A client can talk at length. You don’t need the whole story, only one piece you can build on. How Solution-Focused listening works.
Listen, Select, Build
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Listen for Exceptions. Don’t Dig for Them.
When a client returns saying nothing changed, there is one workable line in there. How to find it and build on what they are already doing.
Stop Going for Action. Go for Description.
When a client returns having done little or nothing, the pull is to move straight to action. But action before description doesn’t take root.
The Consultation Conversion Gap: Why Your Leads Aren’t the Problem
Most specialty practices lose patients not from lack of leads, but from what happens in the conversation after the lead arrives. Here’s what the research shows.