In my last post I told you I was going to continue on the journey of "getting your foot back in the door" with your overdue patients. I've had requests for the actual scripting that I would recommend. Such a dangerous request... but I'm going to give it to you anyway.

I have to give you my disclaimer first: If you don't want to hear the answer... don't ask the question.

Getting on the phone and calling patients is much easier than you think. What generally happens is a doctor will ask me what they should say... I tell them... they don't like it and do their own thing. So why even ask?

I will also tell you there are 30 other variations of this script that you can use. Oh you want me to tell you which doctors will have the most success with this script?

The ones that pick it up... had it to their staff and say... "use this exact script when you are calling our patients".

They are NOT going to overthink it... they are just going to do it. They will have called 100 patients and scheduled 20 appointments in the same time that all the other doctors set it aside and said... "I like it but I'm not sure what my patients, staff, family, (fill in your excuse here) will think of it".

The doctors that have the most success JUST DO IT (it's more than a slogan folks).

If you don't like the exact way it's scripted... make the changes you want... then start dialing for dollars.

Let me tell you a little about the opening sentences. Be transparent AND take responsibility. When someone answers you respond with this:

Hi, this is (staff name) from (office name), is Mr. /Mrs. ___________ available?

By identifying yourself you don't sound like a tele-marketer and have a much better chance of getting who you are looking for (you know what I'm talking about... you've probably told someone you weren't available before).

Once you get them on the phone you say this:

Hi Mr. /Mrs. ____________, I was taking a look through some of our files and noticed that you are past due for your annual eye exam. Please forgive me for letting your file slip through the cracks. I have some openings this (week/tomorrow) to get you in. Would you prefer morning or afternoon? (Continue with scheduling)

You've taken responsibility for the scheduling error and are trying to make it right. DON'T blame your patient and tell them they are at fault for not coming in. They will appreciate the grace that you give them.

You can download the script and see the rest by visiting my blog at http://www.DoctorsWealthSecrets.com. (This is my optometrist version. You're smart you can make the changes for your specialty).

http://doctorswealthsecrets.com/patientreactivationphonescript.html