Quick Coach: Aesthetic Consultation Essentials
This course provides you with a solid foundation for aesthetic consultation essentials.
Module 1: Building Rapport Using FORD
FORD is an acronym for Family, Occupation, Recreation, and Dreams, and the method’s concept is simple: the more you know about the patient in these four areas, and the better you are about using that information in patient communications, the faster and deeper you can take the relationship. And the deeper the relationship, the more valued your practice is to the patient, creating stronger connections, faster scheduling decisions, and increased loyalty.
Module 2: Presenting the Quote
Every positive step leading up to the presentation of the quote can be erased if this is mishandled. Surgeries can be booked or lost during this critical part of the consultation. We will share some key aspects of presenting the quote and how to tie in what you learned in the last video.
Module 3: Handling Discount Requests
When patients ask for a discount it’s often uncomfortable and awkward, unless you are prepared. In this video, you will see several techniques you can use to help navigate through the request comfortably while maintaining the integrity of your fee schedule.
PresenterS
Karen Zupko
Founder and Consultant
Karen’s energetic and engaging presentation style has earned high ratings from the plastic surgery community for decades. Her practical knowledge and specific recommendations have contributed to the growth and profitability of plastic surgery practices nationwide. In this mask-challenged environment, Karen has new ideas and concepts to share that can make a positive impact on your bottom line.
Find out about more about Karen Zupko, Founder and Consultant
Jim McEvoy
Senior Consultant and Speaker
Jim has over 25 years of sales, business development, operations, and leadership/management experience. With a background deeply rooted in customer service, Jim has a wide range of communication, project development, and personnel management acumen.
