If you have been in practice even a few short years your next “New” Patient is someone you have treated before.
This simple truth is missed by so many. People are much more likely to see you again, if you did a good job initially. Indeed, it then becomes possible to have a closed practice.
Too often, traditional marketing ignores this fact, with too much focus on new clientele, while doing nothing to embrace the ones that already know, like and will very well support you for years to come.
What the simplest solution?
1. First, tell patients how much you appreciate them. Always say “thanks for coming back to see us again!”
2. Next, send them a Welcome Back letter. We use just 3 paragraphs, and print them automatically on every returning patient.
3. Lastly, there is no substitute for frequent contact.
Do those monthly newsletters on and off-line!
Make it simple.
After many years, and testing everything from fancy color to ultra-modern, I will tell you home grown, written at least in part by you is best.
Most patients want to hear more about you!
Here’s some more tips to use every day.
Maintain a good email list and use it at least twice monthly. Your patients are checking in with their web-gurus, even their health ones daily, sometimes more than once. How often do they hear good advice from you?
Again, it does not need to be a slick piece, just get it done.
Do phone recalls often! Go through your list, and ask your staff to call in and check in with folks who you may have not seen in a while.
Ask them to schedule a follow up visit with you. Even if they are OK at the time of your call, they remember this.
Do more elaborate recalls at least twice a year. Multi step, multi-media, simultaneously.
Do appreciation events, at least a few times a year.
And so on.
You get my drift.
So what usually fails here? No organized, autopilot systems to make all of this happen each and every day. No way to follow who comes from where, and what’s working well, and what’s not. No delegation or daily follow through.
In our experience, many practices could turn this free advice into significant increase in revenue in six to twelve months.
Most won’t. How about you?