14 Apr Core Principles
I’m a huge advocate about the foundations of marketing and growing a profitable healthcare business that provides you with an ideal income and freedom of time and the steps to achieve it.
Marketing and generating new patient bookings are critically important to your success but not the only important aspect to consider.
There are 3 Core Principles that are the building blocks of your business’s foundation – in fact, these are the same principles that I’ve been using for years in my clinics and online.
For example one of my recent new clients increased their monthly revenue by over $4k by implementing how he communicated number 3.
You must be active in promoting your business otherwise people won’t engage with you.
Imagine you just remodeled your entire clinic, treatment rooms have brand new paint, brand new electric tables, new front desk, computers, the waiting room is decked out with the most comfortable lounge chairs…you’re ready to launch your new business or simply re-open with a new experience.
Or maybe you just relaunched your brand new website and offers.
Would you just stop there?
Not at all!
You would be out telling people in the community.
Your friends, family, your social media network, and more telling them to check it out, book in, and how excited you are to be making an impact.
Sharing what’s happening in your business is a key factor in getting people familiar with you.
It doesn’t always need to be massively like a remodel but even sharing a win from a patient who was struggling and creating an offer is a simple way to build your preeminence and get more people to take action with you.
You must focus on building relationships prospect and invested in the follow-up
Attracting prospective patients is only the first step.
Not everyone is going to buy right away for many reasons, but far too often practitioners follow up maybe 1 or 2 times before tossing the prospect aside for the fear of being “too pushy” or “not having time.”
Once you’ve made initial contact with the prospect, don’t stop engaging with them.
Now I’m not suggesting you bombard them with non-stop offers all the time but rather focus on creating a relationship pathway that when they are ready to take action you are ready for them.
Think about nurturing them giving them value, building trust, and showing results.
Show that you’re interested in solving your prospective patient’s problems.
Ask genuine questions and try to relate to their problems.
You need to solve real problems
In the end, you need to prove to prospects that you are legit and can help them.
Chances are they have tried other ways to solve their problems without success before and maybe skeptical about trying something new, this is why people stay stuck for years taking no action.
That’s why you need to make sure that your marketing message and positioning are dialed in with the solutions you provide and be able to communicate your process in a way the prospect can understand.
If you get stuck on how to communicate what the “real problems” you solve are go back to #2 and ask those genuine questions to understand their problems.
People buy solutions not services.
These principles may seem pretty simple and logical, but without a clear understanding of each segment and how they fit into your business, it is easy to lose sight of them amongst day-to-day business.