Marketing Book For Physical Therapists: “Why You Don’t Get As Many Referrals As You’d Like”

This is an excerpt from Chapter 9 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

“Giving your patients information to give to their friends’ works because it stops your patients from having to become “salespeople” for you. This is the biggest mistake most clinics make when asking for referrals – they are asking their patients to do the selling for them. Chances are patients are telling their friends about you, but they often say the wrong things (they talk about what happens and not the outcome you deliver).

Have you ever stopped to consider what people say about what we do? Picture the coffee shop conversation where a past patient is telling someone about you. The inevitable question is “what’s it like”, or “what do they do?”, and if your patient starts to say things like “well, you have to take your clothes off”, “he put his elbow in my back right at the point where it hurt”, or “he stretched my leg into a position it has never been in before”, they’re hardly likely to call, are they? Compound that by how much it costs and they’re very unlikely to call no matter how good your past patient’s intentions are.

They are saying the wrong things, which is why so many patients who tell you that they will “tell everyone about you” fail to get them to come and see you. They are simply saying the wrong things. That’s what this system is designed to stop, therefore significantly increasing the likelihood that the potential patient has an accurate understanding of what you really do. If they have a better understanding of what you do they will make better and more confident decisions to hire you.

So, the solution to more referrals from past patients is to give them information that they can pass along for you. The best part is, you already have it (from what you are using in your attraction ads). Now you just need to create a system whereby a patient’s friend, colleague, or family member can get it from you.

Think about what this would mean for your clinic: having someone who booked an appointment at your clinic today refer someone else to you within a few days from now. It is as close to “two for one” as you can get, and it really is an explosive way of growing your business, on autopilot, with as much leverage as possible, making it significantly easier for you to grow profitably.”

…Continues on page 170.

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

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Marketing Book For Physical Therapists: “The 3 Fundamental Rules Of Direct Marketing Success”

This is an excerpt from Chapter 1 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

Successful marketing for physical therapy practices follows 3 fundamental rules:

1. You have to be clear on who your perfect patient is

2. You have to say the right things to your perfect patient

3. You have to reach your perfect patient in the places where they are

The usual scenario in most clinics is to decide to run an ad out of necessity because the patient volume is looking low, or even worse, the local newspaper called and offered a discount on a spot in the health feature that weekend. Neither is ideal, and the reason why is because there’s zero thought ever going into the strategy about “who” is being targeted, what “offer” will be made to them, or even if the “media” used is where the ideal target market (perfect patient) is going to be looking.

These are the 3 fundamental rules of direct marketing success and they are all being ignored in favor of a time-sensitive need to fill up the schedule or a looming deadline.

The only thought is to make the ad look aesthetically appealing and obsess over the color, the position of the logo, the font size and type, and have a designer dress it up with some attractive images.

Let me show you an example of what I mean – and YES, this was one of my own from the early days when I was dabbling with my clinic’s marketing:

Fig.3

Having spent all that time designing it the ad now “looks” perfect, the clinic owner is certain it represents his or her “brand identity” perfectly, and he can be sure that when everyone sees the ad, the phone is going to ring off the hook.

Except it doesn’t.

Then what happens next is this: the business owner, still reeling at the loss of the $500 it cost to run the ad, (and the disappointment of being rejected, and heartache of being overlooked), decides that the solution to the marketing issue must be to change the color, change the font, and perhaps make the ad a little bigger, as maybe the reason that no one called was that no one noticed it?

So the new, bigger, more visually appealing ad runs. The business owner is even more convinced that they’ve got the “look and feel” of the ad right, and he is beyond certain that this time the phone will ring off the hook.

Except it doesn’t.

There’s rarely an attempt at ad number 3. Instead, what happens next is to blame the marketing itself (to cover up the business owners inept marketing skill) and a retreat back into the comfort zone of the old-fashioned methods of marketing (to doctors or past patients) that didn’t work back then, but now, because the direct marketing isn’t working either, appears to be the only option.”

…Continued on page 13.

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

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Physical Therapy Marketing Book: “Patient Attraction Strategy #2: Facebook”

This is an excerpt from Chapter 7 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

…”Let’s move from “offline” to “online”. Facebook advertising is something that I’ve been doing at my practice since the day it became an option, back in 2013.

I’ve since spent in excess of $100,000 on Facebook – and that’s because it works! It is a platform that is difficult to hide from and I don’t know many if any, niches or perfect patients that you wouldn’t be able to find from advertising on Facebook. It’s great for getting leads and raising general awareness of who you are and what you can to do help people.

I primarily use Facebook ads to get leads and build my celebrity status and authority. It is not about selling things or asking people to commit to appointments. It is not about asking for likes or even worrying over things getting shared. It is all about positioning yourself and getting leads that will go through your Nurture System (discussed in chapter 10).

To be clear, what we are talking about here is Facebook’s paid for ad platform. It is NOT about posting status updates and images. It is about paying for your ads to be seen by the people in your target market. And that is what makes Facebook so special and unique. Facebook’s ad platform allows for great targeting so it is very easy to find your perfect patient – you could easily find guys in their 30’s who like to do CrossFit, or ladies in their 50’s who want to be active and enjoy yoga.

If you are in the postnatal back pain or pelvic floor niche, you could very easily find ladies who have just given birth or are about to. You could even talk to middle-aged children who are worried about their elderly parents falling. For all those reasons, Facebook cannot be ignored. I have mainly targeted ladies in their 50’s and above. This allows me to write the message in the ad specifically for that person who are living with a certain type of problem (…an example of one of my best Facebook ads is in your resource kit www.paulgough/resource).

…Continued on page 128.

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

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Marketing Book For Physical Therapists: “Clearing Up The ‘BS’ About Why It’s ‘Wrong’ To Market In Healthcare”

This is an excerpt from Chapter 3 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

“…It makes me laugh when I hear some people in our profession say that healthcare professionals “should not be marketing”, or that “it is wrong to market to patients in pain”. Anyone suggesting this is being ignorant and arrogant as to how marketing actually works.

They live closed off from ever discovering how valuable proper marketing can be in enhancing the relationship you have with your patients. What’s more, these people have completely misunderstood how people really need to be helped (at the point of decision), neither do they understand what marketing actually is.

Clinicians often see marketing as “bad” simply because they think it detracts from the superior skill set (that they think they have); they’ve been brain-washed into thinking that skill set is all that’s required. Their self-worth is often tied to their own perceived level of skill and heaven forbid anyone comes along and is more successful simply by having a better website or marketing message.

The person who thinks that “marketing is wrong” is usually the one who is more concerned about credentials and qualifications (ego!). His head is stuck too far up his own “ass” to ever get it out and see that marketing’s only job is to ensure that those skills, and those credentials, are actually utilized. In that respect, and if you are clinically skilled, marketing is your best friend. And you should be embracing it as the vehicle that is going to put you in front of more people who you can help.

I don’t know about you, but I am in business to help people, and over the years I’ve realized that the only way that I can help people is if they actually know I exist. I know a lot of clinicians with a lot of skills who will not market themselves and as a result, have empty schedules and equally empty bank balances. Do not copy their ignorant ways of thinking about marketing. The fact remains that the company with the best marketing always wins. Besides, all those companies that you consider to be great – how did you hear about them in the first place?…”

…Continued on page 52.

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

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The Physical Therapy Business School Podcast
LinkedIn
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Marketing Book For Physical Therapists: “How I Became The Recognized, Trusted, Authority Figure In My Town!”

This is an excerpt from Chapter 2 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

“The impact that this marketing strategy has had upon my life has reached well beyond just a better, more financially solid business. Not long after I started this type of marketing, I was approached by two local newspapers who asked me to be a weekly health expert in their publication.

Education based marketing is all about giving value and providing people with helpful information about how to make good decisions about their health. And so, when I was writing the ads to promote my clinic, the editors of the local newspapers liked what they saw. The style of the ads (which I’ll teach you in chapter 8, “The Attraction System”), caught the attention of the editors, and two of them approached me and asked me to write weekly newspaper columns on the topic of health.

Ever since then I’ve written weekly newspaper columns in two of the big newspapers in my area (*I have provided an example of these newspaper columns in your resource pack that accompanies this book – get them at www.paulgough.com/resource). This provided, and still provides, free awareness of my clinic, and it also gave me the added bonus of positioning myself as the trusted authority – almost celebrity – healthcare expert in the North East. Imagine how easy it is to attract patients and raise your rates when you have this going on.

That awareness did this for me, and it can do the same for you.”

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

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Instagram
Twitter
The Physical Therapy Business School Podcast
LinkedIn
YouTube

Physical Therapy Marketing Book: “Generalists Go Broke – Specialists Get Rich!”

 

This is an excerpt from Chapter 6 of my new, Amazon No.1 Best Selling Marketing book for Physical Therapists, “New Patient Accelerator Method: How I Scaled A Four Location, $1,000,000 + Cash Pay Clinic – In A Place Where Health Care Is Free (…And, In One Of The Poorest Parts Of The Country)

“One of the reasons that physical therapists struggle to charge higher prices than say, personal trainers, (or even hairdressers in some instances), is because we graduate as generalists. We have been taught to do a “little bit of everything”, and as a result, never really specialize in anything. And that is a problem because specialists are who people seek and ultimately, spend the most money with. Generalists try to help everyone – and get tired and go broke.

Specialists narrow down to a specific target market, they charge more money to provide that specialist service, and as a result, they get rich! What do you want to spend your career doing?

When you get clear on your ideal patient you start the process of becoming a specialist, and because you can start to talk about their specific problems, in the eyes of that perfect patient you are becoming “everything” (rather than a little bit of something to everyone).

At first, it might seem counter-intuitive that you are going to choose to ignore some people and instead focus on a small pocket of people, but what needs to be understood is that if people can’t find themselves in the ad or the marketing message you are putting out, they will ignore it. And that’s a problem because without getting their attention they are not going to take action, and if they don’t take action they will not come and see you.

Sure, there might be 5000 people seeing your ad on Facebook, but if it isn’t talking to someone with a specific problem, and isn’t showing how you can solve it, then no one is noticing it.”

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.comchoose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

Facebook
Instagram
Twitter
The Physical Therapy Business School Podcast
LinkedIn
YouTube

A “Wedding To Pay” For – Yet He Still Enrolled (CASH PT Case Study)

Click Here To Read This Incredible Cash PT Case Study! > 

So the Accelerator Program is filling up fast…

…and just one of the reasons it does so is because it works to help CASH and OON PT’s become more successful…

There’s a lot opening up these days – all wanting to get the edge.

And that’s great…

But many are being held back from impacting more people because they don’t have their Marketing plan in place.

Can you relate?

Many PT’s have a nice premises, a fancy logo and even a website – but no Marketing plan.

(That’s a bit like driving without a licence – you might be ok at first, but you’re going to be in trouble sooner or later!)

And that lack of Marketing plan was holding back this “Cash-Pay” PT Mike Wehrhahn if Beach Haven, NJ…

He went all in and opened up his own practice – only to “stall” and “stumble” along the way in a town with a lot of big hospital systems…

What made it worse – there were tons of other cash-pay PT’s all wanting to work with the crossFIT athletes he was targeting.

In a nut-shell, he was “stuck”!

===> Read the case study here!

Until he saw the Accelerator Masterclass program (the last time we opened up registration) – and he knew this was going to be right for him!

He REALLY wanted to enrol…

…but the thing was, his SOON TO BE WIFE wasn’t to keen on him doing so!

She wanted to spend the enrolment fee on the upcoming wedding.

Understandable.

But thankfully – after one or two uncomfortable conversations with his soon to be new wife – they both agreed that it was in their best interests if he did learn how to Market his great PT skills better.

And so despite having the huge expensive wedding to pay for a the same time – Mike enrolled in Accelerator.

The result?

Within “3” months of taking the class – Mike was already $5,000 per month better off.

Needless to say that his new wife loves the Accelerator Method just as much as Mike who is now making more impact than ever…

…earning more than ever…

…and already starting to talk about expanding Next Level PT to a second facility.

Why wouldn’t he?

He now knows how to reach 1000’s of more potential clients online and by using his marketing to add value upfront…

…he’s been able to raise his prices without any resistance.

Click to read the full case study…

Then enroll in the Accelerator Program, here.

Sincerely,

Paul Gough

P.S Want to see even more Accelerator Success Stories?

===> Click here see dozens of Accelerator Method Success Stories!

This program has already helped over 100 PT business owners already – so you won’t be the first to try it out.

We know it works…

…we just have to have you enrol so that we can show you how to do it as well.

Enroll here.

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:035 – Even If They Don’t Ask For It – Tell Them About It > 

Click here to listen to Audio Experience EP:010: Healthcare Consumerism: Why It’s Great News For Small PT Clinics Trying To Get BIG! >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

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For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Will Your “Q2” Be Better Than “Q1”?

Let me tell you a story about “Ben Ramos”…

He’s a client of mine from San Diego – has a cash-pay clinic in the gorgeous little town of “Solana Beach”…

He emailed me just yesterday to say that he’d just had his first ever “FULL DAY” of paying patients:

“It felt good –
I paid my months rent in
just one day”!

He told me.

And he went on to say, “now I just need more days like that!”

More success stories:

In my Mastermind Program, each Friday we celebrate “Best Weeks Ever”…

…and what’s more, in the last Quarter, more than 60% of my group had their “best week ever”.

(I’m very proud of them all).

So here’s my questions:

What’s the key to “more best weeks ever” and more “full days?”

The answer?

“Having A PLAN”.

And working that PLAN.

Now, if you ask most business owners what they “want” – they really don’t know…

Sure, they’ll say “growth” or “more profit” – but nothing tangible.

There’s no real numbers…

…and because of there’s no numbers – there’s no PLAN to support the numbers.

This lack of a PLAN is also the primary reason why most business’s stop having best weeks ever…

…and, why many never get to experience what it’s like to have a completely full day.

(BTW, Ben is charging $225 per session in CASH – niiiiiice 😉

My next question:

When was the last time either happened to you?

.
.
.
.

If it hasn’t happened recently – or as frequently enough as you would like – then I’d like to propose we work together to create a PLAN for you to put it right.

A PLAN that is structured, with a clear route to achieving the NUMBERS that support the reason that you went into business for in the first place.

Without a PLAN, it’s difficult to know where you are going – or, if indeed, you’re even close to getting there.

At my Profits Workshop I’ll work with you to personally to create a completely new Marketing Plan for your clinic so that you can work backwards and enjoy ticking-off your achievements…

…rather than walk forwards – constantly hitting brick walls and getting STUCK!

We’re now into “Q2” of the business year – lets make this the one where you made the decision to be more successful…

…so that in “Q3” and “Q4” you can reap the financial rewards.

The More Profits Workshop is happening FOR YOU –  if you think you would be more successful if you knew how to Market your business properly, then hop-on-over to this link now to book out your spot:

3-Day Marketing Workshop: More Patients, More Profits 2017 >

Just “10” people will be in the room with you – and we do that so YOUR BUSINESS gets all of the time and attention needed to make sure you walk-away from the event with a new plan ready to fire perfectly crafted MESSAGES to your PERFECT PATIENTS…

….who, will be as impressed with your ability to resonate and connect with their REAL goals, as they are your ability to reduce pain and limit function.

This is NOT just another “Marketing course” – it’s about working personally with you for 3 days to show you how to communicate with your patients in such a way that completely changes the way the patient feels about doing business with you BEFORE they even arrive.

3-Day Marketing Workshop: More Patients, More Profits 2017 >

And as the “cost” of healthcare surely rises, it’s the clinic owners who can do THAT, who will be the ones taking home the gold-doubloons.

There’s a lot of great, very skilled PTs out there – but not many of them are “fully booked” out.

Maybe it’s because less than 99% of the profession take the time to do something like this – and actually learn how to put their skills to use at scale….

Go here next for more details on how to claim your seat so we can get you full-booked up, week-after-week:

3-Day Marketing Workshop: More Patients, More Profits 2017 >

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:031 – Why So Many Physios Are Failing In Private Practice >

Click here to listen to Audio Experience EP:05 – The Wheel Of Engagement And How Much You Should Budget For Marketing >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

The “Wheel Of Engagement” – In Action

Comes a comment early this morning in my Facebook community following this weekends Mastermind Event:

===

“Yesterday we converted a lead (at our NEW $185 price point) who found us through Facebook. Totally cold lead.

She saw one of the videos we put out, submitted an inquiry on our website and we got her in for a discovery.

She came in yesterday and said: “I recognize you guys from all your Facebook videos”….she also said I was following her all over the internet haha (Remarketing).

We also got our first Discovery session from the live chat box on our website yesterday too!

Really cool seeing all of this come together. You’re the man Paul Gough!”

– Mike Wehrhahn, Next Level PT, Yardville, New Jersey.

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What is the Wheel of Engagement??…

It’s the way in which you interact with
the same person more than once –
across multiple platforms.

It’s also the only way that you can realistically expect to be successful with direct marketing in 2017 (and beyond).

Let me explain more:

So in times gone by it was all about ONE newspaper ad…

ONE postcard…

ONE Facebook Ad…

ONE set of Google ads…

And so on and so on.

And you would judge the success of the ad – pretty quickly based upon how many people saw that exact ad…

“Dan Kennedy” and others told us to use call tracking numbers or links clicked on webpages that would allow you to track the success of the ad so that you could run it again – or can it!

These days??

One off ads are almost dead in the water!

Take a look at Mike’s new lead from Facebook…

Multiple videos watched on Facebook…

Over to the Website to fill out a form and make an Inquiry…

PLUS,

She’d been seeing his remarketing ads all across the internet which 100% confirmed him as the expert she needed to see.

The result?

A brand new patient at a much higher price point than when running the “one off style ads”…

For context:

Mike was charging just $130 per session before his entrance in my Mastermind Program…

All of those touch points COMBINED is why he doesn’t get resistance at a price point WAY HIGHER than the average fee charged by most PTs…

Familiarity breeds trust – and when you have trust, it’s very easy for people to say YES!

And there’s something interesting…

The “price” that most PTs charge these days is round about the “average” of what everyone else charges in town…

…and yet they claim to provide a better than the rest type of service.

I don’t know about you – but I don’t know many businesses that are able to provide a better service than anyone else in town while charging the same fees.

Could that be why so many businesses go bust???

Maybe.

Anyhow…

Guess what…

All of the “wheel of engagement” stuff was first discussed at my “More Patients, More Profits 2017”, 3-Day Marketing Workshop.

If you want to get a 12 month Marketing Plan for you clinic – PLUS, learn how to make this wheel of engagement work for you…

…and, as a result, sky-rocket your fees from Average – to top 1%…

…then this is the place to come:

3-Day Marketing Workshop: More Patients, More Profits 2017 >

There’ll be just “10” of us in the room – and you’ll leave with a brand new marketing message, a 30, 90 and 12 month Marketing Plan…

…and, know exactly how to use all of the Platforms used by Mike to bring in new patients from out of the blue – happy to pay $185 in cash!

Details here:

3-Day Marketing Workshop: More Patients, More Profits 2017 >

Application only.

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:031 – Why So Many Physios Are Failing In Private Practice >

Click here to listen to Audio Experience EP:04: Why You Should Never Ask Your Patients “IF” They Have Any Questions >

Be sure to subscribe to the podcast on iTunes and the show on Youtube, to keep up with the pack!

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Viva Las Vegas! (…And Then Onto Phoenix)

So I’m sat in the departure lounge of San Diego Airport…

…hoping that my short 47 minute flight with “Spirit” will actually take off on time – and that I don’t get yet ANOTHER email from them in a few hours to say “we are sorry for the delay” and offer me a $50 credit off my next flight with them!

(Has happened a few times to me already lol 😉

Anyhow…

It’s day 18/48 of the Tour– and I’m flying in to give a talk later today on “Lead Generation” at the Jeff Moore/Jerry Durham Patient Experience Event happening this weekend…

I have “4” hours to talk on this subject…

…and interestingly enough, I’m only planning on talking on it for about 60 minutes.

Why?

Because before I can teach the HOW – it’s important to teach the WHY.

As in, WHY is Lead Generation Marketing so important to PTs NOW??

And that’s a fundamental aspect of ANYTHING that involves asking people do things – that is important to know and understand.

For example:

Before you tell me about your amazing treatment plan – tell me why I need it (… don’t take for granted that just because I am in your treatment room I know why I need you..)

Before you put out “5 Exercises for Achilles Pain” on Youtube – tell me why I need to do them in the first place…

Before you teach your staff a new way to answer the phone – tell them why the old one wont work any more…

And so on and so on.

Failing to TEACH THE WHY is a big reason so many people don’t get done – what they try to get done.

The reason oh so many people do not teach the why?..

1. A lack of understanding of how people actually make decisions

And,

2. A ‘perceived’ lack of time in how “busy” our lives are that we feel that we have to spend more time focusing on the HOW.

Could this be one of the reasons why so many business owners keep running in circles – never quite getting the outcome that the HOW they are teaching promises?…

Maybe.

Ok, so I gotta’ dash – looks like we are out on time.

If you are around the Las Vegas area later tonight – let me know and we’ll meet up at 7pm – venue to be confirmed (check out my Facebook)…

…and if you are in the Phoenix Area – the Meet Up is happening on Sunday 5th, 5pm, Downtown Sheraton Hotel.

Cheers,

Paul Gough

P.S. Seats for my next 3-Day Marketing Workshop are filling up already

(How your 3-Day Learning Experience with me will look…)

Click here if you’d like yo find out when the next workshop is coming to a city near you:

3-Day Marketing Workshop – More Patients More Profits >

If you want to come and get given a completely new Marketing Plan – and learn how to write marketing campaigns to connect with your perfect patient, then this event will show you how.

It’s limited to 10 seats per event.

I’ll be revealing everything I know about creating a 12-Month Marketing Plan to attract cash paying clients to your clinic…

If you know you need to Market to people in your community – and you so far have not been able to make a success of it – but you want to – then this is perfect for you.

You’ll get to sit in a Mastermind style room with me and 9 other business owners and I’ll personally help you to create a winning Marketing Message and Plan for your clinic.

It’ll be a lot quicker, cheaper and less hassle to learn it from me inside 3-Days – than spend years trying to figure it out on your own!

It’s by Application only – more details here:

3-Day Marketing Workshop – More Patients More Profits, Alexandria >

MORE RESOURCES ON THIS TOPIC:

Click here to find out more about the “More Patients, More Profits 2017” 3 Day Marketing Workshop – and when I’ll be in a city near you!…

Click here to watch The Paul Gough Physio Rooms Show EP:021 Helping Patients Overcome The Resistance To Booking PT >

Click here to listen to Audio Experience EP:02: Creating A Marketing Plan For The Crossfit Open >

And when you listen to the podcast and show, be sure to subscribe to the podcast on iTunes and the show on Youtube, to be notified of the latest episodes.

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For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Tour Update: London > Austin > San Antonio > New Mexico

As I write this note to you, I am sat in a McCafe, just off the “10”, enjoying a Latte, waiting patiently to speak at an Event in Las Cruces, New Mexico…

I’ve stepped out from the Event Hotel to break away and reflect on the last 7 days since I left the UK.

I have travelled from London, to Austin, to San Antonio and Las Cruces – and along the way, I have met some incredible PTs who continue to thrive in the awesome community that we are all creating for each other.

Recap:

On the weekend before I left the UK I took to the stage at a huge healthcare seminar in London – sharing my new Keynote to a room choc-full of Physical Therapists AND Chiropractors.

(It’ll be on the Podcast in full, in the next week or two when producer Dan gets it ready…)

I got to meet up with some Amazing PTs in the Austin area…

And, I travelled in Dr. Jarod Carters car and talked business all the way to San Antonio and CSM to hang out with over 14,000 PTs on the River Walk.

Even more:

We completed the “More Patients More Profits 2017” 3-Day Marketing Workshop where I had a “Boardroom” style room full of 15 of the best PTs in America, Canada and the UK.

It was Epic.

Here’s a picture of how it played out:


Jarod and Jerry Durham showed up too – and my students learned a lot.

As did I…

Mainly, what I took from it is that there are a lot of *confused minds* out there over what Marketing actually is – and how it really works.

For example:

So many PTs are failing to recognize that when you Directly Market to a consumer, the person that you are talking to is in a completely different decision making place than someone referred to you via a doctor…

I believe this is just one of the reasons why so many PTs are trying faithfully – but failing to make Direct Marketing (and Direct Access) actually work for them.

If you are “dabbling” in the Direct Marketing process – you know, running a few ads here and there, putting up a one off Facebook Ad, shooting from the hip and taking a random-guess that your Message connects – then it’s non the wonder than the ROI that you want, isn’t there.

I’ve just spent an entire 3-Days (we ran over most days) teaching the strategic, step-by-step process that goes into creating ANY ad – and a detailed 12 Month Marketing Plan – so that they can use that formula on ANY media and expect to be successful.

It’s not about obsessing over Facebook or your Website – it’s about obsessing over your CLIENT.

More:

I spoke at length about the absolute need to create “bridges” – or “trust builders” – that move people form a place of complete skepticism and the uncertainty that comes with investing in anything over $100…

….to a place where they’re comfortable in that decision and happy to go ahead with it.

All of this – and so much more – is a pre-requisite to understand and know how to apply IF you’re wanting to make your Direct Marketing a success…

And guess what??

Due to the stunning success of this Event – I’ve decided to add another to my busy schedule.

I haven’t 100% confirmed the exact location or date in May…

…BUT, all I will say is I’m very keen on taking my next US Tour up to the Viginia/Metro D.C Area in May…

I’ve heard that the Alexandria (VA) area is beautiful in May…?

Maybe the next 3-Day Marketing Workshop COULD be heading there….

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to find out more about the “More Patients, More Profits 2017” 3 Day Marketing Workshop – and when I’ll be in a city near you!…

Click here to watch The Paul Gough Physio Rooms Show EP:021 Helping Patients Overcome The Resistance To Booking PT >

Click here to listen to Audio Experience EP:01: Finding The Real Reason Why Patients Come To See You > 

And when you listen to the podcast and show, be sure to subscribe to the podcast on iTunes and the show on Youtube, to be notified of the latest episodes.

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Lessons From The NFL About Running A PT Clinic

Comes a question on Facebook last night:

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“Anyone have trouble attracting the people who value the services you’re providing?

I keep getting patients whose first response is “do you accept insurance?”.

They don’t do their research and look at my website to view that info – if they contact me by phone I give them the private pay talk, ideally I’d like to by-pass that talk… I want those patients that know they’re getting premier care.

Any suggestions are greatly appreciated”.

– Amy Savarese Moore, Posted on the Cash PT Nation Facebook Message Board.

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I have a few things to say on this…

And the first is that for most PTs, they’re not actually “attracting” anyone.

What’s really happening is they are at the mercy of the small number of people searching for a PT – looking (and expecting) to find someone who accepts their insurance.

See, most clinics waking up today are in what I call “reactive” mode.

Reacting to the people who “stumble” upon their website – the same people who also “stumbled” on the websites of the other 7 PTs in town, who also have a free listing on Google.

There’s usually nothing different about the websites – maybe the color of the font – and it’s almost impossible to differentiate yourself from the rest, once you’re part of the pack.

Another way to look at the problem is through the style of play of an “NFL” team:

PT clinics have existed playing a “defensive” style of game.

They wait for referrals to arrive, usually from a doctor, a third party referral or a past patient…

Either way, they are sitting back and waiting for the patient to come to them.

That’s fine.

But they come with all sorts of false beliefs about the value and pre-conceived ideas about what they should be getting – and one of them is often a “PT who takes insurance”…

So the answer is to switch your model to a more “OFFENSIVE” type of game and actively go looking for the type of patients you want.

(That’s what REAL Marketing is).

We are now essentially “running at them” – instead of waiting for them to run at us.

It’s much easier to get the ball back when you are already “on the move” – wouldn’t you agree?

So in this new game, what we have to do is expose them to information that changes the way they feel about you – BEFORE they call you…

That means when the “private pay” talk comes up – which it has to – it’s more likely to be a successful one because these people already know the true value of what you do.

That’s what a “Marketing Plan” is for.

In a nut shell, it is a sustained effort to influence a certain pocket of people and help them feel a certain way about how they view how YOU can solve their problem, better than anyone else.

And preferably, we need them to see it in a way that no one else has ever presented to them before – and if we can do that, they are happy to pay in cash or out-of-pocket, at any fee you set.

And guess what??

This is one of the topics we’ll cover at my 3-day Workshop Event in San Antonio, happening in Feb this year.

I’ll be showing you how to create a Marketing Plan that means you’re attracting the right people who value the services you provide.

Go here next for more details:

3 Day Workshop: More Patients, More Profits 2017. RSVP HERE! >

It’s limited to just 10 people – and there’s just 3 spaces left.

3 Day Workshop: More Patients, More Profits 2017. RSVP HERE! >

Sincerely,

Paul Gough

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MORE RESOURCES ON THIS TOPIC:

Click here to listen to – podcast EP:005 Why No One Wants To Pay For Physical Therapy Anymore…

And Click here to watch Youtube Show EP:009 Why Patients Value A Hairdresser More Than PT

And when you listen to the podcast and show, be sure to subscribe to the podcast on iTunes and the show on Youtube, to be notified of the latest episodes.

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

When It Comes To Attracting Perfect Patients, Focusing On Less, Gets You More…

On this Physical Therapy Profit Academy Tutorial we’re going to show you the quick and easy way to create powerful marketing pieces, to help you attract more of your perfect patients… and less of your hassle ones.

Sound good?

If so, read on because it’s really easy to do and you can start doing it today.

Success In Marketing Is About Three Things

1. The Message

2. The Who (your perfect patient)

3. The Media you pick to advertise in (Facebook, newspapers etc)…

We’re going to look at the “message” and the “who” you’re creating that message for.

So first, let’s take a quick look at the “who”… if you know WHO your perfect patient is, it becomes really easy to achieve marketing success because you’re reaching out to the exact people you want to attract to your clinic.

Knowing your ideal patient allows you to grow and scale you clinic – predictably, and reliably. Something that very few Owners ever get to feel as though they’ve achieved.

Failing to identify a ‘perfect patient’ is a mistake that most PT business owners make. It took me years to figure out I ever needed to do this – never mind get clear on it.

But because I didn’t, it meant that for years I was playing the equivalent of a game of “blind archery” with my Marketing and looking back it’s no wonder that so many of my Marketing pieces wouldn’t fire.

When It Comes To Attracting Perfect Patients, Focusing On Less, Gets You More…

Let’s look at it this way…

You’re passionate about your services, you know you can help people, and you want to tell everyone about what your clinic does.

And if you do that, you have a better chance of making more profit and growing and scaling your practice.

But the problem is, not many people are all that interested in “physical therapy”.

Just the way it is.

Less than 3% of the population even know what we do or how we help – so we need to be a little cleverer than just running ads that announce “We’re a friendly PT clinic, call me today if you’ve got pain…”

(That’s called “Brand Awareness” – rarely ever works for small business owners like you and I.)

Our chances of success in Marketing are much higher if we ADVERTISE something that makes it easier for them to make decisions about their health.

Information about your services is a good place to start.

It’s a low-level commitment to you and your services that makes more people more likely to respond.

But the thing is…

We don’t just want anyone responding.

We want PERFECT PATIENTS!

And without knowing (before you run your ads) “WHO” you’re talking to in those ads, it’s difficult to write powerful ads and you’ll get very little response… waste a lot of money… and worse – turn a lot of people off, too.

Why?

Because without a perfect patient in mind, the messages you use in your Marketing are simply not compelling enough – they won’t resonate enough to encourage people to take action.

And if they don’t take action, they don’t become patients.

And that’s all success in Marketing comes down to – am I able to motivate these people to WANT to take action after reading my message?

Like I always say, rarely does “I’m a physical therapist… call me today” ever motivate anyone to respond.

But here’s the thing, the good news is when you have a clear image of who it is that you want to work with, marketing becomes a whole lot easier…

Let me show you how…

This week in one of our live group coaching calls with my “PT Entrepreneur Community”…I spoke about this exact topic.

One of the PT’s in the community, whose ideal patient is a ‘Cross-fit’ athlete, was struggling when it came to crafting the perfect message to reach out to these types of people.

He was using messages that HE thought would resonate…

…images that HE thought would hit home…

…but didn’t.

You see, he hadn’t become clear enough on WHO these people really are – how they see themselves, and what they want from going to “cross-fit”.

Make no mistake… whether your ideal patient is a woman aged 50+ who suffers from low-back pain, a college dancer, or a cross-fit athlete – the first thing you have to do is start talking to them, in THEIR own language.

Use and write the words as they would talk to themselves, in their own head.

Something like:… (and we’ll take Cross-Fit Athletes as an example)…

“Attention Cross Fit Athletes… if you can’t figure out why you are not achieving your times or reps or you WOD…”

Etc, etc, etc.

Using words like I showed you, is way more likely to attract the attention of a cross-fit athlete type patient.

First of all I referred to them as ATHLETES!

Which is how they see themselves!

As Physical Therapists, we need to be able to resonate with people enough… so that when they’re unable to do of all the things they want to do…

Like lift heavier weights, play with their grandkids, go skiing with their friends… whatever it may be – they need us in their life to get them there – and they KNOW that we seem to get them better than anyone else!

So, if you want to take your new patient acquisition to the Next Level, there’s a lot more to your clinic’s Marketing than just writing some words on an advert and posting it out.

There’s a science and skill behind writing laser-focused messages putting you in a position where you stand a much greater chance of getting people to pay for your services, HAPPY to pay for you services… and beating all the other PT clinics in town with your amazing marketing skills.

For more Marketing tips like this, go here next:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

Cash Up Sell: How To Turn Ice Cold New Patients Into Red Hot Life Long Buyers

On this Physical Therapy Profit Academy Tutorial we show you how to maximise your patient cash value effortlessly, by selling any cash service you want, to any patient you treat.

Question:

“How do you make MORE money at your practice?…”

Many PT owners focus on bringing in more and more new patients.

Which, of course, is part of the equation…

But the fact is, with the majority of PTs relying on inbound referrals from Doctors, and with insurance reimbursement fees being “slashed” – keeping the doors open is only going to become harder, meaning you’ll work MORE, but go home with LE$$!

And although a ton of new patients WILL bring you more money when they pay for their first block of sessions…

What you REALLY need to know how to do, is CONTINUE that sale with that same customer for life – as this IS where the bigger profits are made.

So, instead of only thinking – ‘how can I get more new patients?’…

Turn it around and start thinking like the wealthy PT owners who are asking – ‘how can I get that one new customer to buy from me for life?’

Because if you can get one new customer, chances are you can get ten.

And so it’s just as important that you figure out a way to get that one customer to buy from you again and again – ideally, forever!

And when you crack that code, the wealth is infinite.

Let me show you how to do it:

Introducing, “The Cash Up Sell”

The “Cash up sell” is one of the best ways to maximise profits from the patients already coming to your clinic, and new ones.

How To Turn Ice Cold New Patients Into Red Hot Life Long Buyers-2

Did you know that up to 60% of customers who’ve committed to a sale will make a last minute purchase when offered?…

Most PT owners don’t even realise this is possible, and there’s several reasons why…

One of the main reasons is simply because they rely mainly on patients being TOLD to visit them (via Dr referrals)

Hugely significant.

Put it this way, Chiropractors have incredible up-sells in their business – because the people paying to see them are actively doing so.

Contrast that with the PT clinics who are relying on inbound referrals, being told that because they have back pain, they should see a PT… the patents those owners attract have a completely different mindset.

Before I realised this, I had faced a challenge to figure out a way to get ice cold new patients, into red hot life long leads…

But now I have in place a step-by-step process to sell ANY service I want, at ANY price I want, to any patient – it’s one of the best things I’ve ever done for my business…

The best part?

You can use the exact same strategy too.

To discover precisely how to boost your income by doing this, go here next:

The 6 Week New Patient Accelerator Program >

It’s the Ultimate Physical Therapy Marketing Course designed for clinic owners serious about achieving a 50% – 250% increase in profits for their business.

Take a look to see what’s in store for you here:

The 6 Week New Patient Accelerator Program >

I’ve done the work for you – I’ll help you create you own Marketing GAME PLAN for 2016 and beyond…

You can bet that you will be MILES ahead any other PT clinic in your town when the doors re-open in January.

Don’t leave it too late to make 2016 your best year yet – like so many PT businesses do – or, risk relying upon referrals from doctors for a moment longer, because that ship is sailing…

Click here to achieve immediate results and create the success that you deserve.

Why Physical Therapy Is A ‘Grudge Purchase’ – And How To Persuade More People To Want To Say YES At Your PT Clinic

In this PT Profit Academy Tutorial, we show you how to make your PT clinic adverts more successful.

We begin by explaining why the Marketing and promotional material adverts you’ve run in the past, maybe haven’t worked as well as you would have liked.

The Words You Use 

Marketing success… it’s all to do with the “words” you use, and the order in which you choose to write them, and where you place them so that your ideal patient can see them. That’s it!  Nothing much more too it.

To make PT adverts more successful… there’s a certain language that you’ve got to use… a way of communicating with potential and exiting patients that is able to persuade them they you, obviously, are the right choice for them. As they see and understand it.

And “persuading” your potential prospective patient to give you their time, their deductible and their copay is a skill set that anyone can learn …and is one of the reasons why so many of the ad campaigns that our sister company …the “Paul Gough Physio Rooms” run, are so successful at helping us to acquire the right number of ideal patients.

We figured out that the words that we use in our ads had to resonate with the “WHO” we wanted to attract to our clinic — usually people aged 50+ wanting to avoid painkillers and stay active and mobile.

So it made sense to study this topic of “persuasion”, in more depth.

Now I know it’s easy to think that “you’re busy running your clinic”, and you “just don’t have the time”…

… but the truth is, if you want to get more NP’s to your clinic, get a better R.O.I on your marketing – then mastering the art of ‘persuasion’ is the one single best things that you can do to help you get there faster.

So lets look at what REALLY Motivates and Persuades Your Patients to say YES from seeing your Adverts and I’ll start by asking you this question:

“Why is Having Better ‘Persuasion Skills’ So Important In The Advertising and Sales Process?”

Simply put, Physical Therapy is something I call a “Grudge Purchase”. And what I mean by that, is this:

No body really wants to go and see one… and they definitely don’t want to pay for one! Anything to do with something that a person takes for granted – walking, bending over, reaching in the cupboard, or even anything that has fixed itself in the past (like back ache!), OR even never had to pay for themselves in their life (especially since copay and reimbursements are now higher) – is classed as a Grudge Purchase.

Get me out of here!!

If your prospective patient thinks that they can get away without having to pay for health care services, (which is why so many people wait for a long time, hoping that they’ll wake up the next day with no back pain), then the simple answer is, that they won’t even consider it!

Lets be honest… Physical Therapy isn’t exactly something that people look forward to going to… and it isn’t really seen as a ‘desired’ experience to get excited about.

Don’t forget:

- They've got to trust you enough to put

And the fact they have to pay for ALL of those things, makes your PT services a ‘Grudge Purchase’.

When I realized this, I made communication, customer service and the EXPERIENCE my patients would receive, the forefront and centre of my own PT business (the Paul Gough Physio Rooms).

If I’m honest, all of that is actually MORE important than what actually goes on in the treatment room! Hard for PT’s to accept, but it’s the truth.

So now you know that people see your PT service as a “grudge” purchase… it’s easier to overcome the obstacle it presents to your PT clinic profits. And it is possible to change the way people think about your PT service and get more people to be more excited about coming to your clinic and happy to pay their contribution to PT.

Most People Just Aren’t Motivated To Do Anything

Here’s the thing… as a rule, most people aren’t motivated to do anything – and they won’t be even thinking about coming to you until they know you CAN help THEM – as THEY UNDERSTAND IT!…

You’ve got to show people why YOUR Physical Therapy clinic and your service and your solution to their back pain… is the one that they should get off their couch for, jump into their car for, and the one that they should reach into their wallet and pay you for!

Another key thing to keep in mind is that human beings are hard wired to say ‘no’ to pretty much everything.

People will come up with any and every reason as to why they can’t pay for your PT services… yet they’ll likely order a TV from Amazon later that same week for way more than the $500 Copay that is required to come and see you!!

Hence why sales and marketing training actually exists, and why it’s so important to start implementing both of those skills at your clinic, starting today!

Want some help to get started?

Ok… to get you started with some better sales and marketing skills (persuasion!), here’s how to tap into the minds of your prospective patients, to get you more of them, faster…

What Are The Fundamentals Of Persuasion?

1.) The ambition to escape the unwanted, is THE biggest and fastest motivator.

One of the things you’ll see in advertising land is that the big corporate hospitals will advertise positives. They’ll broadcast an image of a person aged 50+,  riding a bike and looking healthy, and use a slogan something along the lines of “a healthier you”.The problem with that is, that turns people away. People don’t have an ambition to be healthy – they have a bigger ambition not to be unhealthy – those are two totally different things…

Unfortunately through medical school as a PT, you were conditioned to think that what you do =  what people want (to be healthy and active). But that’s not what motivates people… What does motivate people, is if you can move them away from their pain – if you can promise them that your services will ease their back pain, allowing them to spend quality time with their Grandkids that they’re currently missing out on!

Hint: Your marketing messages should always take people away from their pain, don’t focus on the typical healthy, happy, smiley face type images that won’t attract you new patients.

I’ll give you an example:

If you’re having a conversation with a lady called Kathy aged 65, who has suffered with back pain for the past two years, you’re going to find it very difficult to convince her that life is going to be perfect, and pain-free in a couple of weeks time…

But… if you have a conversation with “Kathy” about moving her away from the back pain she’s in right now, and how Kathy will be able to enjoy gardening again quickly, it’s easier to motivate her to come to see you for physical therapy.

Also, here’s the key thing to remember…

2.) Always drag people out of the dark – NEVER into the light

Resist the temptation to think that promising to make a patient healthy is what they want.Hint:  It is! BUT it’s not the one thing that’s going to make them pick up the phone, or book in 10 sessions with you.You have to keep reminding people in your adverts, in your calls, in your prescriptions of care, and in every.single.treatment session – that one session with you, may be able to help them walk for 15 minutes that day instead of the current 5 minutes they’re struggling with.

3.) Take people away from negative emotions – triumph!

Remember, before people decide to come to you, they are nervous, fearful and skeptical.

There’s not enough trust engraved in their mins that your PT services are going to take away their back pain for good. Keep showing them WHY your services are the one for them.

Now you’re aware of how to position your PT clinic’s marketing to be able to acquire more new patients  – now let me explain to you more about this important subject that I touched on earlier in this blog post:

 Persuasion – And The 5 Levels Of It That Exist

Here they are:

Level 1 – I exist, therefore you should buy me!

Level 2 – I’m bigger, better AND faster than others, so buy me! (MOST PT’s ARE COMMUNICATING AT THIS LEVEL HERE!)

Level 3 – I have a unique, new and relevant mechanism that will deliver a benefit, so you SHOULD buy me!

Level 4 – I have a unique, new and relevant mechanism that will deliver bigger, better and faster benefits, so buy me!

Level 5 – I understand you at a deeper level including your goals, emotions and identity..and when you understand that I have crafter something just for you, you will WANT to buy from me.

One thing  you should know, and explains why most PT marketing FAILS, is this…  most PT’s are stuck at levels 1 and 2...the message that they use simply doesn’t connect or resonate with enough people to motivate them enough to say YES to responding to their advert.

It’s akin to saying “I’m a PT, I’ve been qualified for 10 years, here’s my address and here’s my number, call me if you’re in pain”… it really isn’t going to PERSUADE all that many people to want to do business with you or part with their Copay.

So, if you really want to take your business to the Next Level, and consistently and reliably be a able to get more new patients at your PT practice (without needing referrals from doctors), then you need to position your marketing message at LEVEL 5.

Explain through your advertising message why you’re able to help them – that you “understand they don’t want to rely upon pills for the rest of their life” and that you have the perfect solution to help them to defeat that concern.

A marketing message focused on that such as that which I’ve just described – the core desires of your ideal patients –  will resonate and compel people to call your office.

Remember, successful marketing is not so much about you… it is more about proving that you understand the problems that your potential clients are experiencing… and then take the time to show how you can solve them.

If you want some help to grow your PT Clinic without needing referrals from doctors (using Level 5 Marketing and Persuasion skills)… then the next best thing to do is to join my email list:

Subscribe here and I’ll be sure to send you regular tips on this important topic of Marketing:

Sign up to Pauls email list and get Marketing ideas and strategies for your pt clinic sent to you by email:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>