PATIENT LEADS

How to get more Patient Leads? Every physician and healthcare provider wants more qualified patient leads.

 

In order to get more patient leads to convert online, medical providers need to build trust, understand patient online search habits and facilitate the patient lead conversion process with effective landing pages.

 

Following are some patient lead tips to help you increase your lead flow and enhance your digital interaction and communication with prospective patients. 

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Page One Results: Getting into the top 5 positions on the search engines will help you to close more new patient leads. Online search research shows that more than 67% of all clicks go to the top five listings on the search engine results page.

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Quick Response: When you get a patient lead, respond quickly! When a patient lead arrives by email, text or phone, it’s important to respond quickly. 

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Patients searching online for a doctor, clinic or treatment have an expectation that they will receive quick communication. Responding to patient inquiries in a professional manner is one of the most important factors in gaining a new patient. Remember, that prospective patients are most likely contacting multiple health and medical service providers.

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It is best for patient coordinators and health advisers to respond to patient leads via phone within 5 to 30 minutes after receipt of the patient email inquiry. The faster you can respond to the patient, the higher the probability of reaching the patient, starting the process of building rapport and closing a sale.

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Your initial response to patients submitting leads should focus on how you can help the patient solve a specific problem and asking questions to see if they qualify for treatment at your medical facility.

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Medical Expertise: Your website should amply demonstrate that you are the expert in your field by highlighting industry accreditation, medical procedure volume, licensed physician information, visual aids and patient testimonials. 

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How Patients make decisions online?

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The Patient Decision: The patient will generally conduct research online to find other medical providers and get competitive pricing. Do not pressure or be overly persistent with the prospective patient.  Remember, the goal is to build rapport that will lead to a relationship built on trust and patient comfort.  If the patient feels comfortable with you, they will likely choose you for their health care needs. 

 

However, if you make the patient feel uncomfortable by being too persistent or apathetic, you may lose the patient to a competitor. It takes time for a patient to make a decision for a medical procedure, treatment or surgery. It is important to be understanding, available and helpful during this process.

 

Remember, when building rapport with medical patient leads, the goal is NOT to sell.  The goal is to build a relationship based on trust, understanding and compassion. Make sure that everyone on the patient advisory team prioritizes helping the patient make the right decision. When the patient feels that you are committed to helping them make the right choice for them, they will often choose you.

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Patient Lead Planning & Strategy

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1. Create Attractive Packages: You should offer a treatment plan or procedure package with a cost-value that is both attractive and as inclusive as possible. No one likes surprise healthcare costs.  The most successful hospitals and clinics are those that create attractive, well-designed surgery or procedure packages that include a single price for all surgery and care costs.  Your reply should give patients a clear insight into the patient care process.  Anticipate their questions and answer them in your communications.  The more valuable information you share, the more confidence you will create with your prospective patient.

2. Understand Patient Needs: Take the time to really understand what the patient needs and respond with a solution. Do not send quick, canned replies that don’t reflect the patient’s needs.  Your goal is to demonstrate that you are listening and paying attention to the details.  Form letters make patients feel insignificant.  No patient will choose to do business with a provider that makes them feel unimportant.

3. Request Critical Documents: Request critical documents that help you better understand the care the patient will require. Ask for x-rays, treatment plans, and any communications that the patient is willing to share…to shed light on the patient’s specific medical needs.  You will need this information to share with your medical team. Creating a standardized patient information form is a good way to make sure that every patient answers certain questions and provides you with the basic information to assess patient needs.

4. Discuss Case with Your Team: Discuss the case with your medical staff and determine if you can provide proper care for the patient. Don’t just assume that you can provide care for every patient.  If the patient is not a good candidate, or if you have concerns about your ability to provide the care the patient needs, be honest.  Everyone loses when a provider cannot provide proper care.  If you have doubts, discuss these doubts with your patient, clearly and honestly.  Honest communications will save you and your patient inevitable headaches and heartaches, and will build trust for future care opportunities.

5. Follow-up: A patient will often send several emails and will want to speak on the phone prior to making a decision. Remember to be patient and understanding. Many patients are scared and facing limited healthcare choices with limited finances.  Help them see you as a loyal and trustworthy advocate for their best interests.  Seek their best interests and you will earn their trust and their business. Many patients will not reply after the first email or phone call. Many are scared or are simply not ready to take the next step.  Follow-up is critical.  Invest in a good Medical CRM program and set a schedule for follow-up calls and emails. 

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