This is a great opportunity to learn everything you need to know about the consultation aspect to your aesthetic treatments. InjectAbility® Institute’s webinar, “Earning a Patient’s Trust Through A Thorough and Educational Consultation,” aims to provide action items that practitioners can implement to enhance the new patient’s experience at their clinic.

Aesthetic medicine has grown exponentially during the last 25 years, and patients are becoming more sophisticated consumers. Practitioners need to have the confidence to take back the consultation as the medical provider. Instead of acquiescing as patients ask for certain dosing, and products in certain areas, providers need to continue the messaging that these are medical procedures, and that they are medical providers. This can be obtained through calculated, preplanned verbiage.

Practitioners sometimes have difficulty addressing an entire pan-facial approach to a consultation and shy away from discussing budget. For the patient to trust the provider implicitly, these discussions need to take place during the consultation. Sometimes practitioners need to be trained how to have this often cumbersome discussion. The best way to train on budget etiquette, is through modeling. In this program, practitioners can see what “good looks like” for this topic in order to emulate some of these behaviors.

Several of the Practical Action Items Being Discussed Are:

• Spending extended time educating the patient
• Sitting while consulting
• Using staff to enhance the experience
• Using images to elicit anticipation for positive outcomes.

Once this step-by-step experience has been assimilated, the new patient is more likely to trust the provider’s prescribed dose and more likely to desire optimal, pan-facial outcomes. Practitioners will be given the confidence to take back the consultation as the medical practitioner. Instead of acquiescing as patients ask for certain dosing, or specific products in certain areas, providers should confidently continue the messaging that these are medical procedures, and that they are medical clinicians implementing these procedures.

Simple steps and key phrasing to unfolding budgetary discussions will be modeled for you in a mock consultation. Follow the ‘patient’s’ journey from walking into the clinic, through the consultation where she was requesting neuromodulator, and finally completing the patient’s visit by hearing her state the instant boost of confidence she received after viewing her four-syringe pan-facial results.

Initial Comments From Attendees

The most important takeaway I’ve learned from this activity:

• “Using imaging in the consultation”
• “Begin better branding principles in my practice”
• “Associate cost with area of correction rather than number of syringes”
• “Many patients come in with psychological problems that are untreated. I like that she addresses this in her consultation”
• “The value of doing treatment areas with a cost, vs. removing syringes and still treating the area with less product”
• “How to incorporate pan-facial assessment”
• “Dose appropriately and discuss cost”
• “Obtain filler training that promotes pan-facial approach”
• “I will utilize more visuals and menus”
• “I will better associate the emotional correlation with physical appearance, ‘bright, awake, rested, etc.’”
• “Provide more detailed one-on-one consultations”
• “Spend more time going over the consents”
• “HIPAA regulations, referrals for those who may need psychological support”
• “Educating the client the value of proper dosing to achieve better outcomes”
• “Have my nurses take photos and also reassure patients about their results and give feedback”
• “More comprehensive assessment”
• “Implement a screening protocol for BDD”
• “Make the visit more friendly and welcoming to the patient”
• “Obtain and use before and after photos during consults”