How to Use ‘PROPS’ to Elicit Conversations that Lead to Sales

So you’ve started a body contouring business or added body contouring to your established aesthetics business and you’re thinking, “I have a whole bunch of established patients that I think would be (and should be) interested in having a treatment to trim some inches.”

And, you’re right! You do. These folks are your low hanging fruit.

So how do you grab the attention of these patients to tell them about body contouring when they’re in your office?

That’s the question we’re going to tackle today. How do you start that conversation with your patients when they are present at your office so they know about body contouring? How do you bring it up? Or do you have to?

The solution is simple really. You elicit conversations with props that you strategically place around your office and even on your body.

Here’s how.
Start with a sign outside of your office. It doesn’t have to be expensive. A simple chalkboard and easel will do. Write something like NOW OFFERING FAT REDUCTION TREATMENTS. ASK US!
You’ll be surprised how many people will tell you that they’re supposed to ask you, especially your older patients.

In your lobby, display a tall banner advertisement. The easiest way to get these banners is from the device manufacturer but you can always design your own using Vistaprint or pay an advertising company to design your banner.

Place brochures at the Reception desk. Patients signing in and checking out should see the brochures.

Strategically position real-life model replicas of one pound of fat, five pounds of fat and/or ten pounds of fat in your exam rooms. You can find these anatomical models online. Beside each model, place brochures about your treatment offerings.

Place posters in your restrooms.

You may also use varying size posters in your exam rooms, hallways, and reception lobby and office. You should be able to get posters from the device manufacturers, and if not, you can design in-house or hire an outside company to design.

Caution: Make sure to have one prop in each room but don’t overdo it. It’s okay to have brochures in each room with another prop but more than one prop may be too much. ***We need some kind of story here***

Finally, order some buttons for your entire team to wear. These buttons should say something similar to the sign outside your door, “Want to look slimmer? Ask me how.”

Your Action Step for this episode:
Walkthrough your office, from outside your building all the way through. Identify where you can (and should) place props to elicit conversations. Refer to our show notes to ensure comprehensive coverage of your office. Make your plan. Order your signs and materials.

If a patient has an interest in body contouring, one or more of these props should elicit that important conversation that could (and should) ultimately lead to a sale. But now what?! What do you say when they ask? Is it okay for any member of your team to talk? How do you steer that conversation down the path to a sale?

We’ll answer all of those questions and more in our next episode. So stay tuned.

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Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.