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| Ron Sheetz |
Power Thought: Ron Sheetz
How to Get Your Patients to Give You a Video Testimonial
In December I broke down the methodology behind my testimonial script. It was the start of establishing the "agreement pattern". Keep in mind getting an agreement for a video testimonial is a big thing. The agreement pattern is getting a patient to answer yes to a series of questions, at least 3, after which they're likely to answer yes to subsequent yes/no questions.
To recap the script after detecting a testimonial trigger: "Thank you. That means a lot to us. We hear that often and we really appreciate your comments. In fact, would you mind if I ask you a question?
Picking up: "Could we share your comments with other people we talk to?" This is a completely harmless request. The perception is that you're going to personally "tell" other people what they said, There's no work for the patient to do, simply say yes and you'll do all the work.
"We receive a lot of inquiries and it would be very helpful if others could hear and understand your exact feelings about us." In the first part you're subconsciously reinforcing to your patient they've made the right choice in doing business with you because you're busy... you get a lot of inquiries... you're popular. In the middle section you're linking back to what you've said before; "share your comments with others", this is an anchoring tactic. Though the words are different, you're saying the same thing. And finally, "understand your exact feelings..." We all want to be understood, and again, we're anchoring our objective to that desire. Additionally, using the word "exact" in the sentence is important. It's setting the stage for asking to video record their comments/feelings, because it's an exact record of their feelings.
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