Patient Retention Strategy: Recent Episodes
Jon Workman
Helping You Learn The Simple, Hands-Off Patient Retention Strategy Enabling You To Correct Chronic Marketing Mistakes And Harness Your Practices Potential For Explosive Growth.
Dear Practitioner,
Do your patients stop coming after the pain stops? Don't worry. It's common. Patients come to see you initially because they have some sort of pain. And when that pain goes away they stop coming because they believe the problem solved. Then you don't see them for a while.
I know This because I'm a terrible repeat offender (especially when it comes to the chiropractor) Sure, I'll go once or twice, then the pain goes away and then I'm good until I can't walk again. And then I go crawling back to see if they can fix me again. I don't do the maintenance that I should be doing.
There Is No Communication Or Follow Up After The Initial Treatment So because there's no follow up after I leave the office the maintenance is not on the top of my mind. There's no real reminder if I want to stop having that kind of pain then I need to be doing certain things. This is where the discovery process really comes into play with your patients. You want to know what they really want.
Communication After The Visit Will Help You Discover What They Really Want Remember that even though they want the pain to go away, that's just a surface level thing. They're dealing with the pain because that is what is happening right now. But what about when the pain goes away? You need to find out what your patients really want.
I've been told is the story of a guy buying a drill bit.
A guy that walks into a hardware store and he's looking for a drill bit. Now there must be a good reason for this right? No one just buys a drill bit to buy a drill bit. It's not like it's some sort of trophy. Does this person really want a drill bit? No, this person wants a drill bit to be able to drill a hole in the wall. But does he really want a hole in the wall? No, he's really drilling a hole in the wall so that he can hang a picture. And is he really just wanting to hang a picture? No, he is wanting to make his wife happy. He's wanting to have a happy marriage.
This drill bit means a happy marriage to this guy.
Only When You Discover What They Want Can You Really Begin To Help Them If you want loyal patients, figure out what they want. Once you figure out what they want, you can create a marketing message and tailor that marketing message towards that desire. And then, when you know that desire, you can begin delivering your powerful message to them and build confidence and loyalty.
I'll help you figure out who your core patients are and what they want. I especially want to help you craft your message and do it in a way that will be persuasive to them. And then I'll help you discover and target your message to where your ideal patients are.
You can apply to work with me just by hitting the "Apply Now" button below. I'll take a look over your application and see if we're a good fit.
Apply Now
Dear Practitioner,
Do you struggle to get patient loyalty?
Loyalty is a difficult thing to come by these days. Especially when you have to fight against companies like Amazon and Wal-Mart racing to the bottom with pricing. But this doesn't just apply to retail type businesses.
This applies to your practice and your patients.
I'll tell you why in just a minute. But If you look at these companies that are making a ton of money and have millions of customers you'll notice they have one thing in common.
It's not just Amazon or Walmart because of low prices. Apple is huge and making a ton of money. In fact they just passed $2 trillion in valuation. And they're selling $1,500 phones and $2,500 desktop computers. This shows you can get loyalty at both ends of the spectrum. And they all have one thing in common.
You Must Learn This About Your Patients
They know what their customers want. Plain and Simple. And they're able to deliver on that desire. This breeds customer loyalty. If you know what your patients want and you can deliver that to them on a regular consistent basis they're going to be loyal. They're going to stick with you forever.
It's only when you stop giving them what they want they're going to go and try to find somebody who will deliver.
Give Your Patients What They Want
We have bad habits of trying to give customers or patients what we think they need. For instance I've got some high cholesterol and I've got some weight to lose. What I need is to eat better and I need to exercise.
But guess what?
That's not what I want obviously or else I would be doing it. I want an easy fix just like everyone else and I want to be able to eat whatever I want while I'm getting the easy fix.
What Do They Really Want?
They want a better life. They want a better relationship. They want more money. Those are the three core things that people want:
- Health
- Wealth
- Relationships
Embedded in there somewhere is a desire that your patients have. And as you help them achieve that you'll find that they will become more and more loyal to you and your practice.
You have to start with what they want and help them understand that you can give them what they want. Only then can you can bring them around to what they need.
Give It To Them And They'll Be Loyal For Life
If you want loyal patients, figure out what they want. Once you figure out what they want, you can create a marketing message and tailor that marketing message towards that desire. And then, when you know that desire, you can begin delivering your powerful message to them and build confidence and loyalty.
I'll help you figure out who your core patients are and what they want. I especially want to help you craft your message and do it in a way that will be persuasive to them. And then I'll help you discover and target your message to where your ideal patients are.
You can apply to work with me just by hitting the "Apply Now" button below. I'll take a look over your application and see if we're a good fit.
Apply Now
Dear Practitioner,
If you have a hard time educating your patients, the first question I would ask you is "Do you have do you have a system in place for educating your patients?"
I would also ask "Do you have the ability to educate your patients?"
Then I would ask "Do you have the skillset to be able to educate your patients?"
And "Do you have the resources to educate your patients?"
Now after answering all of those questions, here's one more "Do you even want to educate patients?"
I've reviewed a lot of feedback from practitioners saying that having to spend time educating patients takes away from time actually treating the patients and being able to do they do best. And that's treating and taking care of the patients. You went to school and trained to heal and to fix and not to educate and sell.
This is a big struggle because a lot of practitioners can't get patients to understand why they NEED to do a specific thing. But remember patients want what they WANT, not what they need.
You need to tailor your education efforts towards what they want. Then bring them around to what they need via the highway of what they want. This can be tricky and it's not easy to do, especially if that's not what you're in the practice to do.
So, what does your patient want? Does your marketing message line up with what they want? Are you delivering that message to a place where they are?
If you struggle to educate your patients it's probably because:
- You don't know what they want.
- You don't have a message tailored to what they want.
- You're not delivering that message where they are.
If you want help with fixing that, that's what I do. I'll help you figure out who your core patients are and what they want. I especially want to help you craft your message and do it in a way that will be persuasive to them. And then I'll help you discover and target your message to where your ideal patients are.
You can apply to work with me just by hitting the "Apply Now" button below. I'll take a look over your application and see if we're a good fit.
Apply Now
Dear Practitioner,
Marketing your practice can be difficult. But that's no reason to get frustrated or want to give up. I'm sure when you went to school you had to learn the basics of your profession and marketing is no different.
They Just didn't teach that aspect of the business to you.
So I'm going to share three things that you need to do to more effectively market your practice.
- The first thing you need to do to market your practice more effectively is figure out what your patients really want. If you don't figure out what they want, and you're trying to give them what you think they need you'll just end up wasting a bunch of time and money. Not to mention the frustration you'll pile on on top of that.
- After you figure out what they want you need to craft your marketing message. You need to make sure it is in line with what they want. You can't craft your marketing message in a way that goes against what they want (trying to sell them what they need) because they don't care what they need. You have to craft your message and tailor it to what they want. Okay.
- The last thing is to deliver that message where they are. What do I mean by that? There are a lot of different ways to deliver your marketing messages. These days you have social media, radio, TV, YouTube, newspapers, and all kinds of stuff on the internet. You have to figure out where your ideal patients are hanging out. If it's on Facebook - great. If it's on Instagram - great. If it's in a local newspaper - great, but figure out the one place where the majority of them are hanging out and that's where you want to deliver your message.
If you know what they want, and if you've crafted a message that lines up with what they want, and they listen to the radio, but you're throwing your message on Facebook then you're wasting your time and money. You have to figure out where they are. And then you have to figure out how to deliver that message to them.
If you can get those three things down, find out what they want, craft your message to what they want and deliver it where they are. You're going to have massive amounts of success.
If you can't figure out what they want, how to craft your message, or where you need to deliver it to, then apply below to talk to me and lets see if we make a good fit. If we do I'd love to help you.
Just hit the "apply now" button and answer a few simple questions and you'll be on your way.
Apply Now
Dear Practitioner,
Do you struggle to get new patients into your practice?
While this is a big problem, you're not alone.
Many practices struggle to get new customers, patients, and clients into their offices. If you're struggling with this, I've got a little story for you.
About a month ago, I went on a little fishing trip with my family. I live in a small town and in Eastern Utah and we've got a lot of mountains to play on. There was a fun little stream up there that we like to go and fish in and this was the perfect day to go.
After we set up in our spot, I rigged up my pole with bait I thought would knock em dead. I started walking up and down the stream casting and casting but not having any luck.
In the mean time my two sons and my father-in-law went to a different part of the stream.
I had no idea what they were doing. I expected they were having about the same luck as I was because I thought that they were using the same bait.
About an hour later they came back all excited and told me they had caught five or six fish. Good for them, but I had zero luck. I caught zero fish. I asked them how they had so much luck? And then... they told me what bait they were using.
It was not what I was using for sure.
When they got back, I took the bait that they were using, put it on my hook and BAM! Caught a fish within about 30 seconds of putting that pole in the water.
So what was the difference?
Why were they having so much luck?
Because they figured out what the fish wanted. They knew what would get their attention and that's what made them the most successful on our little fishing trip.
It's no different getting new patients. One of the biggest mistakes doctors, practitioners, dentists, etc. make is they don't take time to find out what their patients really want.
Sure you have a service that they need. But people don't buy based on need. People buy what they want not necessarily what they need. If you're struggling to get new patients in the door, it's most likely because you haven't figured out what your potential patients really want.
If you need help with that, I'm here for you.
I want to help you get and keep those patients in your practice.
Apply Here Now