Upstream Your Patients
Do you still do a two or three step consultation? –I sure hope not! Most practices have abandoned this antiquated multi-step consultation because they are headed upstream. Instead of just waiting around for someone to sign a contract for treatment, we are now getting their acceptance at the first visit, increasing our case acceptance and catching more fish. When we wait downstream, we lose.
In Orthopundit, Dr. Reynolds from OrthoFi shares some amazing stats about same-day starts.
Think of it like this: If you are fishing for salmon who are running up a river, would you rather be in a position to catch them before a group of 100 fisherman bunched up on the river or behind them? Where do you think your odds are better? In front of them? –of course!! There are way more fish in the unadulterated water upstream.
Ever heard a fisherman say that the lake or river has been “fished out?” I hear the same ideas from doctors across the country today. They say that there are too many docs and not enough patients. Patients are seemly already committed to other offices and the reputation of other offices seems unsurmountable to overcome. Well, my friends, it’s time we start looking upstream. Go where those other offices won’t or don’t.
Two simple suggestions:
- Start focusing on seeing patients that other doctors ignore
- Ortho example: start focusing on 6-7 year old patients and make it easy for them to come in for a quick check.
- Be better than your competition at staying connected with those patients.
- Don’t let them leave without a next appointment.
- Use an email campaign to keep them engaged.
- Get live online chat for your website
- Don’t give you competition a chance to speak with your target customers before you do.
- Give them a risk-free way to engage with your practice and baby-step them into scheduling a consultation.
- Read a robust justification written by me on Dr. Ben Burris’s OrthoPundit.
There are many other ways to get to your target market upstream. Hopefully this article helps change the way you think about your proactive marketing.
Get to know your gear…
See our article in The Progressive Orthodontist