Reactivation Goldmine – Getting Your Chiropractic Patients Back Under Care
A few years ago, I was working with a chiropractic clinic owner who was struggling to grow their clinic. They had developed some excellent patient lead generation strategies and were doing a decent job at attracting new patients. However, they just could not make the financial breakthrough they were seeking. When I asked what they were doing with old patient records, the main administrative employee showed me a file on her computer of all the clinic’s inactive patients. There were well over 600 of them just sitting there. I was shocked and all I could say to them was “You have a GOLDMINE in those files.
The fact is that it generally costs SIX TIMES MORE to attract a new chiropractic patient into your clinic than it does to keep a current chiropractic patient in place. The reality is that many chiropractic clinics are not effectively working at keeping patients active after their initial care plan has been completed. Does your clinic have a process to continually contact patients who no longer seek care from your clinic? And I mean more than just your email newsletter or your Facebook posts. Or are you just accepting the fact that your patients are totally healed, and they don’t ever need to come back thereby forcing you to spend exorbitant amounts in marketing year after year?
You might be thinking right about now what that chiropractic clinic owner asked me all those years ago. “Kevin, are you expecting me to have my team members start calling all these hundreds of inactive patients?” My simple answer to you, as it was to my client is YES!
Let’s break this down into time and numbers. If you pay an idle team member on a slow day to pick up the phone and call these inactive patients, you might be able to get 1 out of 20 to schedule an appointment (with a good script it might be 1 out of 10). If you pay your assistant $18/hour, and they take 2 hours to finally get one lapsed patient to schedule, that will cost you around $36.
But let’s say that lapsed patient has a subluxation, and needs treatment that gets billed out at, say, $500 for 6 visits, and you have a 40% margin in your practice. That’s an extra $200 in your pocket just by spending $36 dollars in labor, a 555% Return on Investment.
Now let’s say that same patient gets back to doing regular wellness visits with you and spends another $800 with you over the next 5 years. With a 40% margin that is an additional $320 off that $36 labor investment. That doesn’t count all the referrals that happy patient will send your way because you got them back under treatment.
What are you waiting for? Get started today to contact your lapsed patients
So, you are a business owner and you’ve had a successful business for the past number of years, but now it seems like things have slowed down. You are not getting enough new customers in your business, and your current customers are just not coming back as often as you would like. You tell yourself “Maybe the economy is slowing down” and yes, you are partially correct. But it’s more likely that you are the cause of your business slow-down. Here are 5 reasons that you may be losing business.
Chiropractors, Are You Measuring Multiple Conversation Rates?
I’m working with a Chiropractor who is using Facebook ads to help boost their number of leads coming into the clinic. In looking at their numbers we quickly figured out that the costs per new patient, although high, was acceptable. However, it was quickly apparent that the large number of leads they were getting was not resulting in a significant growth of new patients. When I looked at their data, I could see how many appointments they were getting from the leads, and how many new patients, but nothing else. What about the conversation rate from lead to direct contact?
You’re a business owner and one of your best employees comes into your office to submit their 2-week notice. Your thought is “Here we go again” as this isn’t the first time this has happened in very recent history. Immediately you think to yourself “What is going on with employees these days, maybe Millennials and Gen Z types just are not as loyal and hard-working as us Baby Boomers and Gen X’ers.”...