If this is your first time on the website, make sure you look around.
I’m going to be adding new and different ways to increase your practice.
This is a great way to stay focused when you’re running out of steam.
Anyway, here we go with today’s post.
I was messing around with my friends on Christmas Eve, and I listened to one of the guys tell a story.
It probably won’t mean much to you, unless you have a creative side to you, so just in case you don’t, let me give it to you this story in 500 words or less.
Then you run with it.
Here’s a cracking example of a marketing technique that you can use in your office… IF you are a little bit creative.
Here’s what he said.
“I bought my wife some perfume for Christmas.
I ordered it online, and as part of the process you could choose a free sample of another fragrance.
Nice touch I thought – ‘introduce another item’ from the product range to the customer.
It gets better…
They also offer a ‘fragrance combining menu’
Here’s what they say about it:
“scents can be worn solo or layered for truly individual effects”
So basically you could use just the one scent… BUT… ‘for a truly individual effect’…
…then you should buy another fragrance or two to create your own unique scent.
(love the use of ‘individual’ – suggests that you SHOULD layer them if you don’t want to be part of the herd)
In other words, buy more products to be different.
By introducing fragrance combining menus and cards they make it easier to justify the extra purchases too.
And at around $150 per bottle, it’s well worth inventing, or at least promoting ‘layering’
Almost as good as the legendary ‘rinse and repeat’ on shampoo labels eh?
Now HOW can you use this in your office?
You have to be somewhat creative, but if you OFFERED your patients something that makes future purchases in your office… EASIER… then they can justify those purchases.
I told a client the other day, if you’re going to sell say a cervical pillow, don’t ASK the patient if they want one. You tell the patient, “Mary, since your neck is so straight, you’re going to have to sleep on this cervical/neck pillow. It has a curve built in, so it will do all the work for you. But, I want you to know, you might have a sore neck for a few weeks. Some people do, some people don’t. I just want you to know when you’re changing curves, you’re probably going to get a little sore. Okay, let’s get you rescheduled and I’ll walk you to the front.”
When you want your patients to BUY something they NEED, tell them what they need and GIVE it to them. Don’t ask, just give it to them.
Enjoy your day.
I’ll be making more posts and more ways for you to get more new patients.
P.S. I was talking to a good friend of mine and he told me he was seeing about 75 patients a day. I asked him, “Doc if you could, how many patients would you be comfortable seeing a week.” He thought for a moment then said, “Oh between 125 and 150.” So I told him, “If you’re working five days a week, to see 125 patients a week, all you need to see is 10 more new patients a day.” That way he could see some light at the end of the tunnel.
Don’t look at the big numbers, look at the small ones. The ones you can reach easily. Another 10 patients a day should be a snap and with him, we’re going to start by sending a letter, then a postcard. And don’t forget. You have to stay in touch with your CURRENT patients, as regularly as you would if they were your family.