Personal Fitness Professional - September 2008 - (Page 16)

card and all the information you need to get in contact with the doctor. Also, ask for the front desk employee’s oﬃce phone number and extension. STEP 4: Marketing Yourself to the Physician The key to contacting physicians is being methodical and patient. Here’s how: Call during their off hours. When they are in their office, their thoughts are consumed by work and their patients’ well-being, and they don’t like being interrupted. When you leave them a message after hours, you can get your point across without feeling like you are in a hurry to say everything. What do I say? “Hello, Dr. Jones. My name is Michael, and I am the ﬁtness professional who provided you a press kit containing information on how I can help your patients achieve their ﬁtness goals. I have a masters degree in exercise physiology, and I am certiﬁed by two of the most recognized ﬁtness organizations in the world. I would really appreciate it if you give me an opportunity to meet with you and discuss the services I provide or give me an opportunity to help one of your patients achieve their ﬁtness goals. Thank you for your time and consideration.” The ones who care are the ones that will call. Remember, not all will call you back. Accept it, and move on. The physician contacts you. Now what? This is your opportunity to shine. Have your press kit ready again, and be prepared to explain it to the physician in detail. ß Contacted by email— Email them back accordingly. Answer questions professionally, and show them that you will do your best taking care of their patients. Remember, new clients will always be their patients ﬁrst and your clients second. ß Contacted by phone — If they leave a message, call them back as early as possible. They are showing you that they are very interested in your services; therefore, you must do whatever it takes to make it happen. ß Contacted by a meeting — This is the best scenario for you, but don’t expect it often. The most important thing to do in this meeting is prove to the physician that you will take care of the patient. Go over your press kit again, and show them your medical questionnaire, how you would go over it with their patient and how you can care for their patient. Tell physicians that you will always be open to their suggestions and opinions, no matter what. At this point, the physician approves your services, and you both agree that the physician will refer you patients. The only thing that is left is proving to the doctor that you are taking care of the patients. STEP 5: Getting Physicians to Consistently Refer Patients Maintaining a great relationship with a physician is all about them trusting you with their patients as well as them liking you. Once a month, provide a brief handwritten note to each doctor that you work with about the status of their patient that you are training. Use quality stationery. Hand-written notes mean more to them than computer-generated letters, and they provide a personal touch. Here is a sample note: 16 SEPTEMBER2008 · WWW.FIT-PRO.COM http://WWW.FIT-PRO.COM

Table of Contents Feed for the Digital Edition of Personal Fitness Professional - September 2008

Personal Fitness Professional - September 2008 Contents Letter from the Editor, Writers Adding Pilates and Yoga to Your Clients' Workouts Combating Youth Obesity Prescription for Success NEW! The Balancing Act Technical Necessities Product Profiles Current Controversies Mark Your Calendar Coaching Your Client's Diet Life Coaching 101 Exercise Spotlight Product Profiles New on the Market [Spotlight] Gregg Miehle

Personal Fitness Professional - September 2008

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