COMPASSIONATE CONNECTION PHONE SCRIPT

INTRO:

Hi there, may I speak with _________ [MEDICAL DIRECTOR, NURSE MANAGER, DIRECTOR OF REHABILITATION, DIRECTOR OF ______]

It’s important to get the decision-maker on the phone in real-time. Leaving a message is a last resort. We recommend asking the receptionist questions to pinpoint the best time for calling.

For instance:
“Ok no problem. When will ________ be back from lunch?”
“Ok no problem. When will ________ be back from the meeting?”

“Got it. Will they be in tomorrow then? (pause…) What time?”
“I see. Perhaps I should set up a phone appointment with _____. May I schedule a phone appointment with _____ through you?”

Once you get the decision-maker on the phone, then say:

TEMPLATE:

Hi _________, I’m delighted to catch you. I wanted to make a connection because I’m a board-certified music therapist, and I so appreciate what you do at _________HOSPITAL. I noticed what stands out about __________HOSPITAL is ___________, and my personal mission (OR MY COMPANY’S MISSION) matches so well with _____________YOUR HOSPITAL. Here’s how: _______________. I just had to make the connection and give you a call.

My specialty is _______________. I (OR WE) use evidence-based research to back up the way I practice in serving patients. I (OR WE) use ___________________________INTERVENTIONS to help patients achieve _________________GOALS. I would be honored to set up a meeting to discuss with you further.

(pause…)

(If they say YES, then respond right away with…) Great. Let’s meet in person, with the end goal of setting up an in-service for your staff prior to service provision. Does that sound ok?

(pause…)

Great. At our meeting, I’ll bring in a proposal that outlines evidence-based research, Phase I and Phase II of implementation, in addition to our rates. The proposal also mentions that our services are covered by liability insurance.

Once we discuss what the needs of your patients are, and how music therapy can be seamlessly integrated with your current patient services, then we’ll be able to draw up an agreement and complete the paperwork. Funding for programs like mine usually come out of your operating budget OR the hospital foundation. Could we meet next week to discuss possibilities?

(pause…)

Great. And what’s your email address so I can confirm our appointment? (pause…)

Do you have any questions before I meet with you again? (pause…)

END

If they say NO, then do not hang up or give up! Say this instead:

Thanks for your consideration. Is there some other way I might be able to collaborate or support your unit using _____________SERVICE?

Is there potential for collaborating with your unit in writing a grant that includes my services?

Do you know other _________medical directors in other facilities who might be interested in receiving support through ______________SERVICE?

Are there any special one-time speaking opportunities available within your organization? We also can collaborate in providing continuing education for healthcare professionals. (IN THIS CASE, THE HOSPITAL OFFERS THE CEUS, YOU ARE SIMPLY THE PAID GUEST SPEAKER.)

(Last resort) May I drop off brochures at your hospital, to inform the people you support about my services?

REAL EXAMPLE

Hi Paula, I’m delighted to catch you. I wanted to make a connection because I’m a board certified music therapist in the area, and I so appreciate what you at the XYZ Community Hospital. I noticed what stands out about XYZ is the mention of well being, professionalism, and highest quality of care in your values statement. That aligns so well with my own personal mission of caring for others. I just had to make the connection and give you a call.

My specialty is music therapy. We use evidence-based research to back up the way we practice. We use rhythm experiences, and active music making to help patients achieve rehabilitative goals, as well as offer motivation, making it seem to the patient, like rehab can be enjoyable. I would be honored to meet in person to discuss with you further.

(pause…)

(If they say YES, then respond right away with…) Great. Let’s meet in person, with the end goal of setting up an in-service for your staff prior to service provision.

Great. At our meeting, I’ll bring in a proposal that outlines evidence-based research, and Phase I and Phase II of implementation, in addition to our rates. The proposal also mentions that our services are covered with liability insurance. Does that sound ok?

(pause…)

Once we discuss what the needs of your patients are, and how music therapy can be seamlessly integrated with your current patient services, then we’ll be able to draw up an agreement and complete the paperwork. Funding for programs like mine usually come out of your operating budget OR the hospital foundation. Could we meet next week to discuss possibilities?

(pause…)

Great. And what’s your email address so I can confirm our appointment? (pause…)

Do you have any questions before I meet with you again? (pause…)

END