How To Attract Patients You Will Enjoy: Develop & Use an EOS
When you gather with people you don’t know at Church or networking events or social settings, what’s the most common icebreaker question you get?
For me, it’s “Steven, tell me, what do you do?”
And for many years, really, all of my professional life up until recently, I got straight to the point.
You most likely do the same thing.
What if I could share with you a slight change to your answer that will help you know, within a few seconds, whether the person getting to know you will likely be interested or not? Would you be intrigued?
Last year, I met Micheal Burt, who is now my business coach. He taught me a concept that I want to share with you because it is the best technique I have learned so far for identifying whether or not someone is interested in my services.
He calls this technique, leading with your EOS. EOS stands for explanation of services. Used properly, it is a great device for establishing interest quickly, or conversely, establishing lack of interest quickly.
Here’s how it works. It’s based on the principle that people don’t care so much about what you do, rather, they care about why you do what you do. And your ‘why’ is based upon your beliefs.
When you share what you believe, if people believe the same thing, they are more likely to do business with you. It’s that simple.
A well-constructed explanation of services, or EOS, is comprised of
- What you believe
- What you really do
- How you do what you do differently than anyone else
- Who you’ve done it for (social proof)
- A challenge question: if I could do the same for you, what would prevent us from doing business together.
Let me illustrate this by sharing my EOS.
I believe that you need a coach and a team of professionals to guide you onto a path of health and wellness, naturally, without pharmaceutical drugs, so that as you mature, you can be full of energy and vitality and therefore, enjoy an enhanced quality of life. We will help you achieve this by recommending a healthy eating lifestyle, replenish your hormones with bioidentical hormones, offer you appropriate vitamins, minerals and nutrients, and exercise. We’ve helped more than 31,000 people obtain and maintain health and wellness naturally, and if we can do it for them, don’t you think we can do it for you, too?
People do one of two things: they lean in and say, something like, ‘yes!’ or they back away. We don’t chase them. We only want to do business with people who share the same beliefs.
Does that make sense?
So – if I were to ask you today, Doctor, What do you do?
Could you answer me with what you believe, first? Could your staff?
I train this method in my online training course, available through Hotze Elite Physicians.
If you want to apply for membership, it takes just a few minutes to fill out and submit the application, found on the website. If you meet our standards, then one of my assistants will contact you to set up a complimentary consultation to determine the best way to proceed.
I believe that you need a coach, a successful doctor, to help you build a successful medical practice so that you can have more time, more money and more freedom to enjoy your life……. We are here to help!