Shoppers - aoa.org Meeting/Mary Schmidt_Te… · Telephone Shoppers. Preparation Stop what you’re...
Transcript of Shoppers - aoa.org Meeting/Mary Schmidt_Te… · Telephone Shoppers. Preparation Stop what you’re...
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Preparation
▪ Stop what you’re doing.
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Preparation
▪ Take a deep breath.
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Preparation
▪ Sit up.
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Preparation
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Before the calls
▪ Be organized,
prepared,
knowledgeable.
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Preparation
▪ Know your:
office policies,
procedures and prices.
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After the Call
▪ Track your success.
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Telephone Shoppers
Remember
80% Of The Shoppers Are Not Looking For The Lowest Price.
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Telephone Shoppers
▪ They are really looking for the best value.
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Telephone Shoppers
▪ They think all service is the same.
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Telephone Shoppers
▪ Be confident. This is not a time for defensive behavior.
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DURING THE CALL➢Be caring.
Telephone Shoppers
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Telephone Shoppers
▪ Take control of the conversation.
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Telephone Shoppers
▪ Ask the callers lots of questions.
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Telephone Shoppers
▪ Build a personal rapport.
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Telephone Shoppers
▪ Educate the caller.
▪ Explain quality eye care.
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Telephone Shoppers
▪ Explain why your office/doctor is special.
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Telephone Shoppers
▪ Share personal experiences when appropriate.
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Strategy for Shoppers
▪ Handling typical questions
▪ Competitors?
▪ Insurance?
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Strategy for Shoppers
▪ How to quote fees -Range
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Strategy for Shoppers
▪ How to meet objections – Be honest and open
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Strategy for Shoppers
▪ How to close and schedule the appointment - Ask
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IMPLEMENTATION▪ Importance of the phone