Типичные ошибки администраторов клиники и как их исправить

Обидно, правда? Вы тратите бюджет на рекламу, покупаете дорогое оборудование, приглашаете в клинику известных врачей, а администратор своими действиями берет и… отпугивает пациентов, которых вы с таким трудом привлекли. Разработчики медицинской информационной системы ArchiMed+ рассказали, как администраторы теряют пациентов и что с этим делать.

Ошибка 1. Неотвеченные звонки, необработанные заявки

Знакомая картина: разгар рабочего дня, все администраторы заняты с пациентами, телефон звонит, звонит… и умолкает. Если на том конце провода был человек, который ранее не лечился у вас — просто выбирал клинику, обзванивая несколько вариантов. Будьте уверены: он к ним и уйдет.

Понятно, что в многопрофильной клинике, где телефон звонит каждую минуту, такое случается часто. Но это не оправдание. То же самое касается заявок — сообщений в мессенджерах, лид-формах на сайте, вопросов в чате, онлайн-записи.

Каждый звонок, каждое обращение — это лид, или потенциальный клиент. Даже если он не запишется на прием в этот раз — вы получите его контакт и сможете с ним работать: сообщать о скидках, рассылать выгодные предложения.

Что делать:

  • Отследить, насколько загружены ваши администраторы, и при необходимости нанять еще одного сотрудника.
  • Если у вас крупная клиника, создать кол-центр, разгрузив тем самым работников ресепшен.
  • Прописать четкий алгоритм работы с заявками.
  • Установить CRM-систему, в которую будут стекаться все входящие обращения. В современных МИС есть встроенная CRM-система — она просто не позволит забыть о звонке или заявке и напомнит администратору ответить на обращение.

Ошибка 2. Незаинтересованность в прибыли клиники

Сидит девочка-администратор на окладе, принимает входящие звонки, и ей абсолютно все равно, сможет ли она превратить холодный лид в пациента, придет ли он в клинику или нет. Поговорила, назвала цену, положила трубку — и ладно.

Вместо этого она могла бы сделать следующее:

  • Спросить, как зовут звонящего. Звук своего имени — услада для каждого человека и +10 очков к первому впечатлению о клинике.
  • Выявить потребности пациента. Для этого лучше задавать открытые вопросы, которые не предполагают ответа «да» или «нет». Например, «К какому врачу вы хотели бы записаться?», «В какой день вам удобно?» и т.д.
  • Подробно ответить на все вопросы пациента.
  • Предложить альтернативы — например, если врач занят, нужного оборудования нет и т.д.
  • Предложить дополнительные услуги.
  • Рассказать об акциях и скидках.
  • Внести телефон пациента в базу.

Что делать:

  • Разработать скрипты разговоров на каждый случай: когда пациент звонит в первый раз, повторно, когда просит перенести прием, когда администратор сам обзванивает пациентов по базе и т.д.
  • Контролировать, соблюдают ли администраторы правила.
  • В современных МИС можно проверить эффективность каждого сотрудника. Отчеты показывают, сколько звонков поступило и сколько в итоге было записано на прием.
  • Ввести систему премий за самое большое количество звонков, которые привели к записи на прием.

Ошибка 3. Неподобающий внешний вид

Представим, что все прошло успешно и пациент записался на прием. Он благополучно добрался до клиники, зашел в дверь — и кого же он видит? Администратора, который является лицом клиники. Если это лицо ведет себя неуместно и выглядит неподобающе, первое впечатление о клинике составится за секунду. Ведь встречают, как известно, по одежке.

Что делать: ввести дресс-код и прописать требования к внешнему виду в должностной инструкции администратора. Продумайте все: форму одежды, наличие бейджа, макияж, маникюр и прическу, татуировки и пирсинг на видных местах, даже запах духов.

Возможно, такие меры покажутся кому-то драконовским, но вы вправе установить в своей клинике свои порядки. В конце концов, если от этого зависит отношение пациентов и прибыль компании — значит, это оправданно.

Ошибка 4. Невнимательное отношение к пациентам

Администратор — это связующее звено, мостик между пациентом и врачом. Многим важно задать ему насущные вопросы: спросить, хороший ли врач (при первичном приеме), идут ли к нему люди, как оценивают его работу. А уж если прием задерживается — узнать, почему так долго, сколько еще ждать и т.д.

Администратор должен быть готов к тому, что с пациентами надо говорить. И говорить доброжелательно, учитывая, что люди могут нервничать, переживать. Но мы часто видим в лучшем случае сухое равнодушное общение («Ожидайте, вас позовут»), а в худшем — классическое «Вас много, а я одна!».

И совсем недопустимо, если девушки за стойкой говорят о личных делах, обсуждают начальство и пациентов. При этом они могут быть вежливыми и внимательными — но осадочек у пациентов останется. Автор этой статьи никогда не забудет, как в одной клинике администратор разговаривала с человеком, у которого явно были ментальные нарушения. О, каким красноречивым взглядом она обменялась потом с напарницей! Не сказала ни слова — но этот осуждающий взгляд я помню до сих пор.

Пойдет ли пациент в следующий раз в клинику, где безразлично к нему отнеслись? Тем более люди сейчас привыкли к доброжелательному общению. Если будет выбор — они обратятся в медцентр, где обласкают со всех сторон.

Что делать:

  • Проводить работу с персоналом, обучать их основам клиентского сервиса.
  • Написать список вопросов, которые администратор будет задавать человеку в ожидании. Например, «Как ваше самочувствие?», «Хорошо ли вы добрались?», «Откуда узнали о нашей клинике?».
  • Контролировать общение с пациентами: лично прослушивать звонки и отмечать негативные моменты.
  • Увольнять тех, кто отпугивает пациентов, и набирать новых, клиентоориентированных.
  • Мотивировать администраторов деньгами: например, пусть пациенты выберут лучшего администратора — он и получит премию в конце месяца.

Ошибка 5. Некомпетентность

Самая простая и самая обидная ошибка: администраторы плохо выполняют свою работу. Не знают, какие услуги оказывает клиника, какие врачи и когда работают, не могут ответить, чем УЗИ молочной железы отличается от маммографии, неспособны заполнить договор без ошибок и много чего еще. То ли не хотят разбираться в тонкостях работы клиники, то ли неспособны к этому. А страдает репутация компании.

Что делать:

  • По возможности нанимать людей с медицинским образованием. Если не получается — хотя бы устанавливать испытательный срок, в течение которого станет ясно, пригоден ли сотрудник к этой работе.
  • Максимально автоматизировать работу администратора, чтобы избежать ошибок человеческого фактора.
  • Регулярно проводить обучения сотрудников.

Ошибка 6. Издержки человеческого фактора

Если администратор сильно загружен, то будь он хоть суперпрофи — человеческий фактор никто не отменял. Когда нужно одновременно ответить на звонок одного пациента, перезаписать на прием другого, найти и выдать карту третьему, принять оплату и выдать чек четвертому — неудивительно все перепутать и вызвать у пациентов раздражение.

Если в клинике нет четких бизнес-процессов и действия администратора не регламентируются — это вносит еще больший хаос. Сотрудник знает, что если забудешь перезвонить — никто не проверит и не накажет. Потеряешь карту — придумаешь что-нибудь и выйдешь сухой из воды.

Что делать:

  • Уменьшить нагрузку на администраторов. Уставший человек и работает непродуктивно, и выгорает быстрее.
  • Автоматизировать бизнес-процессы клиники, разработать единые стандарты работы. Проще всего это сделать с помощью медицинской информационной системы, в которой они уже заложены. Администратор входит в программу и видит порядок действий: например, при записи на прием нужно узнать данные пациента, потом выбрать дату и время приема, фамилию врача. Он физически не сможет упустить ни один пункт: система просто не позволит отклониться от алгоритма.
  • Внести все данные клиники, которые можно оцифровать, в МИС. Это и карты пациентов, и истории болезней, и расписание работы врачей, и формы печати документов. Если все данные будут в электронном виде — их невозможно будет потерять.

расписание работы врачей.png

Покажите эту статью вашим администраторам, примените наши советы и увеличивайте прибыль клиники! А если остались вопросы, задайте их в паблике МИС ArchiMed+. У нас регулярно выходят новые статьи для руководителей и маркетологов клиник.

Бесплатно скачивайте книги НаПоправку:

 Записать больше пациентов в сезон

Записать больше пациентов в сезон

Каналы трафика, о которых забывают клиники.

 Записать больше пациентов на сайте

Записать больше пациентов на сайте

Чек-лист сайтов и посадочных страниц.

 Маркетинг клиники на жителей района

Маркетинг клиники на жителей района

Как сделать клинику самой узнаваемой в районе.

Приветствую! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите мне на k.magomedshafieva@napopravku.ru

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