I’ve noticed more and more people talking about the recession and the economy lately. It’s on the news 24/7, my pastor talks about it at church, and friends bring it up in almost every conversation.
I consider myself a realist and acknowledge people are going through tough times, but I tell my coaching clients to ask themselves…
“What am I going to do about it? What can I do to make sure my business
grows during these troubled times?”
There are practices growing during this recession. I spoke with 4 doctors last week that said February was their best month in years. Real quick, here’s the 2 most important steps they took…
1. More qualified new patients. In this case they were using my Ultimate Chiropractic Ads, but regardless of how you do it, get more quality new ones in the door. And stop wasting money on marketing that hasn’t worked for years. The days of look-pretty ads that aren’t condition specific are over. People need to be persuaded on why they should come see you and let go of their hard earned money. An ad that just has your picture, address and phone # isn’t going to do that.
2. Convert more new patients to care. You must have a simple, yet effective care plan to present to the patient. I’m not talking about using hard sell scripts or getting prepays for 60 years of care up front — these things will only hurt your conversions. Just figure up how much active care it will take for the patient to get to a level of stabilization. Total up the cost and present everything to the patient with at least 3 terms of financial payments — weekly, monthly, or paid up front with a (small) bookkeeping discount.
How much effort are you putting into these two vital practice builders?
You’re a great chiropractor and you just want to help people get better. And the only way that’s going to happen is if you put some work into getting more and converting more new patients.
This isn’t like real estate or investing in the stock market, where you can hold on to your money and wait it out. It’s your business. Your livelihood. Your dream.
You must plow ahead regardless of the external circumstances. Chiropractic school wasn’t easy. Preparing and taking the National Board Exams was hell. (Double for me — my wife was set to go into labor at any moment while I was taking Part 1). Practicing after 9/11 not a cakewalk either.
Yet, when you look back, you made it through. What else are you going to do? Fold up and go home?
Here’s one of my favorite Youtube videos that shows how one father never gives up. Watch and ask yourself “If he can get up every day and push himself, why can’t I do the same?”