In a comment to my last post, Jay said…
What I’d like to know is how to build value in what I offer, such that the potential patient sees that value and is therefore willing to pay FULL FEE for my exam. (Is there really a need to give away our exams for $17 or $27?).
And, do the above in a non-cheesy format. I’m not really interested in sending out free reports/sales pitches to my prospective patients. I think today’s consumer is privy to these “reports” and they know it’s just a sales pitch.
And, while you are seeking my questions; I’d like to know how to market my practice such that I’m not offending any of my potential patients. (Let’s face it, some of the chiro marketing gurus’ marketing methods are downright offending and low class). And that last statement is true, no matter how many patients were attracted with a particular ad.
So…bottom line, is there a method of marketing that is classy and effective??? (That’s the million dollar question).
Jay brings up a valid question that many chiropractors have, so I decided to dedicate today’s post to the subject.
The first issue Jay brings up is he wants his new patients to pay full price for an exam. That’s fair. You can certainly collect $200-300 per exam, I’ve done it as well as many other doctors. However, at this price level there are many prospective patients who simply will not “try” chiropractic if this is what they perceive each visit to cost. So yes, you can certainly charge full price for each exam, but how much are you loosing out on. What we have to ask ourselves is wouldn’t you rather have the patient come in at a lower cost then realize you aren’t a weird doctor, so they stay with you for life and refer their circle of friends? There’s no “need” to charge $17 or $27 for an exam (especially if you are doing well), but there’s no doubt this offer is going to lower the risk for someone to overcome the rumors they’ve heard of chiropractic.
How to build enough value in your practice to actually collect $200-300 for an exam would make this post too long. I’ll address it in a post of it’s own at a later point.
The next issue Jay addresses is “cheesy marketing” and the use of free reports. Assuming he means “cheesy” as in the over-hyped, hard selling techniques and kits being sold and taught to chiropractors today… I totally agree. There is a lot of hype in some of those free reports I’ve seen.
Yes, there is marketing that is classy and effective…but not much of it out there. There’s a lot of fancy-smancy stuff that doesn’t work (pretty websites,brochures, cards), and there’s certainly lots of non-classy junk that doesn’t work (although some docs will swear up and down it does work).