In my last post we covered the first 4 of seven internal marketing strategies you can put into your practice. In today’s post I cover the next 3, plus an extra bonus strategy. 🙂 While all 7 of these chiropractic marketing strategies should eventually be implemented for maximum results, you can use any one of them and still have great results.
5. Use blogs and email to stay in touch with patients. With today’s internet technology, you can stay in touch with your patient base very easily. E-newsletters and event promotions can be sent within minutes if you have a good email system. Blogs are also a great way to stay in contact and educate your patients about why they should stay under care. While print newsletters go out once a month, blog articles and emails can be sent 3-6 times per month. You can tie blogs to an email service and update all of your patient list whenever you post a new article on your blog. Chiropractic internet marketing is only getting easier and less expensive, so get started with this one as soon as you can.
6. Make Recalls. Every 6-8 weeks, go through your patient database and make a list of those you haven’t seen in awhile. Give your front desk person an easy recall script to follow. When she’s calling someone who’s been inactive for some time, have her say that “Dr. _____ want me to give you a call and see how you were doing?” If they say they aren’t doing well, then your staff schedules them for an appointment. Many times they will say “You know, I was just about to call you and schedule an appointment.” If they have slipped off of their current care plan, your staff just needs to get them scheduled without any questions asked. Expect about a 5-10% schedule rate from these calls. I always got better results when I gave my front desk $1 Starbucks credit for each person that shows.
7. Have a VIP list. 80% of your referrals come from 20% of your patients. What are you doing for them to make them feel special and give them more opportunities to refer? Go through your patient list and pick those patients that have referred the most patients into your office. Make sure you are sending them a gift each month “for being a great patient.” Let them know you are thankful for their referrals and give them 1-2 gift certificates to refer friends and family. I always sent small gifts with a letter each month, and a big basket of goodies in the $80-$100 range for Christmas. Don’t be cheap and think it’s not worth it to send out gifts (or that you can’t afford it). When you do the list, you’ll see how valuable those 20% really are.
8. Market other events, products and services. (I know, I said 7 but I couldn’t resist giving this 8th one.) Do you sell supplements, pillows, orthotics, etc in your practice? You should be sending letters out for special events regarding these products. For example, we did a weight loss seminar to promote our supplements once. A letter went out to all the female patients in my practice. About 10% called in to reserve a seat (seating was limited to 20). I had two speakers come in (one lady had lost 140 lbs) and talk about the products. Of the 20, 15 showed and 4 ended up spending around $800 each on supplements over the next 2 months.