Want To Generate More New Patients in Your Healthcare and Chiropractic Practice?

Before You Promote Your Chiropractic Healthcare Services, Do This Instead

What is the first thing you need to do to improve the number of new patients into your chiropractic and healthcare practice?

It may not be what you think!

= = =

In 2000, I published the Marketing Manager System. It was a three-binder set on practice marketing that I later converted to a computer program. The program is discontinued, but the material is available for our clients on our members’ site.

It covered all aspects of practice marketing – with procedures, forms, calendars, and checklists!

A large multiple-doctor office knew about our work in practice marketing and contacted us for help with their marketing. I spoke with the owner, who mentioned that their new patient numbers were down and needed to be addressed.

We agreed on a 6-month plan where I would help them, and we began. It consisted of phone conferences, custom procedures, coaching, and on-site training. (I still work with them now on a supportive basis!)

= = =

The first month was an analysis of their situation. I learned everything I could that might be affecting their new patient decline. Their promotions were indeed lacking. But something else was going on that was more serious.

The chiropractic practice was dull. The senior doctor, who had been in practice for over 20 years, was slightly bored. He had seen about every possible case, and now every patient visit had become routine.

Many of the staff had also been there for years and were set in their ways.

There were 2 other doctors, and they were new. They lacked the confidence, faith, and skill that come from experience.

= = =

After interviewing the doctors and key staff by phone, we began our monthly on-site visits.

I met with the 3 doctors and asked questions about their cases and their patient communication procedures. The new doctors gave answers, which the senior doctor refined or corrected.

I asked the senior doctor to quiz the new docs on their cases. This allowed him to look into what was going on with the patients and to challenge the new doctors. In the following weeks, the doctors rehearsed techniques and did “rounds” on cases.  

On other visits, we rehearsed patient communication on Day 1 and Day 2. We also worked with the entire staff on service procedures and how to create more WOW! for the patients.

And guess what happened to the new patients?

Without any new promotions, both the number new patients and visits increased!

The next project was to work on our marketing calendar. But the first step was to work on quality care.

= = =

The senior doctor and experienced staff had gradually become lulled into a rut over the years. They had done well but were coasting. Their business was beginning to run on fumes.

The new doctors had energy and wanted to grow, but they were greenhorns, and lacked professional experience and belief in what their skills could produce.

The practice had grown over the years because of the focus on quality care provided by the senior doctor in the first 10 years. Through our coaching and the senior doctors' challenges, the focus once again went back to quality patient care.

= = =

Before you start promotions, improve what you are promoting – and never stop.

 Keep the Drive Alive, and stay…

Goal Driven.

Ed

“Sharpen the Saw is the principle of renewal. … Renewal is the principle—and the process—that empowers us to move on an upward spiral of growth and change, of continuous improvement.” Stephen Covey