1. Founder of NipTuck Coach
Patient Advocate
Surgical Buddy
Host The NipTuck Talk
Show
Welcome
@niptuckcoach #niptucktalk #safetyinaesthetics

2. 8 Golden Rules for
Effective Patient
Consultations
Presented by Michele Garber
The Global Aesthetics Conference 2015 Miami

3. Over 20 million cosmetic surgical
and non-surgical procedures were
performed world-wide in 2014
(ISAPS 2015)

4. Its A Competitive Marketplace

6. How are YOU going to help Patients
Navigate through the Confusing World of Cosmetic
Procedures, Keeping them safe and well-informed?

7. Must Trust the Practice
Must TRUST the PROVIDER
Must TRUST the Experience

8. • Allot enough time to spend with the
patient during the consultation
Don’t keep the patient waiting more
than 15 minutes
#1 Timely

9. #2Build Trust

10. Tactics for Building Trust
• Be Honest and Transparent
- Discuss surgical skills, certifications, respond to
any negative online reviews or disciplinary actions-
past or present. Disclose any partnerships with
medical companies

11. • Display empathy and compassion
• Be accessible
• Develop positive open communications
Tactics for Building Trust

12. #3 Discover

13. Patient’s Story Motivatio
n
Aesthetic Goals
Emotional
Needs
State of Mind

14. • Understanding
• Empathy
• Support
• Compassion
#4 Validate

15. #5 Collaborate

16. • Use a consultative approach
• Develop a treatment plan together
• Write it out
• Empower the patient
• Avoid Salesy Techniques
Collaborate

17. s information. I recently scheduled a consultation at a dermatology cent
have a doctor's visit but I ended up having an appointment with a
sales consultant who had no information other then pricing plans
and superficial information on the the procedures offered.
You would have thought I was scheduling a haircut but this is my
face!” S.C.

18. • Describe the procedure:
• No Hype, Be Truthful
• Prepare the patient
• Don’t over promise
• Use visuals
• Manage Expectations
#6 Educate
No Hype

19. –Johnny Appleseed
“You’ll be back at work in two weeks”
“You’re facelift will last 5-10 years“
AVOID CANNED PHRASES
“You will look beautiful. This is an easy case”

20. • ALL office policies
• All Fees including
Cancellation and
Revision Fees
• Written quotes, treatment
plan and collateral
materials
#7 Inform

21. • Hospital Affiliations
• Surgical Suite Accreditation
• Emergency equipment
• Post-op Care
• Offer a patient referral
#7 Inform

22. #8 Thank
• Thank patient for coming
in
• Send a Thank you
• Follow-up with a phone
call
• Offer your services and
to answer any questions

23. Time
Trust
Discover
Validate
Collaborate
Educate
Inform
Thank
Summary

24. Thank you
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