Are you seen as the “Friendly Expert” or “Trusted Authority” in your local community for eye care services & eyewear products?
Or are you just the “eye doctor” who’s on your prospective patient’s insurance plan down the street?
According to Bob Burg‘s guest, David Newman, CSP, you’ll need to be able to answer these 3 questions (& demonstrate them to your ideal prospective patients):
1. Q: What products & services are you selling in your practice?
A: Eye exams, eyewear, contact lenses (you might even add adjectives like “high-end”, “quality”, etc.)
2. Q: What are you REALLY selling (what outcomes do your patients expect)?
A: Improved quality of life (and elevated status per Russell Brunson)
3. Q: What do your patients NEED your products & services to be?
A: High quality to achieve an improved quality of life, affordable, & fast. They expect that their vision problems will be solved.
There is only one way to position yourself as the “go-to” optometrist to attract high-quality, ideal patients – you MUST be seen as THE eye care expert in your local community…
Note: put yourself (and your staff) in the position of “salesperson,” and your eye care services and eyewear in place of the services and products mentioned in the podcast episode.
I wrote this article originally in Linkedin
Here’s the post I shared by Bob Burg (Co-author of The Go-Giver) that I’m referring to in the above article:
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