1. Telephone Shoppers
The Looky Lou’s

2. Preparation
Stop what you’re doing.

3. Preparation
Take a deep breath.

4. Preparation
Sit up.

5. Preparation
Have a pen
and paper handy.

6. Before the calls
Be organized,
prepared,
knowledgeable.

7. Preparation
Know your:
office policies,
procedures and prices.

8. After the Call
Track your success.

9. Telephone Shoppers
Remember
80% Of The Shoppers Are Not Looking For The Lowest Price.

10. Telephone Shoppers
They are really looking for the best value.

11. Telephone Shoppers
They think all service is the same.

12. Telephone Shoppers
Be confident. This is not a time for defensive behavior.

13. Telephone Shoppers
DURING THE CALL
Be caring.

14. Telephone Shoppers
Take control of the conversation.

15. Telephone Shoppers
Ask the callers lots of questions.

16. Telephone Shoppers
Build a personal rapport.

17. Telephone Shoppers
Educate the caller.
Explain quality eye care.

18. Telephone Shoppers
Explain why your office/doctor is special.

19. Telephone Shoppers
Share personal experiences when appropriate.

20. Strategy for Shoppers Handling typical questions Competitors?
Insurance?

21. Strategy for Shoppers
How to quote fees - Range

22. Strategy for Shoppers
How to meet objections – Be honest and open

23. Strategy for Shoppers
How to close and schedule the appointment - Ask

24. IMPLEMENTATION
Importance of the phone