How do I get a talkative caller to follow my lead on the phone?
You earn it by sounding like the captain. When a prospective patient finally calls, they spill the beans, a long emotional story with a lot to get off their chest. That is good, let them. But while they talk, your job is to make them feel like the person on the line is the conductor, the one who knows exactly what happens next. The simple move of saying that is a great question, may I have your name, after their opening question quietly takes the wheel. They think, this person has me, I can just be quiet and follow. People in pain want to be led by someone calm and certain. If you sound uncertain or you let the call wander, they stay anxious and start eyeing the next practice on their list. Lead the dance and they will gladly follow it to a booked appointment.
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.