We Tried Something New• And it didn’t work as we’d hope.

Challenges• Too many candidates• Difficulty qualifying them• Low Conversion %s

Possible Reasons• Canadian Dollar vs USD• Losing potential patients between

Initial Contact and Needs Assessments

• Focus is on explaining program and educating patients, not on what patients want to know

• Giving out too much information, overwhelming patients too early

Sharing too much can hurt us.

Sharing too much can hurt us.

• Some of the questions below require proof from an independent organization such as the Mexican College of Physicians and Surgeons or the Society of Bariatric Surgeons, which we show you how directly verify online.

I have found after speaking with our team, most of our facilitators are finding it is difficult, they feel like they are avoiding the truth by not

giving the price, and it’s hard on our facilitators to try to schedule needs assessments when over half of the people they are calling don’t even

answer their phone.

Is this how you feel too?

Too Much Information

Every time we catch ourselves TELLING a patient what is important or what our program is all about and why we are so great, picture yourself jabbing your finger in your patient’s

face. Trust me – that will stop us from doing it!

Patient should talk 80% of the time. We should talk

20%• We want to know our patients. We

want to understand their story:– Patients will choose surgery for THEIR

reasons – not ours.

What is our job?

Our job is to get information – NOT give it

What do People Care About?

– We all are most interested in our own situation and how things affect US.

– Patients don’t care about the sleeve – they care about whether it will work for them.

YOUR “DISCOVERY” METHOD

Your Discovery Method1.Discovery Question2.Discovery Story3.Discovery Validation

Your Discovery STAGES1. Initial Contact2. Information Guide3. Getting Ready

Discovery METHOD

You will use this METHOD this as your tool for understanding where

patients are coming from.

Discovery Method• Discovery Question: The BIG MAIN

question – Discover what THEY want to know:

• What brought you to fill out that form yesterday?

• So, I’m curious - what are you MOST curious about?

•  

Discovery Method• Discovery Story: Listen, and

answer their question with a story:• Most of my patients think…

our patients usually want this… I find that most of my patients chose this… Almost all of my patients want this because…. Almost all my patients tell me this…

Discovery Method•  Discovery Validation: Find out how

they feel:• Is that how you feel too? Is

that where you are at? Is that your situation too? Does that sound familiar? Is that pretty close to how you are thinking?

Discovery Method

((THEN… Rinse and REPEAT))