One day, I was talking to one of the medical representatives covering me in the clinic. I asked about their never ending quest to get the doctor’s signature as they visit. I was told they are required a certain number of visits per week . The signature is their evidence. The more visits, the higher the chance their product or service is remembered.
My brother in law who is in sales also talked about prospecting. The more people they are able to talk to, the greater chance they will make a sale.
My dad calls it the numbers game.
How can the numbers game work for start up doctors? I learned a lot from my consultants when i was starting. Here a few things they shared:
1. Stay in your clinic. My dad emphatically states it “stay put”. Man your clinic. Even if no patients come for a string of days. One day he will and if you are not there you lose the opportunity. There are many variations to this nugget of advise. Some choose to stay all day in most days of the week. Some choose to start with just one or two clinics. You must be there when opportunity knocks.
2. Work on your ideal set up but do something while you wait.I spoke with my newly graduate mentee today. She is eyeing a mall clinic near her home. However the clinic is still up for construction. It can still take months. I told her she might benefit from starting her clinic in a nearby site that she can occupy right away. The time it will take for the mall clinic to be set up and get running is more than enough time to start building a patient base in an area just nearby. Should she decide to let go of the clinic in favor of the mall clinic, patients are most likely to follow.
3. Associate work is okay but but set up shop at the same time. Many busy consultants engage new graduates as associates in the clinic to help them with patients. This is fine as long as you also set up your own clinic schedule. If you do, you also start having your own patient who will see you and come back to you. Associate work provides an income we all need but the patients you see are not your own.
Build the numbers. Spend time for it. Remember,you only need one to get started.
How about you, can you share what you have done to improve your numbers?
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