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  • Using Einstein’s Method To Evaluate Your New Patient Campaigns

    Using Einstein’s Method To Evaluate Your New Patient Campaigns

    When asked, “Is your marketing working for you?” the most common response from practice owners is a sheepish, “I’m not sure.” Who can blame them for being uncertain when there are so many factors and potential confusion about how to evaluate a new patient marketing program?

    Here is a simple framework that has been used to estimate the success of thousands of new patient marketing programs in order to determine if they are being financially successful for the practice owner.

    This evaluation framework is called the “Einstein Method” because it involves modeling the campaign as a thought experiment. This is much the same way that Albert Einstein could sit in his office and tease out the secrets of the universe.

    If it was good enough for him then it should be good enough to help us with our new patient marketing!

    Start by determining the average case value for a patient in the first 90 days or on the first visit. Next, calculate the cost per lead and the number of leads generated per advertising spend. Estimate the percentage of leads that will become patients.

    For example, if the average case value is $2,500, and $50 per day generates 30 appointment requests with a 30% conversion rate, that would result in nine new patients worth $22,500 in gross revenue.

    The monthly ad spend would be $1,500. If you pay a marketing company an additional $2,500, the total investment would be $4000.

    The monthly ROI (excluding operational costs) would be $19,000.

    Adjust the numbers to estimate low, medium, and high scenarios.

    Then run all of your new patient marketing campaigns through the same process.

    If after this evaluation a campaign is profitable, continue running it. If it’s not then modify or cancel it.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • Facebook VS. Instagram: Which is Best For Getting New Patients?

    Facebook VS. Instagram: Which is Best For Getting New Patients?

    Facebook and Instagram, although both platforms are owned by the same company and have an integrated ad system, they function very differently when it comes to new patient acquisition.

    Both platforms have sizeable user bases and allow a practice owner to target just the people who are most likely to become new patients.

    Just because Instagram has a younger average demographic doesn’t change the fact that you can target only the older people who are using it.

    Comparing the two, Facebook is more effective at providing a consistent flow of new patient requests, reaching a larger audience, and maintaining that flow over time. It is the workhorse of a successful new patient campaign.

    On the other hand, Instagram tends to have a lower volume of new patient requests and is generally more expensive per patient.

    However, Instagram users are more likely to show up for appointments and accept care, with less effort required for scheduling and follow-up.

    The reason behind this difference could be the nature of the platforms themselves. Instagram focuses on visuals and actions, with users sharing their activities and experiences, while Facebook leans more towards sharing thoughts, opinions, and personal updates.

    So, should you abandon Facebook advertising and focus solely on Instagram?

    The answer is no.

    The best approach is to find a balance between the two platforms, maximizing Instagram’s potential and supplementing it with Facebook advertising.

    A crucial tip for running ads on both platforms is not to use the integrated “cross-post” button in Facebook’s ad manager. Instead, create separate campaigns tailored to each platform’s unique format and requirements. For example, Instagram ads do not have headlines so they have to be written differently.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.

    Find out more at:

    TheCustomerFactory.com

  • The Secret “80/20 Rule” For New Patient Facebook Ads

    The Secret “80/20 Rule” For New Patient Facebook Ads

    Your new patient ads may have the right offer, the right images, the right headline, and even the right ad copy and still fail all because you’re not aware of this one simple rule that professional marketing companies and top practice owners all know and follow.

    Long ago the simplest and only way to geo-target a new patient ad was by drawing a radius bubble around the practice. Typically 10 or 20 miles.

    While seemingly intuitive, this strategy was terribly wasteful owing to the reality that traffic patterns and city layouts don’t adhere to perfect circles. So typically an advertiser using the “bubble method” would be wasting a very significant portion of their ad budget on people who are not likely to respond. And wasted money is lost money.

    Along with this were the all-too-common errors of being either overly aggressive (targeting too wide an area) or not aggressive enough (too small an area) and missing out on easy-to-get patients.

    The solution to perfect geo-targeting is simple, easy to do, and practically foolproof. You don’t even need a map!

    A practice owner needs only to pull a list of their last 100 new patients and sort them by zip code. Discover where 80% of the new patients are coming from and then target only those zip codes with your new patient Facebook ads.

    Taking this data-driven approach gets rid of any bias or guesswork on the part of the practice owner or marketer. It makes your geo-targeting 100% perfect, 100% of the time and you can be sure that your ad budget is being spent where it is most likely the best bang for the buck.

    Later on, when you’re looking for ways to expand your marketing you can test running ads in the 20% areas and see if they are viable.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • 10X Your New Patient Referrals With These Insider Tips

    10X Your New Patient Referrals With These Insider Tips

    Every successful patient has the potential to generate multiple referrals. Unfortunately, most practices only generate 10% of their potential referrals.

    Here’s how the top practices make millions by consistently getting their happy patients to enthusiastically send their family and friends.

    The most important thing to know about generating more referrals is:

    1. The more you ask, the more referrals you receive. Make asking for referrals a routine part of your office interactions. Train your staff to request referrals in a natural and comfortable manner. The frequency of asking for referrals matters more than the exact phrasing. Odds are you are not asking nearly often enough.
    1. Automate the referral process: Integrate the referral process into your office’s daily operations. One fantastic way is to have an automatic text and email sequence that goes out when a patient is marked as happy in your database. Simply prompting them for a referral at the right time is half the battle.
    1. Promote new patient successes: Sharing success stories of your patients can stimulate referrals. Utilize mailing lists, social media, or even display posters in your office showcasing successful patient outcomes. By highlighting how your practice has helped patients overcome their challenges, you encourage others to think of friends or family members who might also benefit from your services.

    Remember, the key to generating more referrals lies in consistently asking for them, automating the referral process, and promoting your practice’s success stories. Following these basic strategies will help you attract more referrals and grow your patient base without relying only on costly advertising.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • Why Your New Patient Ads Cost More Than Everyone Else’s

    Why Your New Patient Ads Cost More Than Everyone Else’s

    Yes, the cost of Facebook ads has risen over time, however, if your ad costs have jumped up significantly, or the same budget is not getting nearly the same results it used to, then you have probably hit a Facebook landmine.

    Nearly always the damage is self-inflicted either by the practice owner or their marketer.

    The number one trigger is trying to trick Facebook’s algorithms into bending or breaking their rules. This can result in severe consequences for your marketing efforts. For instance, some practices try to advertise prohibited services by not mentioning them directly in the ad or using alternate words and spellings.

    However, Facebook’s AI also checks your website and landing pages and is not easily fooled. If they catch a whiff of deception that can be all it takes to receive an account suspension or even a personal ban from ever-running ads.

    Facebook’s punishment mechanisms have evolved over time. Initially, they would simply ban ads that didn’t comply with their guidelines. However, they now allow some non-compliant ads to run but significantly increase their costs. This way, they still generate revenue while penalizing those who try to game the system.

    Instead of attempting to outsmart Facebook, work with the platform and follow its guidelines. Facebook’s suggestions are usually accurate and can help improve ad performance. Recognize that Facebook has a vested interest in your advertising success.

    Trying to trick Facebook is like declaring war on your biggest ally and becoming their enemy. By working in partnership with Facebook and abiding by their rules, you’re more likely to achieve marketing success.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • Why Practice Owners Regret Using a 3rd Party Scheduling Service

    Why Practice Owners Regret Using a 3rd Party Scheduling Service

    Outsourcing appointment scheduling to third-party services may initially appear as a convenient and cost-effective solution. However, numerous practice owners have come to regret this decision due to the negative impact on their reputation and patient relationships.

    The most significant issue with third-party schedulers is the potential for misrepresentation of your practice. As the first point of contact, these interactions are crucial in shaping a potential patient’s impression of your practice. Often 3rd party schedulers’ unfamiliarity with your practice’s culture, location, and demographic may lead to misunderstandings, awkward interactions, and an inauthentic experience for your patients.

    For example, 3rd party schedulers don’t know simple details a local would know. “Are you next to the Chic-Fil-A?” is a question that would leave them stumped.

    Patients may perceive these shortcomings as indicators of poor service or unprofessionalism, harming your practice’s reputation before the patient even walks through the door.

    By contrast, investing in your own in-house scheduling staff allows you to maintain control over your practice’s representation and ensure a high standard of service. Properly trained in-house staff will be familiar with your practice’s culture, location, and demographic, providing an authentic and seamless experience for your patients.

    Factually, your own staff will always be more successful at starting that relationship with a new patient.

    Practice owners should focus on hiring and training their own in-house scheduling staff to guarantee an authentic, professional, and consistent patient experience. This strategy not only protects your practice’s reputation but also sets the stage for long-term success and growth.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.

    Find out more at:

    TheCustomerFactory.com

  • 10 Proven Marketing Tactics to Bring Back Patients

    10 Proven Marketing Tactics to Bring Back Patients

    Leverage Technology to Improve Patient Experience

    Technology has revolutionized nearly every industry, and healthcare is no exception. As a medical practice, leveraging technology strategically can dramatically improve patient satisfaction and retention rates by enhancing the overall experience patients have with your practice. Here are some of the top ways to use technology in successful practices to improve their patient retention rates, patient satisfaction and keep patients coming back:

    Offer Online Booking and Telemedicine

    One of the most significant barriers to retaining patients is the inconvenience of booking appointments. You can eliminate this friction point by offering online booking that allows patients to schedule appointments 24/7 from their computer or mobile device. Platforms like Zocdoc make it easy to enable this capability on your website.

    Expanding into telemedicine using software like Doxy or Teladoc is another way to improve communication, convenience and access for your patients. This gives them the flexibility to consult with providers virtually for minor conditions or follow-ups.

    Automate Appointment Reminders

    A major reason patients miss appointments and fail to follow up is simply forgetting. You can eliminate this issue by leveraging automated reminders via text message first call or email. Platforms like Solutionreach allow you to set up customized reminder sequences.

    Create a User-Friendly Patient Portal

    A full patient engagement portal serves as an easily accessible online hub that gives patients instant access to their health records, lab reports, care plans, and billing statements. Portals like FollowMyHealth also allow two-way messaging with your staff. This convenience and transparency helps patients feel engaged and informed about their care.

    In summary, technology gives patients more flexibility and control when interacting with your practice. Meet them where they are, and you’ll be rewarded with success and higher patient retention strategies and rates. Just be sure to invest in solutions that comply with HIPAA regulations to protect patient privacy.For more information on leveraging technology in healthcare, you can refer to the U.S. Department of Health and Human Services website.

    It’s crucial that any digital platforms or tools you use to engage patients meet HIPAA compliance standards. This in-depth guide covers best practices for remarketing to healthcare consumers while maintaining privacy.

    Create Loyalty and Referral Programs

    Loyalty and referral programs are a tried and tested way to boost patient retention by rewarding existing patients for their continued business and referrals. Here are some tips for creating patient retention programs that keep current patients coming back:

    Offer Rewards and Incentives

    The key to a successful loyalty program is providing enough value to motivate patients to keep using your services. Some popular rewards include:

    • Discounts on services after a certain number of visits
    • Free exams or consultations
    • Entry into prize drawings after referrals
    • Points systems that can be redeemed for gifts or credits

    Cash-based incentives can also be effective. For example, you can try to offer patients $25 when they refer a friend who books an appointment.

    Promote the Program

    Make sure patients are aware of your loyalty program by promoting it prominently on your website, social media, emails, brochures, and in your office.

    Have front desk staff explain the details during check-in. You can also mail loyalty cards and referral cards as payment options as reminders.

    Think Beyond the Individual

    Consider extending rewards to family groups and couples to capture more referrals. For example, a chiropractor could offer a free adjustment for referring spouses. A dentist could give $50 off for kids referred in families.

    Loyalty and referral programs demonstrate that you value your patients. The small investment pays dividends by improving patient, retaining existing patients’ patient retention, rate and turning your patients into brand ambassadors who drive growth through organic word-of-mouth marketing.

    Optimize Website for User Experience

    Your website is often the first touchpoint between your practice and prospective patients. An outdated or poorly designed site can negatively impact user experience and cause patients to look elsewhere. Follow these best practices to create a site that converts:

    Prioritize Speed

    Site speed is a ranking factor for Google and directly impacts conversions. Slow load times lead to high bounce rates. Use a tool like Pingdom or WebPageTest to measure your site’s speed and optimize images and code until you reach a load time under 3 seconds.

    Ensure Mobile Responsiveness

    If your site isn’t responsive, patients will quickly become frustrated. Audit your site on services like Google Mobile-Friendly Test to identify and fix issues.

    Include Educational Content

    Blog posts negative reviews, videos, and other content help establish your practice as an authority. This content also ranks well in search engines when optimized with relevant keywords. Dedicate resources to regularly create SEO-friendly content.

    Use Clear Calls-to-Action

    Calls-to-action guide visitors to desired actions like booking appointments or contacting your office. Place visible, clickable buttons above the fold on key pages. Drive traffic to your contact form or online booking with compelling language like “Book Now” or “Schedule an Appointment.”

    Continuously refining your website for speed, mobile optimization, and user experience will pay dividends in the form of lower bounce rates, increased traffic, and more conversions from visitors to patients.

    Produce Engaging Content and Video

    Content marketing strategy is a key marketing strategy used for attracting new patients, nurturing leads, and staying top of mind with existing patients. Here are some of the most effective types of content marketing strategy initiatives for medical practices:

    Educational Articles and Posts

    Blog articles, social media posts, and newsletter content focused on common health questions help establish your practice as an invaluable resource. For example, a physical therapist could post exercise tips for back pain.

    FAQs and Quizzes

    FAQ pages address common patient questions and concerns head-on. You can also create engaging quizzes like “Do I Have Arthritis?” This interactive content keeps patients engaged.

    Infographics

    Visual content can convey vital information about health information concisely. Infographics with stats on topics like heart disease risk factors capture attention and help with sharing on social media.

    Promotional Videos

    Short videos give you a dynamic way to highlight your services and expertise. Post patient satisfaction testimonial videos and clinic tours to build trust and familiarity.

    Aim to publish new blog and social media content consistently, at least 1-2 times per week. Repurpose content across your professional website, email newsletters, and all social channels.

    Adding rich media like videos boosts engagement metrics. Take advantage of free software like Biteable and Canva to create polished videos and graphics without special skills.

    Monitor and Leverage Patient Reviews

    Positive online reviews are social proof that you provide a great patient experience. Proactively monitoring patient interaction and managing your reputation online is crucial for improving patient retention and strategies and attracting new patients.

    Ask for Reviews

    Don’t be afraid to ask satisfied patients to leave reviews on Google, Facebook, and other platforms. The easiest time is right after an appointment when positive impression of the customer experience still is fresh.

    Respond to Negative Feedback

    No practice is perfect. If you receive a negative review, respond professionally with an apology and offer to address their concerns. This shows you care.While positive reviews can attract patients, negative feedback left unaddressed can be very detrimental. So this guide provides tips on avoiding common marketing mistakes that may inadvertently create bad experiences that lead to negative reviews.

    Share the Love

    Repost positive testimonials from customers both on your business website and social media. You can also use an endorsement widget to showcase reviews from repeat customers, right on your site.

    Claim Review Listings

    Actively claim and update your practice’s listings on review sites like Yelp and Healthgrades. This gives you more control over your profile.

    Stay Top-of-Mind with Email and Social Media

    When patients have a positive experience with your practice, you want to nurture that relationship over time to earn their repeat business and referrals. Email newsletters, phone calls and social media are perfect channels for marketing plan staying top of mind.

    Send Regular Email Newsletters

    Newsletters allow you to provide value through health tips and practice updates. Segment your list by patient types and send content tailored to their various healthcare needs, 1-2 times per month.

    Run Contests and Giveaways

    Everyone loves a chance to win a prize! Occasional contests and giveaways spike open rates. “Refer a friend for a chance to win a $100 Amazon gift card” is one example.

    Be Active on Social Media

    Post regularly on your practice’s Facebook, Twitter, Instagram accounts. Share educational and inspirational content to nurture followers. Respond promptly to comments and messages.

    The goal of your outreach is simply to stay on patients’ radar, so the wait time, they remember to book their next appointment with you or recommend you to friends.

    Collaborate with Local Healthcare Influencers

    Partnering with other trusted healthcare businesses and professionals in the market research your area can expand your reach and credibility with your target audience of potential patients.

    Initiate Cross-Promotions

    Approach complementary businesses like pharmacies, gyms, or nutritionists about co-marketing campaigns. For example, a “Get Healthy” campaign could tie customers in services from different providers.

    Host Events Together

    Brainstorm relevant health events like a blood drive, race, or community workshop to co-host with other practices. This provides goodwill exposure and networking.

    Obtain Referrals

    Set up formal referral relationships with trusted providers when appropriate. They benefit from specialized care for their patients while you receive pre-qualified leads.

    Partnering strategically with other top healthcare providers and influencers establishes you as a well-connected expert in healthcare organization in your community. Patients perceive this as social proof of your reputation.

    Conclusion

    Attracting new patients requires a substantial marketing investment. But nurturing patient relationships with existing patients generating leads to further retention and improve patient retention efforts is equally important for medical practices.

    The tactics covered in this guide, from leveraging technology to further patient engagement to collaborating with local influencers, all contribute to the ultimate goal of providing an exceptional patient experience. Focus on conveying empathy most patients, building trust, and making their interactions with your practice as convenient and personalized as possible.

    Earning repeat business from loyal patients has a multiplying effect. They will refer friends and family if you exceed their expectations consistently. By combining patient retention strategies and marketing strategies with your ongoing lead generation efforts, your practice and retention marketing strategy helps and is sure to grow thriving patient relationships for your success over the long haul.

    If you are struggling to improve patient retention and increase repeat visits, The Customer Factory offers a free discovery call to assess your current marketing strategy. Our experts can provide objective guidance to help you optimize your approach and implement proven tactics to boost loyalty and referrals.

    FAQs

  • Discover The Power Of Reactivations & Skyrocket Your Practice

    Discover The Power Of Reactivations & Skyrocket Your Practice

    Reactivations are a popular concept, but many people struggle with how to approach them effectively.

    Reactivations refer to reconnecting with individuals who have previously been under your care, regardless of how long ago that may have been. It is crucial to compile a comprehensive list of these past clients. Reducing list size reduces your results.

    By maintaining a large list of past clients, you open up more opportunities for reactivation. Even if someone initially sought a service before, they could still be interested in your current offerings. When deciding on a method to reach out to these individuals, consider email, text, letters, or bulk mail.

    Personal communication is often the most impactful, but bulk communication can also be successful if well thought out. It is crucial to provide a reason for past clients to reconnect with your business, such as offering a promotion or special deal. Text messaging, bulk mail, and email campaigns can all be successful if executed correctly.

    One low-cost option for reactivations is a letter-writing campaign. This can involve having staff members write personalized letters to past clients. These letters do not need to be long but should be genuine and engaging.

    Whichever method you choose, consistency is key. Keep reactivations as an ongoing part of your practice, and make sure to track your progress. Additionally, document your reactivation procedures to make them easily accessible and teachable to your staff.

    In conclusion, reactivations are a powerful way to generate new business opportunities. By maintaining a large list of past clients and implementing a consistent reactivation strategy, you can create lasting success for your business.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • 15 Minutes To Freedom: How Written Procedures Can Revolutionize Your Practice

    15 Minutes To Freedom: How Written Procedures Can Revolutionize Your Practice

    Practice growth gurus preach that you need written procedures in order to grow. Here’s how you can do it almost effortlessly in 15 minutes a day.

    It is common business wisdom that the key to gaining freedom in your practice is transitioning from working IN your business to working ON it. This is done by establishing written procedures for every important function in the entire business.

    Written procedures eliminate the need for lengthy verbal explanations and repeated training sessions. It makes putting a new staff person on the job a breeze. Just hand them the procedures and let them study them while you go do other things.

    Even knowing this, most practice owners never create procedures because of the sheer amount of effort involved.

    However, there is a 15-minute-per-day method that you can learn.

    A. Locate on your phone any app that makes audio recordings. Get familiar with using it.

    B. Open a Google Docs folder online. You don’t have to use Google Docs, but it does need to be something browser-based.

    C. If you use Google Chrome install the “Voice In” extension – this is an excellent (and free) voice dictation app that lets you quickly voice dictate on your laptop.

    Whenever you find yourself explaining something to a staff person simply open up the audio recording app and record the instructions (procedures)that you are giving.

    Later at your desk, open the online “company policies” folder and create a new document about the topic. Click the Voice-In microphone on the top right of your browser bar. Playback the audio and it will appear as text in the document. Clean it up as needed, date it and you now have a written procedure!

    Now repeat!

    Want to know how to really expand your practice?

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com

  • A Proven Way to Get Quality New Patients Without Cheapening Your Practice

    A Proven Way to Get Quality New Patients Without Cheapening Your Practice

    Here is an alternative to deep discounting that successful practice owners use to attract new patients without cheapening their service.

    Discounting your services might seem like a good way to attract new patients, but it can actually cheapen your practice and attract the wrong clientele. Instead of offering deep discounts, focus on building value and differentiating your practice.

    In healthcare marketing research shows that new patients are motivated most by their pain or disability with costs being second.

    Attracting new patients with heavy discounts creates the “Groupon effect” where people show up for the deal but then won’t pay or stay for further services. Rather than competing with other providers, focus on two things:

    1. Building value in your services. To do this, create an offer that provides something of value to the patient, such as a consultation or a first visit.

    When promoting the offer, break down each of the details and emphasize how your service will specifically help the patient. For example, mention the medical history analysis, the type of x-ray used, the one-on-one consultation with a specialized doctor, even friendly staff, and complimentary coffee.

    2. Identify how you are different from other options. Avoid talking about yourself with cliches like “we love our patients” and “we treat people like family”. That may be true, but they are so overused as to be meaningless in marketing. Rather you might discuss how you have non-drug, non-surgical alternatives and 5-star ratings on Google, etc.

    By focusing on the value you provide and how you can help patients, you can appeal to those who are genuinely interested in your services, rather than just those who are looking for a bargain.

    Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

    To save time, many practitioners choose to partner with my agency, The Customer Factory.

    To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

    Find out more at:

    TheCustomerFactory.com