Loyalty. It’s a great idea — customers who appreciate you for what you do, and who wouldn’t think of retaining someone else to do that type of work for them. It’s kind of a quaint notion. But loyalty is mostly dead.
Let’s check this out: are you loyal? Think of the people who provide services to you; do you continue to patronize them, without even thinking about it? Or do you “shop around?”
America — and much of the rest of the world, too — has evolved into a culture that shops. People are always looking — for a better … Read the rest
As a thoracic (chest) surgeon, Aaron was used to working on hearts and lungs. He’s a gifted surgeon, with a wonderful bedside manner, impeccable skills and true caring for his patients’ and families. But the truth was, his case volume was down, and so too was his income. What to do?
Aaron was surprised to realize that he had a sales problem.
In the medical community that deals with America’s epidemic of heart disease, the cardiologist is king. When surgery is indicated, the cardiologist recommends a surgeon, and most patients, firmly bonded to the cardiologist, accept those recommendations. Aaron needed … Read the rest