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Tag: Practice Growth

Anything relating to methods used to grow a practice.

Don’t Let Your Equipment Gather Dust – Learn How To Make It Profitable

Too often practice owners buy new equipment, such as a decompression table or laser only to see it gathering dust months later. Take the following steps to ensure you maximize the use and profitability of your new service.

Adding new services can help you sell more to existing patients, attract new patients, and increase revenue. Here’s how to successfully add and market a new service to your practice.

Keep it real

I once saw a regenerative medical office bring in an expensive machine designed to melt fat. Purely an aesthetic treatment. While it was initially profitable less than a year later they were getting rid of it because those patients and that service just did not fit with the vibe of their practice.

Train your staff

You spent days or perhaps months researching the new service and know it inside and out. Don’t make the mistake of thinking your staff have a clue. They may be nodding their heads, but they don’t really get it until you train them – and then train them some more. Not only do they have to understand how to provide it, they also have to be able to explain (without you around) the benefits of the new service to patients and how it fits into the practice’s mission and purpose.

Introduce Existing Patients to the New Service

You have an existing database of patients that you can leverage to introduce the new service. Send emails, texts, and/or postal mail campaigns to your patient database highlighting the benefits of the new service.

Keep talking about it

Don’t stop marketing your new service after the first few announcements. It takes longer than you think for most patients to realize what you’re offering and to take action.

The general rule is that you have to tell somebody about a new product 20 or more times before you have fully cut through the noise.

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

Find out more at:

TheCustomerFactory.com

May 17, 2023
Build A Bulletproof Future For Your Practice With Abundance

The only thing that never changes is the fact that things change. If your practice relies on just one or two sources for new patients you could wake up tomorrow and find yourself in big trouble.

Here is how you make sure you never run out of new patients no matter what’s happening.

The first thing to adopt is a strategy of Abundance.

Too often people aim at what they think they need. However, that leaves zero room for error and assumes everything goes as planned.

The strategy of abundance says if you need 20 new patients per month to thrive you should aim at building systems that generate 40 or even 60.

This means you have to diversify the sources where you get your new patients. Of course, this does not happen overnight so here are some steps you can take now to build towards that bulletproof future.

Work on your referral program. When it comes to referrals the most important thing is remembering to ask for referrals.

There are a lot of ways to go about it but that’s the bottom line ask more, get more. Determine how to ask for referrals, what your referral offer is, your referral contact strategy, and what to say to patients when asking for referrals.

Implement an ongoing patient reactivation campaign. Have a process in place to contact former patients and offer them a chance to come back and see you.

Continue building relationships with them by sending emails, texts, or letters. Too often a practice owner will do this one time and then stop.

Invest in paid marketing. Begin with Facebook advertising as it’s a quick and easy way to get new patients. Focus on targeting patients with specific complaints or issues, rather than promoting specific treatments or equipment.

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

May 17, 2023
Why Your Beautiful Website Is Driving Away New Patients

No matter how much search traffic or attention your website gets, it’s going to disappoint new patients and waste opportunities if it was built with new patient conversion as the top goal.

The entire purpose of your website is to get people to contact you so you can ultimately get them in for care. After all, you can’t get someone new onto service if they never contact you.

Unfortunately, many websites fail on this critical point.

Too often a practice website was designed by a web designer (not a marketer) to please the practice owner. Little to no less attention was put on the actual performance of the site in terms of getting new patients to reach for more information.

So you end up with websites that look great but actually underperform when it comes to the number of new patients generated.

You really see this in action when you see a website that goes out of its way to answer all the people’s questions.

This sounds good until you think it through.

If someone comes to your website with a question and you answer them on the website you never get a chance to speak to them.

Your website shouldn’t just be pretty; it should be designed foremost to get you, new patients. The design should be conversion-based, meaning that every element on the website should be focused on getting prospective patients into direct communication with you and your office.

That usually means LESS text and an emphasis on contacting the office for answers.

You need to measure its effectiveness by tracking how many patients it brings in. Start by putting a tracking phone number on your website and counting how many people contact you through it each week or month. Treat your website like an employee that you pay; if it’s not producing, then it’s time to make changes.

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

May 17, 2023
Practice Success: How To Build A Loyal And Competent Team

To build a successful practice, you need a competent, loyal team. Regardless of your goals, you cannot grow without skilled individuals who share your purpose. The key to achieving this is to find people who genuinely care about their work and share your practice’s mission.

Here is how I hire competent and loyal staff.

I own a successful new patient marketing company. Our hiring process is quite selective, and we go through numerous resumes to find the right candidate.

We eliminate candidates with errors in their resumes because it suggests they aren’t detail-oriented. We also conduct thorough testing, including IQ tests and aptitude assessments, to determine if they can learn and execute tasks efficiently.

We prefer hiring individuals without prior marketing experience, as they may have misconceptions or insufficient knowledge.

We train them with our proprietary methods to ensure they excel in their roles. Ongoing training is vital for everyone in the company, as industries are constantly evolving.

Our commitment to improvement extends to each team member. While they might not work with us for their entire careers, we want them to grow and develop while they’re with us.

Our business relies on documented procedures and comprehensive training, which allows us to seamlessly onboard new team members.

This approach prevents the loss of competence when someone leaves, ensuring our clients don’t experience any disruptions.

Developing a solid hiring and training process will enable you to build the business you love without feeling trapped or overworked. Cultivate a team of skilled, purpose-driven individuals and watch your company flourish.

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

May 17, 2023
The Surprising Key To Successful New Patient Dinner Events

It’s natural to assume that more is always better when it comes to having new patient prospects at your new patient seminar. Surprisingly, the numbers tell a different story.

Recently an integrated practice owner held a live new patient dinner event at a hotel near his practice. He was blown away to have 78 people attend.

The presentation went very well with nobody leaving early. However, in the end, his staff of three people and himself were completely overwhelmed and they only managed to schedule four people. The rest walked out interested but unscheduled.

Even after several weeks of following up, they know they missed out on a lot of great potential prospects.

The problem wasn’t the turnout, the problem was the limited manpower to handle the interested and excited prospect. Having too many people at the event turned out to be a problem.

The next time out this practice owner was a lot more measured in his approach. He kept it small. Only 11 people showed up, but the results were astounding.

He had his three staff were able to speak to each one of the attendees. Out of the 11 who attended, 7 scheduled on the spot and became new patients – nearly double the financial results of the much larger earlier event.

If you’re hesitant about hosting live events, consider trying a small-scale gathering. With the right audience, even 5 to 15 people can make a significant impact.

As you grow and your staff grows you can create larger events and rake in more new patients in one night than some practices do in a month.

But you should start small and be sure to keep the crowd size in ratio to the number of staff you have available that night.

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

May 17, 2023
3 Ways To Improve The Strength Of Your Practice’s Brand

Your brand is what people think of you and tell each other about you.

The strength of your practice brand determines whether you struggle to make ends meet or are the local authority on healthcare.

Unfortunately, most practice owners neglect their long-term reputation and brand in favor of immediate new patient acquisition.

In oriental medicine, there is the concept that “healthy and sick cannot exist at the same time.”

This basically means something is either improving or it is dying. Your brand reputation and message are either growing and improving or declining and becoming less effective.

This idea suggests that you must continually work on expanding your reach and maintaining a positive image. If you’re not actively promoting your brand, you’re likely losing ground to competitors who are more aggressive.

Here are three ways (of many) to keep your brand strength healthy:

1. Market aggressively.

People do business with those they trust. A constant presence in the marketplace breeds familiarity and familiarity breeds that trust. You’ve got to stay present otherwise you begin to fade into obscurity with the public.

2. Deliver a great service.

Nothing succeeds like success. The better you are delivering good service the easier it is to build a positive brand. The hardest thing to do is build a positive brand on the back of poor patient experiences.

3. Make sure people know about it.

This boils down to great reviews and testimonials on Google, and Facebook and then putting them out to your own mailing list and other channels. If someone says something good about you, you should amplify it out to the marketplace.

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

May 17, 2023
Unlock Practice Success: The #1 Millionaire Marketing Secret

This is not a pitch for a stock, cryptocurrency, or some sketchy real estate deal. Rather, I want to point out the one investment that has made millionaires out of most practice owners like you.

This investment is a reliable marketing program that generates a consistent flow of qualified new patients for the cases you can profit from.

If you want to turn $5,000 into $40,000 within 30 days, a good marketing campaign is the best way to do it.

Even better, once built a successful marketing campaign is running, it tends to pay off month after month and year after year.

Not convinced? Consider this:

Think about a multi-million dollar practice you have seen.

You can be sure that they have a fairly extensive marketing effort and a regular recurring budget covering personnel and advertising of some sort. The business model relies on turning that recurring budget into higher multiples of recurring revenue.

More revenue leads to more advertising which leads to more revenue which leads to even more advertising on and on, bigger and bigger.

It’s crucial to recognize marketing as an investment rather than an expense, as the objective is to generate more revenue in return.

As with all investments, there is risk and you may need to test a few approaches before you hit pay dirt. But to grow you must be prepared to take some risks.

After all, those who wish to have zero risk end up making zero investments and always see zero returns.

Start small such as $50/day on Facebook ads. Then as you have more success slowly expand your budget. Our bigger clients started small but now spend more than $500/day on marketing – and they also now make multiple 6 figures per month in revenue!

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

May 17, 2023
Beyond Referrals: The Proven Formula For Sustainable Practice Growth

Many practice owners are disappointed when their exceptional service and patient care do not result in enough referrals to truly prosper.

No matter how good the patient experience is or how well-loved a practitioner is by their community relying on referrals is not a reliable growth strategy.

Even when clients are extremely satisfied, they might not refer others for various reasons, such as no longer experiencing pain, forgetting about the service, or being hesitant to discuss their health history.

Word of mouth is undoubtedly a powerful marketing tool but it is hard to control and manage.

Implementing a paid marketing program alongside offering excellent service is essential for success. A well-planned marketing strategy enables businesses to invest in growth and measure returns on investment.

For example, if a $5,000 marketing investment yields a $40,000 return, a practice owner can increase their marketing budget to drive further growth. Scaling marketing efforts in this manner is not always linear, but it allows practice owners to control their growth more effectively than relying on word of mouth alone.

Patients from advertising are not quite as profitable for the practice as each has an actual dollar cost to acquire. However, the referral patients are still there helping to bring the net cost per new patient down.

Over time, when combined with quality service, this creates a virtuous upward spiral whereby the practice helps more people, sees a rise in revenue, and invests in marketing and services which in turn increases the revenue even more.

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

May 17, 2023
Should You Turn Your New Patient Ads Off On The Weekends/Holidays?

Some practice owners theorize that turning their new patient ads off on a weekend or holiday will save their budgets. After 10 years of experience running ads for thousands of clients, I can offer a clear answer and reasoning to this question.

Most marking platforms operate on gathering data in a constant feedback loop.

Anytime the data feed is interrupted the campaign takes between two and four days to achieve the previous level of data optimization.

So while an advertiser might save money not running ads over a holiday or weekend, they waste it again while the system resets and the ads get back up to speed in the algorithm.

The best analogy would be turning off your refrigerator when you leave the house and then turning it back on when you get back home again on the theory that you have saved electricity costs in doing so. Of course, in such a case the refrigerator has to run longer and harder to get back down to its operating temperature.

Although you may not be available to respond immediately, people still respond during the weekend and understand that you might not follow up until later. When properly followed up, leads from the weekends and holidays schedule and show at the same rates as leads from the weekdays.

An often overlooked fact is that because ad platforms are auction-based when you suddenly pull out of the auctions over the weekends your competitors are likely to see a sudden improvement their own ad costs.

(It is essential to note that this advice is not self-serving. There is no commission made on ad spend for agency owners).

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

May 17, 2023
Practice Owners How To Stop Stressing And Be Your Own Success Story

You make plans for your practice, set goals, and then work hard to provide the best care to your patients. How do you know if you’re actually being successful? How do you measure that success in a satisfying way?

Determining success can be challenging. There are two ways to assess it:

A. Comparing yourself to others or;

B. Comparing yourself to your own goals and past performance.

Comparing yourself to others is risky, as you may not know their circumstances or resources. This also sets up every victory by another practice owner as a slight loss to you. This breeds quiet resentment and can feed jealousy.

It can get even darker. I’ve seen practice owners who just assume anyone doing better than they are must be somehow cheating the system or victimizing people. No matter what the truth is, this mentality of comparing yourself to others brings you no closer to your own success.

That is why it is much healthier to set your own goals and measure your success by your progress toward them.

To gauge your own success, reflect on your goals, where you were last year, and your current situation.

Objective measurements such as graphing key statistics help keep this assessment realistic.

Set defined milestones such as reaching highest-ever the number of new patients in a month and adding a new service. Set target dates for these but don’t punish yourself for missing deadlines as long as you are making enough progress to satisfy yourself.

It’s crucial not to let external factors dictate your happiness or self-worth. This will help you find happiness and satisfaction in your own achievements.

At the end of the day the only person you need to satisfy is yourself and what you feel is your duty to your family, community, and beyond.

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

May 17, 2023