It is important your client feels like they have been listened to in their consultation because this is where you build the foundations of your clinician patient relationship.
Below are 4 techniques we teach at SkinViva training to help you build that all important patient relationship;
1. A Defining Statement
One of your opening sentences to your new client should be a defining moment, for example, “Hello I am Dr. Smith, I have been working in the aesthetics industry for over 5 years. What can I help you with today?”.
This technique is a great way for you to gain your new patients trust and help them feel a bit more at ease.
The way it works is you are being upfront with them about your experience and you are instigating the conversion, lowering the tension and raising their trust in you as a professional.
2. Open-ended Questions
Your goal is to learn not just what treatment they want but what their desired outcome is.
As a clinician you should be encouraging them to keep talking about how they feel and why they have come to the clinic.
Subconsciously they will be giving you vital information which can help you clarify how you are going to treat the client.
3. Body Language
It’s not all about the words you say or the way you talk.
Non-verbal communication is a great way for you to show you care about what the patient is saying.
For example, if you are sat with your arms folded and look unhappy, the client may be put off being open with you as you physically look closed off.
On the other hand, if you are sat with your arms open, making eye contact and smiling the patient will feel comfortable with you and open up to you more about how they feel.
4. Relay their own words back to them
You should always summarise what the client has said to you throughout the consultation and relay it back to them.
It gives them a clear demonstration that you have taken on board what they haves said, and you are now trying to figure out the best treatment for them as an individual.
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