“Focus on the life time value
of your patients”.
How about I show you how to get some cash back in the back IMMEDIATELY so you don’t have to worry about a budget?…
This “focus on the lifetime value” seems to be a hot topic at the minute.
So let’s chat about it.
It’s happening because there are so many physical therapy clinics out there competing for business that higher levels of profitability are becoming further and further “back end”.
(Which is a long winded way of saying it takes much longer to make any real money!)
But that’s only if you’re doing what everybody else does.
See, there’s a “secret” to fast-tracking the trust building process which enables patients to buy from independent and small town clinics much sooner (and before they consider large hospital based clinics) and, far more importantly – gets the right kind of patients to buy far sooner.
Once you’ve given your prospects the FREE information that they came looking for (via your ATTRACTION SYSTEM), the next thing is to very quickly offer them something else that is of perceived value to them.
Something else that promises to help them solve their problem.
I wrote a book called “The Healthy Habit” (aimed at my target audience – the 50+ age group) and I give it away FREE to my prospective clients immediately after they contact my clinic.
But here’s the catch – they have to pay for postage and packing.
(Which is just a few dollars!)
So why would I do that since I don’t make any money from it?
Because it separates the “Motel” customers from the “Marriot” ones.
(I want more of the latter 😉
Let me explain:
You’re a doctor right?
And people assume that you KNOW a lot of important things that can help them.
Well, why don’t you write a few of them down on a piece of paper – and sell it?
Think about how much information you have in your head and how much it’s worth to someone who has a problem you know how to solve…
And don’t tell me that people don’t buy this type of information.
(Imagine how many books Amazon has already sold today on the topic of health and well being).
It doesn’t even have to be “information”.
It maybe a small fee for a long term, chronic back pain sufferer to attend one of your wellness classes, or a Pilates class.
What ever it is, offer them something that is of perceived value to them for just a few dollars – and much cheaper than it would cost ordinarily.
Here’s the key:
This will test their *commitment*.
And lets you know whether or not to keep spending any more dollars on marketing to them via your BUYER SYSTEM.
Maybe you think this all seems a lot of work?
Perhaps it is.
But not if you AUTOMATE it using things like Infusionsoft.
Or, maybe you think you “can’t afford to spend money on marketing”?…
That’s the very same belief that keeps business owners poor, frustrated, stressed and usually sees them missing out on spending more time with their family than they could be.
If you have a way to immediately start making money from new leads as soon as they contact your clinic – then it’s like getting paid to get new patients.
Means you can stop worrying about a “marketing budget”…
…And focus more on the UP FRONT VALUE of your patients to get MORE of them to contact your clinic.
All you have to do is let your BUYER SYSTEM carry on until that person sees the REAL VALUE of your CORE service … and agrees to proceed with a consultation and then a 10 visit care plan – which is where you get to make the real BIG bucks!
Let me know if you want some help to create a system like this for your clinic.
Note to physical therapist looking for marketing ideas…
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