A NEW TOOL FOR HEALTHCARE MARKETERS 
UNDERSTANDING PERSONALITY PROFILING
to build better relationships with referrals

 Have you ever had a difficult time getting in to a referral source?  After getting into see a new referral source, do you struggle at times to gain momentum in building the relationship? 

In our jobs as healthcare marketing professionals, the process of getting new referral sources can be frustrating at times.  Our personal likes and dislikes determine how we expect others to treat us.  When those expectations are met, we are comfortable and interested in doing business.  Different personality profiles have different likes and dislikes.

In building our referral networks in healthcare, we’ve all had the job of convincing a new resource to refer to us.  As a result, we all learned how important persuasion skills are to the success of our careers.  Our key goal is to build relationships with these referral sources - relationships based on trust.  This is a result of having expectations met.

Personality Profiling will give you the tools and the ability to recognize the expectations of each of the four basic personality types (including your own personality).  Profiling doesn’t give you the power to control others, it gives you the power to control yourself and your skill of building relationships with others.

- What tactics are needed to meet those expectations The basic information you need before meeting with the referral 

- The various ways to identify the personality of your referral prospect through mannerisms, vocal cues, office habits and attire

- How to determine the expectations of your referral prospects by personality type

- The “do’s and don’ts” of that all-important first meeting/encounter with a new referral source

 

- How to gain the edge over the competition by using presentation strategies based on the expectations of different personality types

 

- How to train your staff to service by profile for greater customer service and long-term retention

 

- Finally, your own personality type will be identified to better understand your own expectations and how to use that to your advantage