Chiropractic Marketing | Chiropractic Advertising | Chiropractic Ads

What’s the biggest problem chiropractors face in building a more profitable, more successful, and lower stress practice?

If you answered “Not bringing in enough quality new patients”, you are correct. New patients are the life blood of any practice. No matter how good your procedures, patient education system, or adjusting ability, without a consistent flow of new patients a practice will fail.

Marketing to bring in quality new patients is the subject I’m teaching on in my first edition of the The Chiropractic Marketing Newsletter. This is my monthly, 11 page print newsletter sent by first class mail that “tells it like it is” when it comes to chiropractic marketing, new patient conversion, and retention strategies. Each month you’ll find great examples of what’s working in other chiropractic offices, as well as strategies being used outside the profession.

Here’s a quick overview of what I’m covering in the February edition.

-The 5 niche conditions you should be focusing on in 2009.

-10 Surefire Strategies For Bringing In More New Patients

- The Tools and Resources You Must Have In Your Marketing Plan

-A bonus video lesson integrating newspaper ads and the internet

-3 major reasons that the “marketing to everyone approach” doesn’t work

Because this is the first issue, I’m willing to let you test it for only $2.95 this month. If you like it and choose to stay a subscriber, it’s only $29.97 per month.

This issue mails out on February the 9th at 1PM CST. If you want to receive your issue in the mail, make sure you subscribe by then.

Click Here To Subscribe Now

What strategies do you really need to focus on to build a bigger and more profitable practice this year?

Most chiropractic coaches and consultants have a specific “thing” they want you to work on. Many want you to work on your “report of findings” procedures. (In fact, most chiro coaches I had spent 90% of their time on ROF’s.) Others focus on retention and patient education.

But when you look at the big picture, there are really only 5 ways to make your practice more profitable in 2009. Small changes in even one of these 5 can make a huge difference in your practice. Change all 5 just 10% and you will see a doubling or even tripling of your practice this year.

1. More New Patients. Sounds simple right. Everyone knows you need more new patients to grow. Yet as simple as it sounds, it’s much more difficult to actually do. Old, rehashed marketing from the Mercedes 80′s is no longer working and many competitive areas make it difficult to market in. However, with laser targeted marketing you can still see huge return on investments. I gave you my 7 major new patient strategies in the last blog post, which you can see by clicking here.

If getting new patients is so important, why aren’t more consultants and coaches giving you tools to make this easier? (Read my recent rant about this entitled “Chiropractic Coaches: Where’s the beef?“)

#2. Better conversions. Once the new patients are in the door, now you have to convert them to some type of recommended care plan. The conversion process in chiropractic starts from the moment they call your office until the day they agree to a care plan and start paying you. Of the “5 Ways to Grow Your Practice” listed, this is the one that gets 90% of the attention in chiropractic circles. Go to any seminar and you’ll see days spent on how to do consultations, exams and reports.  Don’t get me wrong, I think it’s very important to have a good conversion process, but it is just 1/5 of the equation. Plus, I believe many of the larger “coaching groups” make the conversion process way more complicated than need be (and thereby less effective and more stressful than is necessary.)

#3. Increase the average $/visit. My first two years in practice, I felt like I was collecting good money per visit by converting patients to long term care plans. But one day I woke up and found out I was only collecting $17 per visit on average. No wonder I was about to go out of business. I was infuriated! After 2 years and $20,000 spent on coaching, plus pages of statistics compiled every month, why had I not been taught to look at this number before. Of course the fault was mine, but I never made that mistake again. Within 3 months I was collecting $57 average per visit. Eventually it got up to and stayed around $85-95 per visit.

**Here’s how you figure it. Take all your monthly collections and divide by the number of total visits you see (yes, even those “scholarships”). Ask yourself if you’re happy with that. Ask yourself if it truly values chiropractic. And if you have a coach and he hasn’t made you figure this, you really need to ask yourself why he would ignore such an important number from you.**

#4. Increase the number of visits per patient. You might call this retention or PVA (patient visit average). Many doctors will read this one and think it’s taken care of in step #2. “More conversions” above. However, we both know what you recommend a patient do and what they really do are two different things. That’s not being negative, that’s reality. And the sooner we face reality, the sooner we can do something about it. So, what can you do to ensure that patients follow through with their care plans and maintenance. Patient education? Sure, that’s important. But if you’ve read this blog for very long, you know I like specific action steps…Not broad generalizations like “You need to do more patient education!” or “You have to have more passion, energy and drive!” To increase the number of visits a patient has, you must have a good internal marketing plan where you communicate and build relationships with your patients.

Here are two articles where I gave 8 internal marketing strategies…

7 Internal Marketing Strategies Part 1

7 Internal Marketing Strategies Part 2

#5. Lower expenses. It’s not how much you collect in practice but what you take home that counts. This often overlooked strategy is rarely mentioned at any of the chiropractic seminars I’ve attended. However, it can make a huge difference in your bottom line. Other than taking home more money, by lowering your unnecessary expenses you can have more to spend on marketing. Are you carrying too much debt in your practice? (I recommend the Dave Ramsey plan for wiping out debt.) Spending too much on employees that don’t work? Blowing money on useless marketing that doesn’t produce? Paying too much (aren’t we all) in taxes?

Yes, this is a touchy subject, after all “No one has a right to tell me what to do with my money!”  Maybe that’s why it’s not discussed at seminars. But, by cutting out the “fat”, your practice will be a lean, mean profitable machine.
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Some say the recession of 2009 will be around for a long time. Others think it’s going to turn around soon. Regardless of what the future holds, one prediction can be made…

“Those Chiropractors Who Excel At Marketing
Will Be Least Affected By The Economy (And Will Most Likely Prosper)”

Today I’m going to cover seven new patient marketing methods you should be using in 2009. While there are plenty of free ways to market your practice, these 7 deal with paid new patient marketing.

1. Blogs. Blogs are the new websites. They are interactive, change regularly, and are absolutely loved by Google. This means that you can start a chiropractic blog and be at the top of searches on Google. Dr. Walker in Florida started his blog after studying the blogging lesson in my ChiroMarketing Academy program, and jumped straight to #1 for Google searches on the term “chiropractor” in his area. Just after a few weeks, his new blog even beat his long standing traditional website that was only ranked #4. (There are at least 10 other clinics in his area trying for that #1 spot.)

2. Chiropractic Newspaper Ads. A properly written and laid out newspaper ad can bring in tons of new patients. But most chiropractors do this wrong. They either run a “pretty” and boring brand image ad or they run an outdated and overused ad that came with a kit over 10 years ago. Today’s consumers are much tougher to connect with, and what worked 10 years ago isn’t going to cut it today. Your ads have to connect with the reader emotionally and empathetically. They have to believe you really do care. (This is why I developed The Ultimate Chiropractic Ads.) Newspapers are around to stay, and if you’re not using them you’re missing out on many quality new patients.

3. Email Marketing. Email technology has come a long way. You can now load up a pre-written series of emails and have them go out over time to a prospective or current patient. Because this is all automated, you can set it and basically forget it. The key is writing good emails that actually convince patients to pick up the phone and call. I teach two lessons on this in ChiroMarketing Academy and give two recommendations. To do it yourself, I recommend Aweber’s email system. To have it done for you, I recommend the dashboard system.

4. Referral marketing. Unlike many chiropractic consultants, my systems for getting more referrals has nothing to do with pushing patients to refer, forcing their family to get checked, or any similar procedure. Everyone talks about referrals, but few people actually give you tools or systems that you can use to bring in more. One very simple referral system is mailing a well-written (not pushy!) “stick letter” to new patients. We tracked the stick letter referrals in 2007 and it brought in over $100,000 to my practice that year. You can pick it up as a free bonus to the Ultimate Chiropractic Ads here.

5. Google Adwords. Adwords is Google’s very sophisticated marketing machine. When you search for a keyword on Google, you see ads at the top and down the right side — these are Adwords ads. You bid a certain price to be up near the top, and each time a person clicks the ad and goes to your website you get charged. There is huge, huge potential with Adwords for your practice. Google has almost 80% of the U.S. search market. This means your potential patients are likely using Google every day to learn more about healthcare solutions you offer. But be forewarned — I see a lot of chiropractors screw up on Adwords, wasting a ton of money (and these yellow page services offering to do it for you aren’t much better.) Adwords is easy to set up, but can be difficult to get right. Two of the 24 lessons in ChiroMarketing Academy are focused on Adwords…one basic lesson and one advanced one.

6. Yellow Page Book. Every consultant I’ve ever had said stay out of the yellow pages (not surprising considering the other bad advice they gave me!) But the chiropractor down the street had a full page double spread colored ad in there. Were they just stupid or did they have a reason to be doing this for 10 years? Could it be the consultants just didn’t have a clue what a good ad looked like, so their best advice was to stay away from the yellow pages? People who want a solution today are going to pick up a phone book and find someone to go see immediately. This is especially true for people over 40 — they aren’t going to turn on their computer and search through all the different websites. Once you have the right ad to run, it’s a very smart media to be using. If you know how to do it correctly, you can get a very good response.

7. Telemarketing. Using telemarketing services with a reputable company is such an easy way to get new patients. Some doctors have this misconception that telemarketing is some kind of sleazy way of bringing in new patients. It’s nothing of the sort. One client of mine is getting 10-15 new patients a week from telemarketing, and converting a very large percentage of them to care. Sure the conversions are probably going to be lower than new patients from the strategies I mentioned above, but it’s really return on investment that you should look at. I ran telemarketing campaigns for almost 6 years straight and always made money on them. If you’re interested in the company I worked with that checks the do-not-call lists, makes sure the patients can speak English, and even calls businesses, then leave a comment below.

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Have you ever picked up a chiropractic journal or magazine, and looked at what the consultants/coaches in our profession are selling and teaching?

I recently received a journal and noticed the following terms being used…
-pressing
-high energy
-training
-high volume
-philosophy
-technique
-case fees
-rythmic flow
-consciousness
-”attacking” medicine

You may remember that famous commercial on TV years ago.  The one where the old lady would get the hamburger, look at it kind of funny, and say “Where’s the beef?”

That’s what I wonder about many of these coaching programs. Where’s the beef? Where are the tools and solutions that answer the major problems of growing your practice?

The #1 problem in the chiropractic profession is getting quality new patients. This isn’t a theory, but a fact — lack of marketing tools and strategies keeps more practices from growing than any other factor.

Yet, you’ll be hard pressed to find a single article in a journal or magazine even mentioning this topic. (I’m not opposed to coaching by the way, with the right kind of coach it can be very effective in growing your practice. But I get sick and tired of the half-truths and hyperbole that is preached by most chiropractic coaches!)

Why do consultants have to go to great lengths to teach on the small things in your practice, yet fail to give you considerable strategies and tools to bring in new patients?

I fell victim to this many times in my first 2 years of practice. Hours and hours spent training on a script, report of findings, or specific procedure — only to wonder when the new patients were going to magically appear.

Granted, I should have known something was up when these coaches kept introducing unique terms they had come up with. Even though I was an adult and had been in chiropractic awhile, I never quite understood what or how these terms related to growing a chiropractic practice.

That is why I created this blog. To give chiropractors free information on marketing and advertising their practices. And since the popularity of this site has grown over the past few months, I’ve had more than one chiropractic consultant express their “dissatisfaction” with me giving away this valuable teaching.

This is also why I created The Ultimate Chiropractic Ads. Chiropractors need tools that work in their office…tools they can implement and see results from right away — not next month or next year!

Will you join with me in 2009 and help our profession flourish? Will you focus with me on those things that really matter?

Let’s throw out those fancy terms that aren’t really important in growing a practice. Let’s get right down to the truth of the matter.

Here’s where you’ll find 90% of my blog focus this year…

#1. New patienet marketing. I’m going to give you more tools and strategies, free downloads and forms, more information than any consultant will give away.

#2. New patient conversion. Once the new patient is in the office, now we need to convert them to care so they can pay, stay and refer.

#3. Retention. There are many non-forceful strategies that you can use to keep, reactivate, and build relationships with your current patients. (Some consultants teach that you must “force” or “scare” a patient to stay under care. I believe this is unethical.)

If you want to learn how to improve the above three things in your practice, then this is the place to be.

On the other hand, if you’d rather read about unbelievable hype like “How to build a huge, humongous, oversized high volume practice that collects case fees the size of Warren Buffet’s Retirement Fund!!!” , then you know where to find that type of teaching.

Do you have your marketing plan set up for 2009?

While you don’t need to have every day detailed and mapped out, having at least an outline to work with will make your chiropractic marketing strategies even more effective.

Here are  7 “must-have” plans for the next 12 months of a successful practice.

#1. Use Chiropractic Internet Marketing

It’s new, it’s hot, but even better it’s low cost and very effective (if done right). The internet is only going to get more popular for looking up health information. Not to mention its use as a ‘yellow pages’ for the younger generations. And my not talking about just having a chiropractic website either.

#2. Use Proven Newspaper Advertising

There’s been some talk about dropping newspaper rates in larger cities around the U.S. and many suggest you should advertise there. Others propose the internet will do away with newspapers and yellow pages altogether. I’ve got news for all these fortune tellers…newspapers are here to stay, at least for a while longer. (They predicted the internet would kill direct mail too, and direct mail has only gotten bigger.) Sure, big city newspapers are struggling (maybe as a result of their one-sided stories?) but mid to small town papers are booming. Baby boomers like to read about local arts and crafts, religion, and other community ‘goings-on’ not easily found online. Also, you have sports stories and other interesting sections.  Open any major newspaper’s Sunday edition and see what falls out. Yep, people are still stuffing ads in there. Better get your proven chiropractic ads in the newspaper in 2009. (Big announcement on this subject on this blog Dec. 29)

#3. Get Better At Patient Communication

I’m not talking about what you say when the patient’s in the office, but what you send to them when they’re not. You need to be developing a rock-solid relationship with your current patients during this recession. This form of ‘internal marketing’ is an extremely important part of your practice, second only to new patient marketing (some gurus try to convince you this is the most important aspect, however they usually aren’t great at new patient marketing). Examples of must-have relationship builders are print newsletters, email marketing, and blogging.

#4. Networking

The potential behind networking with other businesses is huge for chiropractors. Look for groups and organizations that make this one easy, so you don’t have to cold call and “sell” yourself to local businesses. For example, local BNI chapters meet weekly and are composed of 15-40 business professionals that are expected to work with and refer to each other.  BNI is much more effective than any Chamber of Commerce meeting, at least in populated areas. Look for a chapters near you at www.bni.com

#5. Use Direct Mail

Direct mail does work. But I find most chiropractors do it wrong. The best way to do direct mail is by testing advertising pieces online and in newspapers first. Then once you have a winner, roll it out on postcards or in letter format. Shiny, pretty, and slick mailers don’t work — because they look like junk mail, they end up where all junk mail does…the trash.

#6. Referral Marketing

Referrals are a popular phrase at any chiropractic consultant convention. When I attended, I was always lead to believe that getting referrals from patients was child’s play, any chiropractor should excel at this. The only problem was the required pushy tactics and outright forceful “you gotta bring your family in” or else type of influence. These techniques didn’t sit well with me, because I would never like it if someone acted that way towards me. But there are ways to get referrals indirectly from your patients, many in fact, that you should be using in your practice. One is called using a “stick letter” where you follow up with new patients right after they start care and offer them a chance to refer others.

#7. Focus on niches

This is a great strategy because it sets you up as an expert in your town. I used to get quite a few spouse referrals simply because the wife would tell the husband about some cool new equipment I had in the office. He would come in as a patient and tell me “I came here because my other chiropractor never did this.” (His previous chiropractor should have followed my advice on #3 above!) We could waste time talking about why we should discuss symptoms and conditions with patients, but I won’t do that here. Suffice to say, becoming a “specialists” of sorts in your community is a smart thing to do, and one you should definitely focus it in 2009. And you shouldn’t just become a specialist on one condition either, but diversify your practice (and your marketing) on multiple ones. The days of “chiropractic helps everyone with everything” isn’t going to work anymore. It may be true, but prospective patients just see it as fluff. Also, even for the few that take your word, they see you as more of a “jack of all trades, master of none” type of chiropractor. Who makes more money in dentistry, medicine, and law, the specialists or generalists?

All 7 of these strategies are guaranteed winners for your chiropractic marketing plan. You must implement each one of them every month in 2009.

Do you read books on business and marketing?

Successful business experts recommend reading at least one non-fiction book a month. And I agree, you should continue learning no matter your age, your success level, or your intelligence.

I read a lot. Usually 2-3 business/marketing/improvement books a month, plus one fiction novel. Here’s the top 6 of the business books I read in 2008. All of them could benefit you as a chiropractor. Buy them. Read them. Profit from them.

1. The One Page Business Plan. I made a business plan when I opened my practice, but I thought it was a one time event. Later, coaches and consultants would talk about “vision” and “mission” statements, but the way they described them sounded “fake”, like something you tell yourself just to feel better.

The One Page Business Plan is different. It’s straight and to the point. This book is really more of a workbook (with the forms on CD)  that takes you step by step through creating a very simple, yet powerful one page business plan. It also acknowledges that your plan can change each year and make it easy to edit as you go.

2. QBQ! The Question Behind the Question: Practicing Personal Accountability in Work and in Life. This is a great little book you can read in one day. It’s about taking responsibility for everything you do and asking yourself what you can do to make things better.

This is a great training tool for new employees. Have them read it the first week they start working for you. It makes them take a different look at the “blame game” so many people play.

3. The Legend of the Monk and the Merchant: Principles for Successful Living. Another very short book that you can read in a day (my wife read it in 3 hours!). It teaches biblical principles about success and running a business. Each principle is taught with short stories through a young teen learning from his wise grandfather.

A great book, especially for Christian business owners that personally giving to churches or charities.

4. 6 Steps to Free Publicity. At only $14, this is the best lesson you could get on how to get free publicity for your practice. It’s up-to-date nature includes using websites, emails and press releases to get your practice noticed.

While you won’t use everything you learn in this book, there’s more than enough here to market your practice for free and reap the benefits of good publicity.

5. Think and Grow Rich. I’m not sure why I put off reading this classic book on successful living for so long. It’s probably been mentioned or recommended to me by more successful people than any other. But this year I finally got around to reading it. Even though the first edition of this book was written in 1937, I was shocked at how good these principles really are.

While I’m not a fan of a couple of chapters in the book, 80% of this book is golden. There are quotes, stories, and lessons in this book that you can ponder on for a lifetime.

6. Changing the Channel: 12 Easy Ways to Make Millions for Your Business. This book is probably the best overview of modern marketing available. It’s just been released, and I’m not even done with it completely, but I had to get it on this list. It covers 12 different channels any business can use to market their product or services, including direct mail, the internet, radio, direct print, and more.

It gives some good examples, and isn’t all fluff like so many other books about marketing. I also appreciate how it mostly focuses on measurable direct-response marketing, not pie-in-the sky branding that’s usually a waste of money.

That’s my list. What books on business and success would you ad? Comment below and let everyone know which books had a big impact on you in 2008.

While everyone has heard that they should implement systems in their practice, actually doing it is another story. I know it was for me. But I also realized the immense power systems had, mostly because it would put things on autopilot for me.

Here’s just a few systems you can have to make your practice more profitable, more successful, and much less stressful.

• New Patient Marketing
• Employee Hiring And Training
• New Patient Conversion
• Reactivations
• Referrals
• Internal Marketing
• Office Flow
• Patient Financials

Also realize many of these bigger systems should be broken into small systems. For example, new patient marketing should include different channels like chiropractic internet marketing, newspaper marketing, direct mail, etc.

Who has the time to create all these systems anyway?

Finding and putting in the time to write out (or even make videos) of these systems is quite time consuming. This is why you should buy systems that are already done-for-you, so all you have to do is implement them in your practice with very little hassle. Here are a few systems (all of which I have used or created myself) put into place with very little effort…

*   Insurance Compliance System
*   Chiropractic Internet Marketing System
*   Patient Home Care Rehab System
*   Insurance Appeal Process
*   Office Software System
*   Email Newsletter And Autoresponder System

Not all the systems you would need are available (yet!) for chiropractors to purchase and quickly implement in their practices.

So you will have to bear down and create a few systems on your own.The easiest way I have found to do this is to write an outline of the main points you want to cover. Then explain each section in as few words as possible, creating an instruction manual you can have employees (yourself) refer back to on a regular basis.

In 2009 I’m going to be bringing you some very good systems you can apply to your practice. Especially done-for-you systems that help with the biggest problem in chiropractic: your marketing!

Have you heard of blogging?

Blogging is about the most cost effective marketing you can do online. Running a blog is virtually free, it’s the fastest way to get you on the front page of Google and you can keep in contact with your patients on a regular basis.

Blogging is a way to post articles chronologically on a webpage. What you are reading right now is a blog. It’s simply a free software installed on this hosting account. I log in, click on “write” and start typing. If you can write an email and send it, you can run a blog.

What’s it cost? To get a domain name, it cost me $7. $17 a month for hosting. I paid a graphics person $45 to make the header graphic up top. That’s all I spent, a whopping $59.

A blog gets you great ranking on search engines. Google loves blogs because they are new, fresh content. Google prides themselves on keeping current for their search users, so they will give more credit to a blog over a traditional website that never changes. For example, I’ve only been running this blog for less than 6 months and have the #1 and #2 spots on Google for the term “chiropractic newspaper ads”.

Other sites below me have been around for a lot longer than mine…some for almost 10 years.This is for an internationally competitive keyword term. You could do much better for a local search term like “yourtown chiropractor”.

Another great thing about having a blog is that it’s very easy to regularly contact your list of patients (or even prospective patients.) As soon as I hit publish on this article, it will go into an email system that sends out an email notice to everyone on my list. I didn’t have to manually go in and email everyone. All I had to do was publish a blog article and everything was done for me. Essentially, this could be your e-newsletter to your patients.

Don’t worry if you can’t write (at one point you couldn’t adjust either). You can hire someone called a ghostwriter to do it for you. With a little practice you could write 200-400 words once a week. Or have your spouse, staff member or even your teenage do it for you.

We cover blogging, how to set it up, what to write about and how to get it ranked on the top of Google. Find out more by going to my chiropractic internet marketing course.

So why aren’t you blogging? How long before the office down the street starts blogging and jumps to the #1 spot on Google?

[This offer has expired and is no longer available.]

Over the years of running my practice, I’ve not been happy with any of the newspaper ads I bought or I received as part of a coaching program. Why?

Two reasons: not enough new patients and a low return on investment.

After spending the last year and thousands of dollars to fine tune my own copywriting skills, I’ve written a couple of ads that have already produced awesome ROI’s (return on investment) for myself and another doctor. A few colleagues and some well known copywriters suggested I write more ads for chiropractors to use in growing their practice.

Here’s where you can benefit…

I’m working on a set of chiropractic newspaper ads that are designed to get results and will be launched later this year. Because I want all my ads to be tested and proven before they are launched to the profession, for a limited time only, I’ll be accepting a handful of chiropractors to beta-test my ads. The ads will be given to you for free, in exchange you’ll report back the results as part of a case study. You’ll of course be responsible for paying the paper to run them, and making sure they comply with your state laws. The ads can be run as full page, half page, (even 1/4 page if your paper is big enough) or inserts – you decide.

Ads already written and tested include: Sciatica/decompression and fibromyalgia. Future ads to be written will be for headaches/migraines, weight loss, cold laser, work comp, PI and more.

If you are interested in participating, post a comment below and I’ll contact you via email by Monday.

**You will be only licensed to use the ad for your practice (you can not share it with anyone else – copyright laws will be enforced!)**

Technology has produced new chiropractic marketing techniques in the past 5 years. However, most chiropractors still do not use (or do now know how to properly use) these new strategies to grow their practice. You can be at an advantage if you master these skills before the majority does. Here are four automated marketing tools that can drastically grow your practice.

#1. Pay Per Click. You can use major search engines like Google, Yahoo, and MSN to drive people to your website . This can be done by running ads on their pay per click advertising. These ads will show up when someone searches for related keywords you have previously chosen. For example, someone may search for “chiropractor in YourTown”, and your ad would come up on the top and right side of the search page. Where you come up depends on many factors including the bid price of your ad. A note on this: many companies will approach you offering to provide this service for you. Make sure you know enough about it to tell if they are doing a good job or robbing you blind.

#2. Blogs. One of the fastest and easiest ways to rank higher in the search engines is to set up a blog. A blog stands for a “web log”. and is very simple to use. If you can send an email, you can post to a blog. Blogs are known for being updated regulary. In fact many people think of blogs as an online journal. While blogs started out as journals, business owners are finding out that blogs can greatly increase their free traffic. Google particulary loves blogs because you are adding fresh content regularly. And they want to provide their users with the best content on their search engine.

#3. Email Autoresponders. No matter how good your website is, most visitors will not take action right away . There are many reasons why this is the case: they don’t trust you, it’s not the right time, they don’t believe you can really help with “their” problem, etc. What you need is a way to “educate” them on how you can help them, and gain some rapport with them over time. This can be done by sending them and email every few days for 2-3 weeks showing them you are truly an expert on their problem and gaining their trust as well.

To make this work, you need an email opt-in form where you simply ask for their name and email, in exchange for some valuable information. Maybe you offer them a free article on back pain, or fibromyalgia. Then, using an email autoresponder, you can send out prewritten emails in a series every few days to educate them on how you could help with their problem. This has proven to increase conversions on websites.

#4. Video and Audio. Most people have high speed internet connections. You can take advantage of this by posting videos or audios to your website or blog. All you need is a handheld digital camera and you can upload a quick video to your site. I recommend educational type videos on specific problems or symptoms the patients are interested in. You should also get a few patient testimonials on video or audio put them on your website so you have more social proof. Occasional fun videos of you and your family also work well to build positive relationships with your current patients.

These four strategies are covered in great detail in the first 10 lessons in my ChiroMarketing Academy course.