Demo Setting Call Flashcards
Demo Setting Icebreaker:
Hey {Lead contact} it’s Tim from Luma Health.
Did I catch you at the worst possible time?
We do communications for (EHR). Just following up on the email I sent regarding our Staff Enablement Tool…
Does that ring a bell?
(Referral) Yes, I remember seeing the info:
Ok Great!
So I was looking to see what your calendar looked like, so we can set up a quick 20-minute evaluation call to walk you through the program and show you how we can help your staff schedule more referrals in less time.
Does later this week, or early next week work better?
(Referrals) No, I don’t remember seeing the info:
No problem, I can save time with a quick recap…..
We’re a staff enablement tool built for (EHR) to help you automate your entire patient lifecycle.
What’s unique is we can schedule more referrals in less time by automating the outreach via text. (Pause)
Pivot from referrals if they don’t call them manually:
Ok got it. It sounds like our referral tool won’t be a good fit…
However, we’re designed to help you automate your entire patient lifecycle.
Starting with confirmations which I’m sure you’re already doing… what’s unique is we can automatically detect cancellations in real time and back fill those openings with patients waiting for the exact same appointment type.
Discovery Questions (Referral):
Do you guys have referrals coming in from outside physicians for scheduling?
Does your staff need to manually call any of them to set the appointments?
They manually call their Referrals:
OK great! I’m really glad we connected!
Because we’re working with practices that have the same process and we’re able to help them convert nearly 8 out of 10 of their referrals in less time.
Asking for Demo (Referrals)
{Acknowledge you interrupted them} So {name} I know I caught you off guard today. But thank you for taking my call. So now, with your permission I’d love to set up a quick 20 minute evaluation call to walk you through our program
{Meat on bone} and visually show you end to end how we can help your staff convert 20% more referrals in less time
{re-address initial objection} without altering any of your current workflow.
Does later this week or early next work week better for your calendar?
(WL) No, I don’t remember seeing the info:
No problem, I can save time with a quick recap….
We’re a staff enablement tool built for (EHR) to help you automate your entire patient lifecycle.
What’s unique is we can automatically detect cancellations in real time and backfill those openings with patients waiting for the exact same appointment type.
Discovery Questions Waitlist:
Assuming a patient is actually thoughtful enough to call in ahead of time to cancel their appt, how does your staff currently try to backfill that opening in the calendar?
They manually call down a waitlist to backfill cancellations:
OK great! I’m really glad we connected!
Because… we’re working with other {industry} clinics that have the same process and we’re helping them automatically detect and backfill cancellations preventing lost revenue caused by no shows.
Asking for Demo (Waitlist)
{Acknowledge you interrupted them} So {name} I know I caught you off guard today, but thank you for taking my call.
And so now with your permission I’d love to set up a quick 20 minute evaluation call {Meat on bone} to walk you through our program and show you end to end how we can help your staff prevent lost revenue caused by no shows and even increase your calendar utilization 5 to 15% each month
{re-address initial objection} without altering any of your current workflow.
Does later this week or early next week better for your calendar?
(Pitch) ENTIRE patient lifecycle:
We’re a staff enablement tool designed to help you automate your ENTIRE patient lifecycle.
Referral Elevator Pitch:
And what’s great, is that once your referrals are verified and ready to be scheduled, we can help you schedule them way faster by automating the outreach via text.
Waitlist Elevator Pitch:
And what’s great, is instead of waiting for the patient to call in their cancellation, we can automatically prompt them for a decision and backfill that opening with another patient that’s already expressed an interest in that exact same appointment type.
Our program converts more referrals
Our program converts more referrals
into patient apts without the staff making any calls.
We work with clinics that (referrals)
We work with clinics that receive referrals from outside physicians, that their staff then have to call, to schedule the referral. Does your staff manually call to schedule your referrals?
We’ve found that it’s rare for the staff to (referrals)
We’ve found that it’s rare for the staff to schedule the referral on the first call. Instead they are leaving several voicemails and playing phone tag with the patient to get them scheduled. Right?
Our referral tool automatically prompts
Our referral tool automatically prompts the patient to call the clinic to schedule, cutting out the unnecessary back and forth from the staff, while converting upwards of 70-80% of your referrals. So, 8 out of 10 referrals are successfully scheduled without the staff EVER making an outbound call.
If it seems like it could be beneficial
If it seems like it could be beneficial, we have a 20-min demo to show you exactly how it works, that way you can know for sure. What does your schedule look like later this week?
What’s unique about Luma is that any time a patient cancels their appointment,
What’s unique about Luma is that any time a patient cancels their appointment, we automatically reach out to the next patient on the list that matches that same appointment type to fill that opening. That way, we increase appointment volume and revenue for the clinic and reduce the staff’s workload at the same time.
I don’t know if this will work for you either.
I don’t know if this will work for you either. There’s about a 5 to 10% chance it won’t work. I don’t know if your car will stop when you step on the brakes either. How will you know?
(Step on the brakes.)
Exactly, what day works best later this week or early next?
wear a lot of hats (Icebreaker)
I’m sure you wear a lot of hats over there… (pitch)
Text open rate and response time
95% open rate and 3 min response time.
(WL) Yes, I remember seeing the info
Ok Great!
So I was looking to see what your calendar looked like, so we can set up a quick 20-minute evaluation call to walk you through the program and show you how we can automatically detect and backfill cancellations in real time.
Does later this week, or early next week work better?
Did I catch you at the worst possible time? (yes, it’s a bad time)
Ok, it sounds like i caught you at a bad time. Just want to follow up on an email I sent. Need like 90 seconds with you. I’ll follow up in a couple of days.
Take a look at that email. I’ll shoot it back to you so it’s at the top of your inbox. I’ll follow up in a couple of days.
