A medical doctor and client of mine, one of the leading proponents of PRP Platelet Rich Plasma therapy in the world, was getting reading for a BIG talk last week. He asked for tips, with his audience being:

“Twenty doctors will be there

I want to create the impression that they can trust us to look after their patients”

Here are some questions and tips I shared with him:

What dialogue is most commonly repeating in these 20 doctor’s minds for them to trust you to look over their patients? Speak to their questions you can also voice for them, such as by saying, “One of the questions that doctors often ask is…”

I suggest you follow my P.E.A. formula presenting:
1) one POINT at a time, such as PRP has been getting especially excellent results with X (you name it) condition
2) followed by a real life EXAMPLE as to how you worked with a particular patient with that condition with outstanding results. Ideally, you will share any examples appealing to as many of the senses as possible (especially seeing, hearing, feeling, smelling, touching), to maximise engagement with the different listening styles of your audience members.
3) and complete the P.E.A. cycle of communication by making the APPLICATION (the ‘WIIFM”, or “What’s In It For Me’ from the audience members’ points-of-view, in other words, “how does this apply to each of, or a large majority of the 20 doctors present? You can even say, following your giving the P & the A, something so simple and direct as: “How does this apply to you?” Whether or not they answer, you’ve got them thinking and participating by asking such interactive, participatory questions as that one.

Then specify, something like: “For those of you that keep seeing the same patients coming back who have had initial improvement from cortisone injections up to 6 months, statistics have shown that with PRP (Plat, improvement continues and surpasses the results from cortisone from 6 mos and longer… the effect of cortisone is higher at first, yet we have found drops down significantly for longer, and longer-lasting treatments..PRP improvements stand out over time

Then move on to a different POINT.

Ideally, the 3-5 POINTS you make in your presentation, backed by one EXAMPLE & APPLICATION for each point, will cover a large range of the best PRINCIPLES & case study EXAMPLES you can envision to assist the 20 doctors present to trust you to look after their patients THE MOST.

Does this make sense to you?

You can also leave a short Q & A (Question & Answer) period at the end to have either the doctors or yourself ask questions about specific conditions that you’ve been able to look after with outstanding results. And you can even stage questions yourself to be more engaging and interactive, such as: “One of the questions that doctors often ask me about looking after their patients is…[then ask the question as though you were one of the doctors present, and answer as yourself or someone else on your team that also gets exemplary results]

Let me know how this PEA tip is helpful to you in maximising your credibility so these doctors trust you (by proven examples) to look after their patients.

Looking forward to seeing a copy of this presentation, to give you further feedback, guidance and support ~ and wishing you that it goes even better than planned.

Enjoy your travels,

Dr Gary

PS For more information on the P.E.A. cycle of communication, visit shop.mypresentationdoctor.com My interactive workbook on “Mastering Authenticity & Audience Rapport” includes more information on how to use this formula in conjunction with the “Speech Cycle template’ for organising your content for your upcoming speech.