timing MD s Step 3: Invite doctors Eyeballs Your Offer Sponsor Buy lists Buy lists Tell family, friends and fans

11 Your family Your neighbors Your friends Your teachers, advisors and mentors Your previous and existing clients Members of your church Your car mechanic Your Realtor Local business owners Your hair stylist, nail salon owner or dog-walker Your banker Your high school and college buddies Your mailman Members at clubs to which you belong People who make luxury sales Doctors who made a difference in your life. Buy lists Tell family, friends and fans Telll power partners The B2D Blueprint The ideal Power Partner has: A large list of doctors who are good prospects for you The ability to get a message in front of doctors A commitment to delivering ongoing value Here is a partial list of Power Partners: Executive directors of medical associations CPA s and attorneys with doctor clients Bankers, brokers of doctor mortgages, lenders to doctors Medical malpractice/disability insurance sales Medical dictation companies Vendors of medical office supplies Medical device sales/pharma sales Medical recruiters Realtors who sell homes to doctors Members of the Medical Group Management Association (MGMA) Luxury product sales

12 Doctors Step 4: Seek Sponsors Offer Eyeballs Sponsor FA MD Fiscal Health Physical Health To Optimize Success Create the sales funnel first Create the Call to Action Develop content that feeds into the CTA To Optimize Success Be well positioned

13 To Optimize Success Position yourself as a medical insider by having a physician on your team Advisory board member To Optimize Success Position yourself as a medical insider by having a physician on your team Advisory board member Have a physician introduce you To Optimize Success Position yourself as a medical insider by having a physician on your team Advisory board member Have a physician introduce you Have a physician make a presentation To Optimize Success Position yourself as a medical insider by having a physician on your team Advisory board member Have a physician introduce you Have a physician make a presentation Partner with a physician when you approach associations

14 To Optimize Success Create a plan for No shows The doctors who say they want to meet with you The doctors who do not say they want to meet with you Fee or Free? Does a free dinner position you as a vendor? Could a free dinner decrease participation? Could a nominal fee increase your perceived value? COUPON CODE DRVR2017 u j