Patient Acceleration

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During his prime rock legend Elton John was constantly castigated for the type of costumes he wore onstage in the 1970s. In our time the latest rock legend Lady Gaga also seems to create level levels of controversy with her styles of dress. However what is most notable is that both seek to be contrary to the “same ole same ole.”

 

When marketing you need to do something that’s completely different than anybody else. Marketing is similar to being at a rock concert it’s not about screaming louder it’s about looking different so that the singer or star recognizes you.

 

Too many in marketing today sound just like their competitor. There is no distinction and nothing that separates them from the competitor. Unless you’re sounding differently or doing something differently no one will notice. You need to be Like Elton John or Lady Gaga noticeable. This means that you must create promotional activities enable awareness. It also requires you to being so noticeably different that others speak about you. This is the only way that marketing attraction can actually be built.

 

The question then is to you what are you doing to be center stage and noticeable? What are you doing tomorrow to be different?

 

© 2012. Drew J Stevens, all rights reserved.

 

Drew Stevens is the author of Practice Acceleration and over 700 articles on chiropractic marketing. For additional information visit his website at www.Stevensconsultinggroup.com or download the FREE 17 Frustrations in Chiropractic Marketing.

 

 

Comments (0) Posted by Dr. Drew Stevens on Friday, September 14th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

One of the most difficult decisions to think about is the transfer of your business – your pride, joy and most important your creation. Turning over management/ownership authority is not easy for any founder, nor is it easy for the successor. However if you want your practice to continue to prosper then you must seek a way to do it. Research shows that practices tend to fail after death and fewer than 30 percent are transferred successfully to second generation or associate.

 

Convincing chiropractors to have a disaster replacement plan in the event of a tragic event is not too difficult; persuading them to prepare people for advancement years ahead of their actual promotions presents more challenges. Therefore, replacement planning is a start, but only a start.

Consider that many succession plans pertain to most large organizations such as hospitals or healthcare administrators, most small companies don’t have one, much replacements for key positions such as Chiropractic Assistants, therapists, associates, etc. Succession planning balances the short and long-term needs and promotes the simultaneous analysis of each.

 

What I personally believe is that succession planning is a deliberate, effort for the chiropractor to plan a transfer of duties and revenue to that person or person’s whom can continue the culture and care of patients without hesitation. Done well, succession planning maintains a balance between overall patient care and the continuance of practice revenue.

 

So, if the stories above concern you and there is a desire to position the practice for continuity what are some areas of consideration? Ask yourself the following:

  • During a short-term illness whom is responsible for maintaining the practice?
  • Does the current team have enough training to continue practice standards when the principle is away?
  • Should a crisis occur whom is my go to person?
  • What areas of the practice are covered in a crisis and where is there vulnerability?
  • Do I wish a one time payout or do I want an annuity if I retire from the practice?
  • Do my siblings desire the practice in times of a crisis, death or retirement?
  • What is my legacy? Do I want to leave one?

What are you doing to plan for your future? Make plans now before it is too late!

 

© 2012. Drew Stevens PhD. All rights reserved.

 

Drew Stevens Ph.D. is a world-renowned marketing mentor for chiropractors. Drew is one of those very rare chiropractic-marketing experts with not only 30 years of true experience but advanced degrees in marketing productivity. Not many can make such as claim. Drew works with chiropractors and professional services firms who struggle like crazy to create customer centric relationships that create new revenue. Dr. Drew has aided professionals to reach billions of dollars in new revenue by strategically implementing processes and methods that develop new relationships and new revenue.

 

Not enough patients? If you Need Patients Fast, get more cash now for free!

 

Just in time for Christmas read Patient Acceleration by Greenbranch Publishing– the new book for chiropractors that need more business now! Get a free preview now!

 

 

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, September 4th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

 

 

As I look around the nation, there is a general increase in the amount of political advertising – good, bad and indifferent. The irony about politicians is that their collective marketing is not visible until at least four months prior to the election. Suddenly the ads increase the time to casting votes decreases. Then as quickly as it began; it ends.

 

Chiropractic marketing is very similar to politicians. Many doctors try coupons, direct mail, email, anything and then when the campaign is complete, so are they.

 

Marketing cannot be turned on and turned off like a water faucet. What got attention will not keep attention, unless you are consistent and relentless.

 

Marketing is a relationship not a transaction. In order to maintain the relationship one must continually remain involved in discussion so that patients know you and trust you. When you market daily you solidify your base and lay the foundation of the future.

 

Do you really want to waste your time constantly running for reelection?

 

Looking to find more patients?

 

© 2012. Drew Stevens PhD, all rights reserved.

 

Drew Stevens Ph.D. is a world-renowned marketing mentor for chiropractors. Drew is one of those very rare chiropractic-marketing experts with not only 30 years of true experience but advanced degrees in marketing productivity. Not many can make such as claim. Drew works with chiropractors and professional services firms who struggle like crazy to create customer centric relationships that create new revenue. Dr. Drew has aided professionals to reach billions of dollars in new revenue by strategically implementing processes and methods that develop new relationships and new revenue.

 

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, July 24th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

The Four Success Factors for Practice Growth

 

If you are like many doctors and practice managers you seek methods for patient growth and revenue. Our work with doctors that desire a productive practice illustrates that it comes down to seven very specific areas:

 

  1. Awareness – if doctors and practice managers are not proactive, patients will pass you quicker than an exit on the Autobahn. The only way to increase patient volume is with the use of consistent and relentless practice development activities.
  2. Patient Service – since medicine by nature is a service, it is incumbent upon the staff to provide unending patient service. This is the only way to retain patients and lower your cost of acquisition.
  3. Patients – When you treat patients correctly they shout out the practice in praise. Think of attending a rock concert when everyone is scream in wild gyration for the band. The desire to remain close to patients allows this type of admiration for your practice.
  4. Staff – The backbone of any practice is great staff. Hire well and things will get done and patients will get served. Hire poorly and there will be more new employees walking through the practice doors then patients.
  5. Schedules – There are several things that will hinder the progression of your practice and scheduling is the most important. One clinic I was with continually booked appointments when the doctor was conducting morning rounds. The physician was continually late, frustrating patients and staff. When I questioned why book appointments immediately after rounds the reply I received was, “it has always been done this way!” In another scenario patients cancel last minute and there is no fee for the lost time. The only thing doctors must honor and value is their time, never abuse it.
  6. Assistants – Many practices will fight to the death before they obtain help because they do not want to delegate or fear they do not have enough money to pay staff. What is it costing you not to get the help required for your practice?
  7.  Culture – The culture of your practice must be patient centered. This requires the doctor to be communicative to staff to patients, to the community everyone. The purpose of your practice is one thing – the patient. All focus is to remain on that.

© 2012. Drew Stevens PhD, all rights reserved.

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, July 17th, 2012

Filed under chiropractic advertising, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

Don’t you just hate it when you know there is something wrong and you cannot put your finger on it? Tom was suffering from low volume and revenue and could not figure out why. After several moments we looked at his schedule and he realized he had 36% increase in cancellations.

 

Just like any athlete that needs to work on the little things so does your practice. Your time is valuable and when you hold appointments for patients you negate others the opportunity for the same time. So when someone cancels you are now down the revenue for that time. If you commit to patients should they not commit to you?

 

This requires a quick review of your cancellation and rescheduling policy. Your time is valuable and most be honored. When patients cancel they illustrate their dismissal of your time, talents and value.

 

If you want revenue to stop running out the door then obligate your patients to you. Your time is as valuable is theirs.

 

© 2012. Drew Stevens PhD, all rights reserved.

Comments (0) Posted by Dr. Drew Stevens on Tuesday, July 17th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

 

 

Diagnosing health issues is easier than finding and retaining staff. One of the most difficult decisions for any doctor is hiring staff. However, when you consider the amount of staff and the time with staff the interesting thing is that your patients spend more time with the staff then they do with you. Consider the amount of time with scheduling, rescheduling, billing, therapy etc.; your staff keeps the office running and in some cases establishes the office culture. Staff good and bad can make or break your practice.

 

This begs the question, “how does the doctor find and retain good staff?” The answer is much simpler and closer than you think. If you are in the market to find good staff here are some practical tips.

 

  1. The first order of business is hiring for talent not behavior. Too many hire because the person is nice or sweet or cordial. However, this does not take into consideration the skills required for the job.  Try taking two assistants that have attended the same schools, taken similar classes and received similar grades; they will treat patients differently because of their innate skills.
  2. Use the ABLE approach for hiring. Always Be Looking for Employees. Too many doctors seek help in a reactionary way – when someone is terminated or quits. Find good people and your budget will provide methods to pay them.
  3. Seek out good people from your existing patient and vendor base. These individuals know your practice, its operation, and culture. These individuals will be easy to train and will fit in quickly.
  4. If you are active in your local community then ask shop owners or employees for references of those they know. Having a good reference or third party endorsement is always better than finding someone unknown.
  5. Refrain from ridiculous job boards and websites. The best employees are found from those you know and trust.
  6. Create a list of good interview questions but rather than be stoic have a good conversation centered on experiential information. Look for the “hidden” messages of patient care, administrative techniques, and interoffice success.
  7. Bring them into the practice and watch for observed behavior. The first five seconds of interaction with others indicates how they will interact with patients and staff.

 

Seeking help for your hiring practices email me today and I will send you a White Paper on Best Hiring Techniques. Watch for my new book Patient Acceleration coming in the fall of 2012.

 

 

© 2012. Drew Stevens PhD. All rights reserved.

 

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, July 10th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

As you read this post, you are reminded of the pop culture expression known as “What Happens in Vegas…” The concept as you know is that you can be mischievous in Vegas while leaving it there and telling no one. Yes your darkest secrets hidden in the desert!

When it comes to marketing and selling there is an interesting parallel. Many appear deceptive, whether they realize it or not, because similar to Vegas there is a failure to communicate. Realize that the power of marketing and the need for marketing is to exchange information with stakeholders for the purposes of illustrating value and differentiation. If that is the case, why do so few fail to communicate information?Read More Here…

Comments (0) Posted by Dr. Drew Stevens on Wednesday, June 27th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

If you are like me you need a quick golf lesson from time to time. After so many years of playing golf, I have a handicap of – playing golf. Because of my frame and my many years of contact sports, I want to kill the little white ball causing me to significantly slice. In fact, if there is water or high rough my ball sails there like a magnet!

 

From time to time I take a lesson with the coach informing me to slow down and ensure I not only hit the ball square but on the sweet spot. Coincidentally this lesson reminds me of the parallel of golf and business. Think for a moment. How many times are you out there each day swinging away at patient volume and revenue only to miss incessantly? There is a reason for this.

 

You see the sweet spot for your practice is a target market! Your niche, your hunting ground. The area you need to focus on to capture attention.

 

As I work with many doctors and business professionals that suffer from a lack of cash and clients, I notice a trend in failing to direct a target market. If you do not formulate a niche, no one hears you. The average consumer/patient hears and sees over 9000 marketing messages per day. No one pays attention to them all. To illustrate my point, imagine attending a rock concert and screaming at the top of your lungs to your favorite artist, “I love you!” You believe they are looking at you and hear every word…Not! That is because there is too much noise among the crowd. Marketing works the exact same way. If you are marketing to the masses, they will not hear you.

 

There is a need to target deeply before you go wide. The reason is simple, the deeper in the niche the more awareness you raise. When others hear about you they understand your value and they tell others helping you build community.

 

So you might ask how do you develop a niche? Simple, if you have been working for a while and have a patient base you might look at demographic data, determining the statistical trends that link your “perfect” patient to your practice. If you are just starting out or you are stumbling, you might answer the following questions:

  • Who are the people you could work with?
  • What are you passionate about in working with them?
  • What are the issues that these particular people have?
  • What is the largest desire that these individuals have?
  • How does the issue affect them?
  • What is the solution or service you can offer to them that resolves the issue and affects them emotionally?

When you learn your sweet spot, you articulate your message with greater accuracy. You will have less labor, stress, and ultimately bring more revenue to your practice.

 

© 2012. Drew Stevens PhD, all rights reserved.

 

 

 

 

Comments (0) Posted by Dr. Drew Stevens on Wednesday, June 13th, 2012

Filed under ; marketing a chiropractic, chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors

By it s very definition, friction means, a) surface resistance to relative motion or b) dissension or conflict between persons. As you read it the word seems to offer negative aspects about doing something. But what if I were to offer you something positive from the negative?

 

When there is friction, energy is produced. See when you offer resistance in motion there is energy. When there is dissension it creates tension or energy to resist the other persons opinions or beliefs. Moreover when there is internal friction such as the friction with the frustrations of your business, or the friction of not wanting to market or the friction of insurance companies or patients withholding payment, your energy increases.

 

How about placing some of that friction, energy to good use? Your business needs energy each day to sustain the levels that you desire. This requires you to focus on those energizing things that move the practice forward such as activities that increase your awareness, activities that keep you busy so you do not get entrapped with the negative aspects of business. When you are active there is less time to think of negative things and finally, when your positive energy increases so does your confidence!

 

© 2012. Drew Stevens PhD. All rights reserved.

Comments (0) Posted by Dr. Drew Stevens on Tuesday, June 12th, 2012

Filed under chiropractic advertising, chiropractic marketing, chiropractic marketing ideas, chiropractic marketing plan, chiropractic marketing techniques, chiropractic marketing tips, chiropractic marketing tools, chiropractic practice marketing, marketing for chiropractic, marketing for chiropractors, marketing ideas for chiropractic, marketing ideas for chiropractors, Uncategorized

Tom called me the other day to express his desire to use the new HCG diet. He wanted to lose weight and after struggling for so many years decided that that this was the diet for him.

 

I am not certain if all are familiar but this note diet helps individuals reduce weight with the use of drops and a 500-calorie diet. While there are many opinions on both sides, there is something even more interesting about the diet – it is a great analogy for your business.

 

You see the idea of these new diets require that individuals consume 6 to 8 “small meals” per day while remaining at the suggested caloric intake. The idea contrasts the method in which many Americans eat today, three meals gorging at each. What I find is that most business operate with the same formula.

 

Don’t Believe Me? Here is a quick story about Michelle. Michelle operates a volatile practice. One month her revenue is $60,000 and the next $15,000. The reason, she gorges. Michelle is not unlike many doctors that forget the need to consistently and relentlessly market. Her marketing like many is like gorging, when you do you gain an increase in patients and relish in the revenue but then you get so busy servicing patients that you wait until it gets slow and your gorge again.

 

Marketing must be serviced like a nutritious diet, consistent and often. Each day must have devoted to it just a few moments of marketing so that you constantly add to your pipeline and do not get hungry searching for leads. So here are some quick tips:

  1. The best method to ensure a consistent marketing approach is to seek out new referrals each day. You are with patients and this is the easiest source of revenue and patient gain.
  2. Spend at least one hour per week networking in with community service or a professional group to increase your exposure to the community.
  3. Create alliances with orthopedists, physical therapists, and athletic trainers to provide third party endorsements.
  4. Speak at least twice per month to community areas on health related topics.
  5. Create newsletters and monthly tip sheets for existing patients.
  6. Never forget that your customer service is part of your marketing approach. Create a patient oriented culture.
  7. Get the entire office involved; marketing is not a solo effort.

The more you make marketing a part of your practice, the better the practice will be. When you stop engaging in good marketing you only set yourself up for volatile periods and an unhealthy practice that is constantly hungry and thirsty for business.

 

© 2012. Drew Stevens PhD. All rights reserved.

 

Did you know that every business owner has the same 17 Frustrations? Want to know what they are? Find out now!

 

Drew Stevens Ph.D. is a world-renowned marketing mentor for chiropractors. Drew is one of those very rare chiropractic-marketing experts with not only 30 years of true experience but advanced degrees in marketing productivity. Not many can make such as claim. Drew works with chiropractors and professional services firms who struggle like crazy to create customer centric relationships that create new revenue. Dr. Drew has aided professionals to reach billions of dollars in new revenue by strategically implementing processes and methods that develop new relationships and new revenue.

 

Comments (0) Posted by Dr. Drew Stevens on Tuesday, May 29th, 2012