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About LiveseySolar

LiveseySolar's mission is to help you build the practice and life you love. Using our 5-Step Private Healthcare Marketing System, our customers can predictably and sustainably grow their practice so that they can enjoy a healthy balance between both worlds - a successful private practice and a happy life.

Healthcare consultation skills: The 3 biggest mistakes salespeople make

It is essential to listen to our prospective patients in order to tailor-make our healthcare consultations to hold the attention of our clients to suit their needs. Nothing is more important. After the greeting, the warm-up and the intent statement, we're ready to start asking our prospects questions, and ready to start listening to the answers. Skip this step at your peril, for there are major problems that can arise should you not listen to your prospects.

By |2016-10-28T10:27:53+01:00April 16th, 2012|Categories: Step 3: Closing first appointments|Tags: , |3 Comments
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Healthcare consultation skills: Elements of the intent statement (part 2)

In case you've joined us in our discussion midstream, we're talking about intent statements, and the elements that make a good one. In this post, we explore two communication techniques that serve to get prospects to open up with us, so we can better identify needs. Read more...

By |2016-10-28T10:27:56+01:00April 4th, 2012|Categories: Step 3: Closing first appointments|Tags: |1 Comment
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Healthcare consultation skills: Elements of the intent statement (part 1)

Intent statements are invaluable devices we can use to communicate expectations to any prospect on any sales call or consultation. In this post, we share the first 3 of 5 elements of the an intent statement...

By |2016-10-28T10:27:56+01:00April 3rd, 2012|Categories: Step 3: Closing first appointments|Tags: , , |1 Comment
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Healthcare market positioning: 50 questions to answer

This blog post contains 50 questions that will help you determine your market positioning. We use these questions in what we call a positioning workshop that we conduct with key leadership team members. With the answers, we develop a report that guides marketing communications decision making for future corporate communications materials.

By |2016-10-28T10:27:56+01:00March 28th, 2012|Categories: Step 1: Getting more leads|Tags: , , |Comments Off on Healthcare market positioning: 50 questions to answer
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Healthcare marketing planning: the three starting points

The choice of target market, probably the most important decision facing a healthcare marketer, is based on recognising the differences among consumers and organisations within a heterogenous market. That choice, will also need to considered in the context of who you are competing against. However, selecting a target market must follow an understanding of not only the competitive context. You must first understand the environment for marketing decisions.

By |2016-10-28T10:27:56+01:00March 27th, 2012|Categories: Step 1: Getting more leads|Tags: , , |1 Comment
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Healthcare consultation skills: Communicating your intent

At the beginning of a healthcare consultation (after the warm-up, of course), it helps to informs our patients of the itinerary and expectations of the day. The tool we use at this stage is the "intent statement". It's a great way of reducing the patient's fears and tensions so that they will open up to us later in the healthcare consultation process, and supply us with the information we need to offer a solution that will address their needs.

By |2016-10-28T10:27:56+01:00March 22nd, 2012|Categories: Step 3: Closing first appointments|Tags: , |Comments Off on Healthcare consultation skills: Communicating your intent
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Healthcare consultation skills: The critical first 5 minutes

The first 5 minutes of the ideal healthcare consultation represent our only chance to make a first impression. Reduce the prospect’s tension so they will open up to us. When meeting with new patients for the first time, here are 4 do's and 4 don't's to put your patients at ease...

By |2016-10-28T10:27:57+01:00March 19th, 2012|Categories: Step 3: Closing first appointments|Tags: , , , |Comments Off on Healthcare consultation skills: The critical first 5 minutes
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Healthcare consultation skills: Warming up cool customers

Very few customers, in a health care marketing environments, want to get right down to business. Usually, a customer wants to "buy" the person first, the company second, and the product third. Hence, there's very little advantage to launching straight into a discussion of either the company or the product/service you offer before the prospective patient is ready to buy you, personally. If they don't buy you, then whatever you say about the company or the product/service will likely fall on deaf ears.

By |2016-10-28T10:27:57+01:00March 15th, 2012|Categories: Step 3: Closing first appointments|Tags: , , , , |3 Comments
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Healthcare consultation skills: Good greetings reduce selling resistance

Are they excited, bubbling with anticipation, positive and open-minded? Wherever they come from, they probably have a little apprehension. Could they be anxious, concerned, guilty, or even hostile? Maybe they’re afraid – of the situation, commitment, salespeople, the unknown. In this state, are they ready to make a buying decision?

By |2016-10-28T10:27:57+01:00March 13th, 2012|Categories: Step 3: Closing first appointments|Tags: , , , , |4 Comments
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