Are You Getting Enough New Patients?

By DRBECK

That’s a question that every dentist asks.  And the answer is often disappointing.

It was a life or death question for me in my practice.  I had to learn the hard way how to dramatically change my approach to new patients in order to survive.

And what I discovered that saved my practice can mean big profits for you …

Did I mention that I’m not a Dentist?  I’m a Chiropractor.  But you and I have the same problems in getting and keeping patients.  Let me explain …

Early in my practice, I was a failure at bringing in enough new patients to grow and make a profit.

I tried all the normal stuff. Seminars, marketing gurus, practice management groups, yellow pages, Val-paks, money mailers, ad displays, health fair and convention center booths, newspaper ads – I even sunk so low that I went out knocking door to door.

My frustration with getting quality new patients was agonizing, often making me depressed and bringing me close to tears on more than one occasion.

After throwing countless hours and dollars at my “new patient problem”, a few new faces were trickling in. But many of them were not very interested in long-term care, and their conversion rate was terrible.

The problem was that almost none of the marketing approaches I found really worked. Most of them were overpriced, outdated or too sleazy.

Let’s face it…we have this in common.  Whether you are a chiropractor or a dentist, marketing is a brutal – and very time consuming – challenge.

It’s not our fault really.  We weren’t prepared for this.

None of us learned about marketing with our medical training. After spending four years and over $100,000 on my education, I didn’t have one class on how to use effective advertising to grow a profitable practice.

So, I was in a fight for survival. Two years into my practice, I was only averaging 3 new patients a month and only collecting about $3,000 a month – with an overhead of $15,000!

Describing how bad things were would not even do it justice. We had lost our house.  My pregnant wife was struggling up three flights of stairs each day in our new “apartment home” – sometimes having to lug over 50lbs of groceries with two toddlers in tow.

I was so fed up with marketing, “pushing” patients to refer, hard-sell tactics – honestly I was ready to quit the profession entirely.

It wasn’t that I hated my work … I loved it. It was that no one could show me an effective way to market and grow my practice. I had spent thousands on marketing systems and coaches, but to what point?

I had no time to “hope” something worked. I needed a solution fast!  So, I began to look outside of my profession for answers.

Just like in the movies, at the “eleventh hour” (barely in time to save my practice) I discovered a different marketing approach from a surprising source.  With nothing to lose, I put it into place. Imagine my relief when it began to show results almost immediately.

Within 6 months, my practice volume and income had increased by a multiple of 10! I was up to $30,000 a month and could finally afford to take one day off a week to spend with my family. Later my practice continued to increase as I tweaked these new marketing and conversion procedures.

Now $30k may or may not sound like a lot to you per month, depending on where you’re at now. But that’s not the point. The point is the change from $3,000 to $30,000 in such a short time span.

What this meant for me was that my kids could have a less stressful father, who spent more quality time with them. My wife could worry less about buying groceries or clothes. And we could go on that family vacation we always talked about.

What would your life be like if your income increased by a multiple of 10? What would change if it just doubled? And what would that mean to you – and to your family?

If you want to get more new patients … if you want to keep the patients you already have … if you know that you are not effectively marketing your practice, don’t wait.

This “almost failed” Chiropractor can show you how to surpass your dreams for your practice, just as I did with mine.

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