You may have been there yourself. You're engaged in a conversation with a physician prospect. He seems interested. Then suddenly, he vanishes.
When a doctor vanishes, it usually has nothing to do with you. Priorities have simply shifted for that doctor. The physician may be treating a patient who had a complication. A patient could have died. The doctor could have been sued. There might be a family emergency.
What do you do when doctors disappear? Your actions can make things better —or worse.
Consider sending a hand-written note saying something like, "We've had several conversations about a goal that brings a smile to your face: moving up retirement by 5 to 10 years. I've left several phone messages, and have not connected with you yet. I know that you juggle many demands, and patient care takes priority. My years of experience demonstrate that financial planning is really life planning. If there is anything I can do to help you with either short-term or long-term issues, feel welcome to reach out."
A note like this:
- Reminds your prospect of the thing most important to him or her.
- Expresses compassion.
- Offers a helping hand.
You want to gently nudge your prospects forward.Keep sending this doctor regular tips so that you stay top-of-mind when the doctor is ready to take action.
If doctors disappear on a regular basis, consider these questions:
- Are you including the right parties in your conversations? A partner or a CPA could be shutting down the conversation behind the scenes.
- Are you conducting yourself as a medical insider? Do your actions demonstrate cultural competency?
- Do you tell compelling stories about doctors who have made transformations?
- Do you know what kind of things doctors are saying about you? You want to proactively manage your reputation.
Yes, it's frustrating when your relationships are not progressing on your time scale. However, you want to avoid things that could make things worse. Don’t become a stalker. Your prospects can "smell" urgency and desperation and it will scare them away.
The reality is that a single client won't make or break you. Take that frustration and redirect it. Double down exploring ways you can deliver even more value.