{"id":21852,"date":"2020-09-03T07:52:35","date_gmt":"2020-09-03T07:52:35","guid":{"rendered":"https:\/\/www.pharmamanage.gr\/2020\/09\/03\/how-to-use-persuasion-to-increase-patient-buy-in\/"},"modified":"2024-02-02T11:18:08","modified_gmt":"2024-02-02T09:18:08","slug":"how-to-use-persuasion-to-increase-patient-buy-in","status":"publish","type":"post","link":"https:\/\/www.pharmamanage.gr\/en\/how-to-use-persuasion-to-increase-patient-buy-in\/","title":{"rendered":"How to Use Persuasion to Increase Patient Buy-In"},"content":{"rendered":"

Are you looking to increase your patient transactions?<\/strong><\/p>\n

How about getting patients to take advantage of your unique products and services?<\/p>\n

The most straightforward and practical answer is to use the subtle art of sales.<\/p>\n

There is often a negative association with the word \u2018sales.\u2019<\/strong><\/p>\n

Hearing the word \u2018salesperson\u2019 likely conjures up some particular images and ideas for most people. <\/strong><\/p>\n

In the best light, they are of a typical salesperson, aggressive, pushy at one end, and or manipulative at the other.<\/p>\n

If you\u2019re thinking that you\u2019re \u2018selling\u2019 to your patients, frame it another way.<\/p>\n

The fact is that you\u2019re doing a very important job in the community by helping them solve their health and wellness problems.<\/p>\n

Imagine if your best friend tells you he\u2019s struggling with a problem, and you have a solution, wouldn\u2019t you speak up and say something about it?<\/p>\n

If you have a product or service that can help others, it is your moral obligation as a healthcare provider to share it with them.<\/strong><\/p>\n

The rest of this post will cover how you can use Dr. Cialdini\u2019s principles of persuasion to communicate new treatment options to your patients and increase sales.<\/p>\n

Scarcity: Patients Love Limited-Time Deals (And Things They Have Less Of)<\/strong><\/p>\n

To apply this principle to your pharmacy business, offer limited-time deals for different audiences.<\/p>\n

Scarce products and offers feel exclusive and valuable to consumers.<\/p>\n

One way to showcase a limited time product is by placing it in a smaller end-cap area with signage that conveys urgency and scarcity.<\/p>\n

When you\u2019re discussing the product, highlight what they stand to lose by not taking action and speak to the specific issues the patient might be experiencing.<\/strong><\/p>\n

You can also experiment with offering exclusive perks reserved only for top customers.<\/p>\n

Once people realize that being a repeat customer comes with rewards, they\u2019ll be more ready to act on purchases.<\/p>\n

Assure Your Patients You\u2019re An Expert<\/strong><\/p>\n

Make sure you establish your credibility to your customers.<\/p>\n

Why? Although they\u2019ll never admit it, they want others to tell them what to do.<\/p>\n

Especially by experts they trust.<\/p>\n

You can do this by making recommendations and answering any questions your patients might have.<\/strong><\/p>\n

If you show that you and your team are trained experts, your patients will also be more willing to try new products or services that you recommend.<\/p>\n

You can also offer events and classes that educate your customers.<\/p>\n

\"How<\/p>\n

Consistency Is Key: Start With Small Commitments for Big Sales<\/strong><\/p>\n

When you\u2019re selling something (especially if it\u2019s a high-ticket item that people don\u2019t buy on impulse), try to get your patient to commit to something small first.<\/p>\n

This could be a free trial or samples of new products.<\/p>\n

After they agree or \u201csay yes\u201d to you once, they\u2019ll be more willing to \u201csay yes\u201d.<\/p>\n

If you use this principle, you can break down many of the barriers your patients have when shopping, and over time, your patients will agree to bigger and more expensive recommendations.<\/p>\n

Influencing your customers<\/strong><\/p>\n

Remember, using these principles to influence your patients isn\u2019t wrong if you\u2019re applying them ethically.<\/p>\n

Your mission as a healthcare professional is to help people who come to you with health and wellness challenges.<\/p>\n","protected":false},"excerpt":{"rendered":"

Are you looking to increase your patient transactions? How about getting patients to take advantage of your unique products and services? 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