Do you want to add a cash business to your practice that can generate enough dependable revenue to unchain you from insurance companies?
Then solve real problems for real people.
Chasing the latest treatments fads you’re not qualified to address will lead to nothing but dead-ends. I’m talking about “businesses” like acupuncture, Pilates, TRX bands or with products you don’t understand or personally care about.
You’ll want to add a cash business that engages your strongest interests and passions. But at the end of the day, that cash business needs to operate in a profitable niche where you’ll be able to help people overcome very specific challenges.
Narrowing your focus and building your knowledge in a specific area of cash practice may seem counterintuitive. But in a competitive marketplace vying for your patient’s attention, it’s the only way to rise above the competition.
Instead of developing a cash business that applies to a variety of patients. Why not be the go-to authority in a smaller slice of cash services pie that has been overlooked?
There is a competitive advantage to being a category authority where your extensive knowledge and expertise helps you get noticed. Getting noticed is half the battle in establishing a cash business at your clinic.
Once you’ve established yourself as an authority in a specific practice niche you can often expand your practice into other patient populations.
How might a company like Uber or Lyft revitalize your patient onboarding experience?
The days are gone when I hailed a cab to get a ride from the airport to my hotel. Now getting a ride is as simple as pulling out your smartphone, tapping a Uber or Lyft app and waiting for your ride to show up.
The experience is much more convenient and enjoyable. While I wait for my driver, I’m entertained by watching little cars drive around on my phone like a video game.The app handles the money exchange, the driver seems to be a regular guy so I normally sit back and strike up a friendly conversation.
I can see how ride-sharing services have rapidly established themselves as an alternative to the traditional paid transportation experience.–driver in control, the rider in the backseat, awkward conversation and payment is through a meter which I never quite trust. They drive, you pay.
I got to wondering what practice owners can learn from the ride-sharing phenomenon and apply it to our patient intake process. Rather than keeping our patient intake process like a cab ride to be endured, how might we reinvent it to be more like a satisfying ride-sharing experience?
Despite years of technological improvements in electronic medical records, most clinics still rely on an obsolete patient onboarding process. Between patients filling out paper forms and staff data entry the whole experience can be an event to be endured.
Worse yet, impersonal patient onboarding can result in patients abandoning care before it really begins. Resulting in a loss of potential impact and revenues.
Therapists are stuck between a rock and a hard place. Participation with insurance companies requires precise patient data to get paid properly. A lot of productive clinic treatment time is consumed by filling out and storing patient information.
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.
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.
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.
“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.
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.
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.
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.
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.