Recently, I’ve been having a similar conversation with our clients regarding the challenge of getting the significant other to the initial consult. To my surprise, quite a few of our doctors have been attempting to cover finances when the spouse is not present, although we all know this is a big NO NO!
I completely understand that there are times when a prospect will show up in your practice with a story of why their loved one couldn’t be there. And, when this does happen, you’d better know exactly how to handle it or you will be losing a new client. The bigger question is “how often is this happening?” If it is occurring with more than 10% of your new prospects, you have a challenge in your presentation. This is what must be first corrected.
Check out this new lesson and say goodbye to the “I’ll have to talk with my spouse about this” statement, once and for all!