Lifecycle Marketing – How to Grow your Practice and Feel Good about It

Lifecycle Markeing

 

There are a lot of people who want your money

There are a lot of marketers on the Internet who want to take your money. They promise you how to effortlessly get a steady stream of patients–in exchange for your hard earned cash. Their pitch goes something like this…

 

How Bob Got 22 New Patients In One Hour

By Doing Just “One Thing” Really Well

 

It sounds too good to be true (probably is) but the headline still grabs you. You’re vulnerable, you’ve tried marketing but have nagging doubts you’re doing it right. You’re passionate and good at what you do but this marketing thing is frustrating.

You say to yourself, “It can’t be that hard, I’m intelligent, after all, I made it through graduate school, didn’t I?” Somehow if people knew you and understood how you could help them, your schedule would be packed.

None-the-less, new referrals trickle in and you still have open slots in your schedule. Growing your practice sure seems a lot harder than it should be and it takes forever to see any results.

In a weak moment, when patient visits are down you buy the guru’s book or sign up for a training program. You might even fly to a conference in another city. You jump head first into the hottest marketing program, put in the work and see some initial progress.

But then you hit the wall.

You find things not adding up like you had hoped. The marketing tactics don’t feel right. They feel way too pushy and unprofessional. They take too much time away from patient care and your personal life. Trust me I’ve been down that road a couple of times.

Those of us who have lived most of our careers in the healthcare ecosystem have a limited perspective on attracting people who need our services. We have lived so long under the physician referral system it’s hard to see getting patients any other way.

What we need is a fresh perspective on attracting and keeping new patients. Let’s take a new look on how to attract, connect and delight new patients through a process called lifecycle marketing.

Make Your Practice Something Worth Talking About

Something Worth Talking About

 

If you’re anything like I was when I first started my practice, then you probably believe marketing is using an arsenal of tactics to help bring in patients.

You might have also spent a lot of time reading books, listening to podcasts and going to conferences trying to find an approach that works.

You want a way to market that doesn’t make you feel sleazy, pushy or unprofessional. You don’t one to be “one of those guys”.

 

one of those guys

 

Now it’s time to throw 90% of that information away.

3 STEPS TO A REMARKABLE THERAPY BRAND

The Best Way To Stand Out In A Crowd

 stand-out-600x600

 

 

How Are You Going To Stand Out?

 

Healthcare in the U.S. is going berzerk right now. Fierce competition has created a situation where therapists need to be recognized as the best–period. There will always be “therapy jobs” but there is less room for average performers to find a promising career path.

With therapy schools are pumping out more graduates year after year, how are you to find and keep a primo therapy job?

Building a remarkable therapy brand is the best way to advance and protect your career. Click To Tweet

I believe the most important skill for therapists to develop will not be clinical, it will not be technological, it’s not economical/business acumen. It will be the ability to manage their own careers.

There has been an unprecedented change in the physical therapy profession. For the first time, a substantial and increasing number of therapists can choose what they want to do with their careers. 

Therapists have an almost unlimited number of options of what they want to do with their lives. In addition, the average work life span is now close to sixty years and most therapists will have more than one career during that time. 

For many of you, choosing a job will not be solely based upon salary and benefits. You might want a job where you can contribute to the good of not just society but the world.

The good news it’s now up to therapists to choose employment that is meaningful to them.

The bad news is it’s now up to therapists to choose employment that is meaningful to them.

Many therapists are unprepared for the responsibility and uncertainty that self-determination brings.

Email Marketing Strategies To Get More Referrals

Ten Expert Therapists Share What Works

Email marketing from 10 experts

KNOW WHAT’S HARD ABOUT GETTING REFERRALS? 

Staying connected with loyal patients when you’re so busy taking care of the patient right in front of you!

Most therapists have helped thousands of people and have written meticulous notes in clinical records. But therapists typically do a poor job of staying connected with satisfied clients and managing our networks.

Future referrals and incomes are lost because we don’t maintain strong connections with our most precious resource–our loyal clients.

It’s not like we’re just plain stupid but we’ve never really had to really worry that much about it before. Physicians and networks normally fed us all the referrals we ever needed, sometimes too many. Well times have changed and now therapists must compete like crazy for good quality referrals.

And the truth is most therapists don’t know how!

THESE EXPERTS  WILL HELP YOU SOLVE THIS PROBLEM. 

I’ve collected the advice of 10 expert therapists on the email strategies they use to build strong connections with their patients and referral sources. Most therapists already have fantastic relationships with our patients. We just need a few tips and tools to turn them into word of mouth referrals.

Write Great Emails That Get Referrals

How To Increase Word of Mouth Referrals Through Great Emails

How To Write Great Emails That Get Referrals

Wouldn’t you love your satisfied patients to send referrals to you?

Of course you would. Common sense tells you that it’s good for business.

The power of physician referrals and expensive traditional marketing campaigns is on the wane; word of mouth referrals are what drive most practices today.

People naturally trust the recommendation of a family member or friend over anything sent to them by a faceless clinic. People especially trust someone with whom they’ve had a positive experience.

Science has shown that people are hard-wired to recommend services and products to their friends. It’s a instinct that drives any successful word of mouth referral system.

Maintaining positive patient relationships is the new referral sourceClick To Tweet

I want to open your eyes to a new way of getting referrals:

Send great emails to your current and former patients to nurture positive relationships and referrals.

As you maintain a strong connection with your highly satisfied patients they will be more likely to use your services again and make referrals when prompted.

Specifically, I want you to develop an automated email marketing system to increase trust and income for your business.

More Referrals Even While You Sleep

How To Put Email Marketing On Autopilot

Referrals While You Sleep

“I know how important new referrals are but I barely have enough time to treat my patients and get my documentation done. Who has any time to market anyway?”

If you’re like most therapists you can relate to the above sentiments. However, you’ve probably also experienced times when a steady stream of new patients added vitality and income to your clinic. Plus it’s just more fun when the patient flow hums along.

Knowing the value of new referrals is not the problem.

The problem is how do we generate new referrals when most of our time and focus is on taking care of the patient right in front of us.

The problem is how do we generate new referrals when most of our time and focus is on taking care of the patient right in front of us.Click To Tweet

 

In order to successfully manage my solo therapy practice I had to wear many hats. In addition to a full case load, extra time was devoted to billing, the next moment it might be personnel and the next might be cleaning the bathroom.

One thing I always struggled with was to block out regular time for marketing. It seemed the only time I made it a priority was when our schedules became uncomfortably slow. Only then would I have the  motivation and time to generate more referrals.

It wasn’t like my patients didn’t get great results or that I didn’t have significant database of people I’d helped. The problem have I had NO idea how to use my client list to grow my practice. If only I had a marketing system that operated on autopilot. Now that would be just what the doctor ordered. 

More Referrals Through Great Emails

How to send the right email to the right person at the right time

EMAIL REFERRALS

You know what’s really hard about getting referrals?

Keeping track of everyone you’ve helped or talked to about your practice.

Most of us have helped thousands of people and have written meticulous notes in clinical records.

But therapists typically do a poor job of staying connected with satisfied clients and managing our networks. Future referrals and incomes are lost because we don’t maintain strong connections with our most precious resource–our loyal clients.

It’s not like we’re just plain stupid but we’ve never really had to lose sleep about it before. Physicians and networks force fed us all the referrals we ever needed, sometimes too many. Well times have changed and now therapists must compete like crazy for good quality referrals.

And the truth is most therapists don’t have a clue how to!

My six-part Word of Mouth Referral Series will help you solve this problem. I’ll show you how to build strong connections with your patients and referral sources through sending great emails. Most of us already have fantastic relationships with our patients and email is the most effective way to keep in touch with them.  

My goal is to help you set up a simple system that automatically sends personalized emails to your patients before, during and after their time with you. Strong connections and strategic communications are necesary to enhance client experiences, client retention and word of mouth referrals.

The Most Important Resource For Word Of Mouth Referrals

Number One Asset for Word of Mouth Referrals

 

You already know the tremendous impact positive patient relationships have on treatment outcomes. But do you understand those same positive patient relationships are THE most important resource for getting word of mouth referrals?

That’s so important let me repeat it again.

Creating and managing positive patient/provider relationships is your most valuable resource for generating word of mouth referrals.

Quite frankly, in today’s intense competition for quality referrals, your practice’s survival depends on it. If you want to step off the high volume treadmill, you cannot afford to neglect developing and maintaining genuine relationships with loyal clients.

I know you are busy taking care of patients and just getting your notes done each day. I know how difficult it is to block out time from patient care even to send simple thank-you notes, let alone set aside time to develop a marketing strategy.

I’ve got a proposal that’s doable no matter how busy you are. 

How about we set up a system where emails are automatically sent to your patients before, during and after their time with you.

How To Increase Word of Mouth Referrals

A Step-by-Step Plan To Grow Your Practice

 

How To Get MORE WORD OF MOUTH Referrals

If you haven’t noticed, there is a LOT of information online on how to get more referrals and grow your practice. While I have nothing against marketing tactics and tips, they usually don’t provide you a plan to capitilize on your most important asset- WORD OF MOUTH REFERRALS. Especially when you have no background in marketing trying to implement a guru’s ‘marketing systems’ can be overwhelming.

You’ve also probably noticed they aren’t cheap either. If you’re not careful you can spend quite a bit money and not make any progress in getting more referrals through the door. 

If you use tactics that aren’t meant for someone in your practice setting or stage of growth then it’s not going to help you as much as a strategy designed JUST for you and your situation. If you’re just getting started in marketing your practice I’d suggest you keep it simple as you kickstart your practice network

Let Me Put Your Mind At Ease

You probably already have what it takes to create a simple marketing plan to get people talking about you. The good news is that it won’t cost you an arm and a leg and you’re already probably doing some of it right now–SENDING EMAILS.  

In this four-part series on How To Increase Word of Mouth Referrals, I’m going to share a step-by-step way to increase referrals by sending great emails.  My four-step plan will be explained in next series of blog posts:

  • How To Create An Effective Email Referral Strategy
  • How To Organize And Segment Your Contact Lists
  • How To Rapidly Send Group Emails
  • How To Write Great Emails That Get Results
  • Round Up Post By Experts in Email Marketing

Even if you’re a marketing novice this approach will help you grow your practice without coming across unnatural or sleazy. We’ve got to take responsibility for the sustainability of our careers which involves attracting attention to the work we do. Quite frankly, if I was starting my practice all over again this is the approach I would take.

Before we jump into developing your personal word of mouth referral plan we need to take a look at how referral generation has changed.

Kickstart Your Practice For Growth

How To Use Crowdsourcing To Launch A New Idea

Kickstart For Practice Growth

So, you’re working at a clinic where you’re not completely happy.

I’ve been there, and well… it sucks. There’s no simpler way to put it.

As a result, you might be thinking you’d like to kickstart your practice into high gear.

Worst of all, you’ve got this burning desire to do something special that won’t go away. You’ve had a great practice idea for a couple of years but haven’t done anything with it. You’re concerned it won’t make enough money and it will end up being an expensive hobby. Your mom thinks it’s a good idea but she’s doesn’t really count because you’re not going to charge her.

You might afraid that  you’re going to be stuck in factory-like therapy jobs churning out patients for the rest of your life.

So where do you turn to for sustainable practice growth?

Crowdsourcing

Large brands like PepsiCo and McDonalds have turned to crowdsourcing strategies to help their businesses win in the marketplace. It can be an effective way to test out ideas while keeping costs low. Some of you may have participated in a Kickstarter or GoFundMe crowdfunding  to help bring a creative project to life.

In today’s world, it seems like crowdsourcing an idea, product, or cause is everywhere. But to traditional healthcare professionals, using crowdsourcing as a growth strategy probably means you need to have your head examined. Afterall we’re the experts, we know what our patients need, isn’t that what we get paid for–diagnose problems and deliver solutions.

Hold your horses, not so fast kemosabe!

Why not use the power of crowdsourcing in healthcare? Sites like PatientsLikeMe, a personalized health network has more than 500,00 members is helping people learn treatment options not directly from medical experts but from other people with similiar conditions.

PatientsLikeMe helps people connect with others who know firsthand what they are going through. Members can learn from the aggregated data of a crowd to make treatment decisions and receive support from others just like them.

Why not use the power of crowdsourcing to validate your practice ideas before you invest boatloads of money and time?