A caller only wants the free consultation. Should I just book it and move on?
Book it, yes, but don’t let the freebie distract you from the work the call is supposed to do. I listened to a call where a sharp front desk person almost rushed past discovery because the woman mentioned the complimentary consult. The instinct is, she wants the free thing, just close it and hang up. Resist that. The consult getting booked is step one, not the finish line. While you have her on the phone you still need to find what she is afraid of or tired of. In that call the pain turned out to be she didn’t want two years of treatment, and that detail now follows her through the whole process. A good system keeps your team on the path when the easy close sits right there. Secure the consult and still dig for the pain.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.