Business of Aesthetics Podcast Show13 Aug 2020

Not Selling Educating

This week we have an insightful conversation between Jeff & Naren where they discuss about Selling vs Educating, and what every aesthetic practice owner should know about it. Jeff is an expert with over 2 decades of experience and is sharing with us on this episode how his knowledge and experience has helped his practice by helping the staff and team understand the mindset of the patients and helped his practice and hundreds of Doctors in offering more treatments and helped generate profits over the past years.

Key Discussion Points:

1. Validate patient choice
- We're happy you found us
2. Understand Patient Need
- We can help you with that
3. Options / Solution- EDUCATE! don't guess at wallet, don't assume, give your patient the best option
4. Decision- help the patient decide.
- Include: Prevention, Correction, Maintenance

Only have 1 opportunity to take a before picture – brag book
Specific training / future podcasts e.g. consults on Body Shaping without Body Shaming

Key highlights

Difference between Selling vs Educating
The Mindset
How to educate your patients and why?
Challenges the Physicians face
Guessing vs Understanding a patient's need
How to offer the best suitable treatment based on the patient's need
Validate your patient's choice
Reassure your patient that they made the right decision.
Clearly understand what the patient wants from you.
Ask questions to understand their issue clearly
How to present the options to your patient
Create a plan based on your knowledge & expertise
How to deal Young patients vs Older patients
Bonus Tips
How to convince the patient to take Before pictures
Building your own Before & After image gallery brag book

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