The Doctor Approach for Businesses and Marketers

Imagine this: you’re rushing down a busy city street, juggling your bag, phone, and a mental to-do list. A man shoves a flyer into your hand—10% off at a new restaurant. You glance at it for half a second before tossing it into the nearest bin. You don’t know the place, you’re not hungry, and honestly, you don’t care.

Now, picture this: You’re still on that street, but this time your stomach growls. You’re visibly scanning the area, hoping to find a decent spot to eat. Someone notices and approaches. “Hey, are you hungry?” they ask. You nod, half-surprised they even noticed. “What’s your favorite type of food?” they follow up. After you answer, they say, “You’ve gotta try this place—they’ve got a special going. Here, have a free sample.”

The first approach? Noise in the chaos of your day. The second? Relief wrapped in understanding.

Here’s the kicker: Most businesses are still out there handing out flyers. They’re pitching solutions before understanding the problem, throwing out offers before diagnosing the need. And in marketing, that’s malpractice.

Stop Guessing, Start Diagnosing

The quote says it all: “Prescription without diagnosis is malpractice.” Think about it: would you trust a doctor who scribbled a prescription after a glance, without asking where it hurts or how long it’s been bothering you? Hell no. You’d walk out.

Yet service providers and marketers do this every day. They blast generic solutions, desperate to close, never pausing to ask, What does this client actually need?

And that’s why prospects put up walls. They don’t feel heard—they feel sold to. It’s a survival reflex, the same one you have when a telemarketer calls, or a stranger knocks on your door talking about “exciting opportunities.”

The Path to Better Marketing Starts with a Simple Question

Let’s go back to our street scenario. What made the second approach work?

1. They noticed you. A hungry look, a wandering gaze—signs that told them, this person needs something.

   
   

2. They asked about you. Favorite food? Preferences? They didn’t assume.

   
   

3. They matched their solution to your need. The recommendation wasn’t random; it was tailored.

   
   

Marketing works the same way. Before offering a service, take the time to understand the client’s pain points, desires, and goals. Make it about them, not you.

How to Apply the Doctor’s Approach

Here’s how to start diagnosing before prescribing:

1. Ask the Right Questions:

   
   

   • What’s their biggest challenge right now?

     
     

   • What have they tried before, and why didn’t it work?

     
     

   • What does success look like for them?

     
     

   These questions aren’t fluff—they’re the foundation of trust.

   
   

2. Listen More Than You Speak: You’re not just gathering data; you’re making them feel seen and heard. That emotional connection? Priceless.

   
   

3. Tailor Your Solution: Don’t pitch the same service to every client. Instead, present how your solution directly addresses their unique situation.

   
   

The Payoff of Doing It Right

Clients who feel understood don’t just buy—they trust. They come back. They refer you to others. And isn’t that the goal?

So, before you rush into your next sales call or ad campaign, stop. Channel your inner doctor. Diagnose first, prescribe second.

Because if you’re still out there handing out flyers, you’re leaving the real wins on the table.

Ready to swap noise for impact? Start asking better questions today.