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Talking about referrals: High Risk Weight Codes (101, 103.1, 111, 113, 115)

Talking about referrals: High Risk Weight Codes (101, 103.1, 111, 113, 115). What Codes?. How should I address the code with the client when referring to the RD?. Unless they do first. Principals of Influence improve our referrals. The Approach…. “I’d like you to meet Cindy.”

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Talking about referrals: High Risk Weight Codes (101, 103.1, 111, 113, 115)

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  1. Talking about referrals:High Risk Weight Codes (101, 103.1, 111, 113, 115)

  2. What Codes?

  3. How should I address the code with the client when referring to the RD? Unless they do first.

  4. Principals of Influence improve our referrals

  5. The Approach… • “I’d like you to meet Cindy.” • “She’s an expert, and she’d love to answer your questions.” • “Her availability is limited, but she has openings next month. What works for you?”

  6. Principles of Influence • “She’s an expert…” • Principle of Authority: people respect authority and want to follow the lead of real experts. • “Her availability is limited…” • Principle of Scarcity: the less there is of something, the more valuable it is.

  7. The Approach… • “I’d like you to meet Steve next month.” • “He’s great. Other families like yours say they enjoy talking with him about their child’s growth.” • “How does that sound to you?”

  8. The Approach… • “Other families like yours say …” • Principle of Social Proof: People tend to look to those around them to guide their decisions and actions. • “How does that sound to you?” • Open questions to seek understanding give control to the client.

  9. That’s All?!?Shouldn’t I tell them more? • Participants know they’re coming back for a follow up. • High Risk Client vs. Non-High Risk: What’s the difference?

  10. That’s All?!?Shouldn’t I tell them more? • When clients are concerned about weight. • High Risk Client vs. Non-High Risk: What’s the difference?

  11. That’s All?!?Shouldn’t I tell them more? • When clients are NOT concerned about weight. • High Risk Client vs. Non-High Risk: What’s the difference?

  12. But still…Shouldn’t I tell them more?!? • No. Just offer them an appointment. • It’s no biggie.

  13. Remind me again… Why do we offer appointments with the RD? • High risk clients = more vulnerable to health problems • RDs offer more high risk expertise

  14. What if the client doesask about weight?

  15. Risk Code 111 / 133 Client led Example Client: “I can’t wait to lose this baby weight!” NES: “I’d love for you to meet with our dietitian, Victoria, next month. She has lots of experience and great tips. Would that work for you?”

  16. Risk Code 113 / 115 Client Led Example Client: “I’ve been reducing his portion sizes for weeks, but it’s not helping.” NES: “I understand your frustration. Fortunately, our dietitian, Brianna, is available next month. She really enjoys helping children like your son. What do you think?” People are more likely to respond to people who like them.

  17. What if a client seems confused??? “We like to give people a chance to meet experts who enjoy discussing their concerns.”

  18. What if a client doesn’t seem to care??? “Our dietitian knows lots of tips for staying healthy. She’ll be here when you come back. Will that work for you?” People feel respected when you give them control. Make it easy to say yes.

  19. Giving more information can backfire • People don’t want to feel they’re being treated differently or singled out • Parents don’t want to feel they’re being judged

  20. Win! Win! Us. Them. We schedule an appointment that works for them.They talk to a professional who cares.

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