{"id":495,"date":"2023-06-07T02:13:07","date_gmt":"2023-06-07T02:13:07","guid":{"rendered":"https:\/\/blog.thecustomerfactory.com\/?p=495"},"modified":"2023-06-07T02:13:07","modified_gmt":"2023-06-07T02:13:07","slug":"chapter-12-use-the-follow-up-process","status":"publish","type":"post","link":"https:\/\/thecustomerfactory.com\/blog\/chapter-12-use-the-follow-up-process\/","title":{"rendered":"Chapter 12: How Proper Lead Follow-Up Can Double Your New Patient Bookings"},"content":{"rendered":"<p>If you&#8217;ve tried paid advertising to generate new patient leads before without much success, the problem likely wasn&#8217;t bad leads &#8211; it was how your practice followed up on those leads. With a strategic follow-up process in place, the same leads that previously fell through the cracks can drive double bookings.<\/p>\n<p>I recently consulted with a chiropractor who was frustrated that multiple marketing companies had failed to deliver quality leads. However, when I examined his process, I realized the issue wasn&#8217;t the leads themselves. Here were the problems:<\/p>\n<ul>\n<li>No single staff member was dedicated to working new leads. Whoever randomly got to it first would follow-up.<\/li>\n<li>Leads were contacted within 1-2 days, sometimes longer. This time lag drastically reduces conversion rates.<\/li>\n<li>Little effort was made to schedule non-responsive leads or no shows. They were simply written off.<\/li>\n<li>No scripts or training were provided on properly qualifying and booking leads.<\/li>\n<\/ul>\n<p>Without a structured lead follow-up process, even great leads go to waste. So here are some best practices to maximize lead conversion:<\/p>\n<h2>Assign Responsibility to One Person<\/h2>\n<p>Give a single staff member ownership over all new lead follow-up during their shift. This ensures leads get immediate attention from someone motivated to convert them into appointments.<\/p>\n<h2>Contact Leads ASAP<\/h2>\n<p>Speed is critical. Contact leads within 5 minutes when possible. The quicker you reach out, the higher the chances of scheduling. Allowing hours to pass greatly reduces conversions.<\/p>\n<h2>Persist With Unresponsive Leads<\/h2>\n<p>Just because a lead doesn&#8217;t reply right away doesn&#8217;t make them a bad lead. Follow-up multiple times via phone, email, and text over several days before giving up. The most reluctant leads sometimes convert at higher rates once engaged.<\/p>\n<h2>Incentivize Your Staff<\/h2>\n<p>Consider offering a small bonus (like $5) to staff for each lead that books and shows up. This motivates scheduling staff to go the extra mile to get new patients in the door.<\/p>\n<h2>Provide Scripts and Roleplay<\/h2>\n<p>Train staff on how to properly qualify, educate, and schedule leads. Write out scripts and practice roleplaying to polish their skills at addressing common questions and overcoming objections.<\/p>\n<h2>Work Leads After Hours<\/h2>\n<p>Have staff bring leads home on evenings and weekends to contact. This allows you to connect faster with late night web searches and weekend appointment requests.<\/p>\n<p>With the right follow-up process, those old &#8220;bad leads&#8221; suddenly transform into booked appointments. Don&#8217;t leave it to chance &#8211; put these lead conversion best practices in place to double your new patients overnight through paid advertising.<\/p>\n<h2>Conclusion<\/h2>\n<p>By optimizing your lead follow-up process, you can dramatically increase your new patient conversion rates and get far greater return from your marketing spend. Don&#8217; forget can&#8217;t wait any longer &#8211; put these strategies into action for the health of your practice. Implement a rapid response system, leverage persistence, train your team, and use incentives wisely.<\/p>\n<p>When top-quality leads and a high-performance follow-up process unite, you&#8217;ll be enjoying the benefits of a steady stream of new patients excited for your life-changing health care treatments. Schedule a&nbsp;<a href=\"https:\/\/thecustomerfactory.com\/new\/?UTM_Source=blog\" target=\"_blank\" style=\"outline: none;\" rel=\"noopener\">Discovery call<\/a> with us today to discuss optimizing your marketing and conversions.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>New patient inquiries generated from paid ads are WAY different than referrals. You need a tight procedure to maximize every new patient opportunity.<\/p>\n<p>In this video, I give you the basics of building an air-tight scheduling procedure.<\/p>\n","protected":false},"author":2,"featured_media":496,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[40,2,39],"tags":[6,15,25,29],"class_list":["post-495","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","category-chiropractic","category-video","tag-16-rules","tag-facebook-ads","tag-marketing-tactics","tag-new-patients"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Chapter 12: How Proper Lead Follow-Up Can Double Your New Patient Bookings - The Customer Factory<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/thecustomerfactory.com\/blog\/chapter-12-use-the-follow-up-process\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Chapter 12: How Proper Lead Follow-Up Can Double Your New Patient Bookings - The Customer Factory\" \/>\n<meta property=\"og:description\" content=\"New patient inquiries generated from paid ads are WAY different than referrals. 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