At this stage, the patient has physically shown up for a treatment or surgery strategy session. This is the first of a "series of firsts" they'll have with your staff, office, and providers. It's showtime.
Continuing the dating analogy: this is the coffee, or the dinner. If the conversation goes well, you'll get a second date. If it doesn't, you won't.
Patients want to feel confident your practice can deliver the result they're hoping for. By this point, you've likely already built that confidence — through thought leadership, testimonials, and the groundwork laid on the first phone call. Now the patient arrives needing just three confirmations:
- They like you
- You like them
- You can provide the outcome they want
Think of the consultation as a meet-and-greet as much as a strategic treatment-planning session. If the patient doesn't feel a connection on this first "date," they're unlikely to move to the next stage — no matter how sound the treatment plan is.
What a Successful Strategy Session Accomplishes
- Continues the bonding process across the whole team, not just the provider
- Gives the patient confidence you're capable of delivering their desired result
- Builds a treatment plan aimed at their best possible outcome
- Arms the patient with the information they need to decide
- Educates them on what to expect, before and after the procedure
- Presents a quote that matches what was discussed on the first call
- Ends with a clear call to action, using the either/or close
To your success!