PODCAST TRANSCRIPT

Are you wondering how to increase revenue by leveraging what you already have—without additional costs or more patients?

If so, this week’s episode is exactly what you need.

I’m sharing 3 smart, strategic moves that can help you boost your clinic’s income by 20% or more—using your current patient base, existing team, and marketing budget.

Hi there, it’s Huyen Truong here—your host and Strategic Marketing Consultant for medical clinics.

Over the years, my team and I at Online Marketing for Doctors have helped clinics across Australia, the US, the UK, Singapore, India, Canada, New Zealand, , and beyond increase patient volume and revenue—not just by bringing in new patients, but by working smarter with the patients they already have.

Today, I want to share 3 powerful strategies that can help you increase your clinic’s income by at least 20%, without needing a single new patient.

This is all about doing more with what you already have: your current patients, your existing team, and your current marketing spend.

Let’s jump right in.

1. Increase the Lifetime Value of a Patient

The first and most impactful thing you can do is to increase the lifetime value (LTV) of each patient.

Now, before we dive into the how, let’s quickly define what LTV means:
💡 It's the total revenue you can expect from a patient throughout their relationship with your clinic.

How to calculate patient lifetime value

You can put an actual number on the lifetime value of your patients. While the total for one year may not look very impressive, when you project five, ten, or 25 years into the future, you begin to see each patient's true lifetime value. Here’s how to calculate it:

Average transaction value × Number of visits per year × Years they stay with you

But here’s where it gets interesting: when calculating LTV, don’t forget to factor in referrals.

If a happy patient refers to 2 more people, their true LTV is much higher than what they personally spend with you.

Revenue can come from different sources. If our end goal is to generate more  revenue, the quickest and easy way is to tap in the existing clients and their referral networks. Below are 4 ways to generate more revenue;

1. New clients/patients (most competitive as everyone is going after this) 2. Increase the transaction size (target existing client/patient database) 3. Sell more frequently to your clients/patients (more recurring revenue from  existing clients/patients) from crossing and upselling to other treatments, skin  care products
2. Increase client lifetime value via getting more referrals from existing clients /patients

Imagine each and Imagine each and every patient was blown away with the results you got for  them. They thanked you, asked if you could do more to help them, and referred  you to their colleagues and friends. It’s totally possible.

Here is something absolutely critical you need to fully integrate. Everybody thinks they need “new patients”.

You don’t.

Old cash pays the same as new cash. Old cash is a lot easier too. Old cash works a lot faster too. Old cash is tried and true.

Plus, more importantly, getting new patients is where all the competition is.  All the real money is made in retaining and upselling.

So, how do you increase Life Time Value (LTV)?

1. Upsell and cross-sell complementary treatments. For example, someone coming in for injectables might benefit from skin treatments or aftercare products. Or someone coming in for a Tummy tuck, breast lift might be interested in scar removal treatment such as CO2 laser or other facial skin rejuvenation treatments.
2. Educate your patients on long-term care plans, not just one-off treatments.
3. Build referral systems—reward word-of-mouth referrals, ask for testimonials, and make it easy for people to recommend you.
4. Introduce loyalty programs or membership plans that create predictable recurring revenue.

Remember: it's much cheaper to retain and nurture an existing patient than to acquire a new one.

2: Document Your Systems & Empower Your Team

The second strategy is to document your processes and train your team to perform multiple roles effectively.

Let me ask you something:
If you left your clinic for 6 weeks, would it continue to run smoothly without you?

If the answer is “no,” you may not own a business—you own a job.

📌 From [Podcast #139 – The Power of Systems], we talked about how Standard Operating Procedures (SOPs) are your secret weapon to:

• Reduce errors
• Scale consistently
• Delegate with confidence
• “Fire yourself” from being the bottleneck

Here’s what to do:

1. List every role in your clinic, even if one person is doing multiple roles right now.

2. For each role, break it down into specific tasks. For example, the patient coordinator may:

• Confirm appointments
• Send follow-ups
• Handle no-shows

3. Document how each task is done. Use checklists, Loom videos, or shared Google Docs.

4. Cross-train staff so they can step into other roles when needed.

Imagine a world where your front desk, marketing assistant, or patient care coordinator can cover for each other when someone’s out sick or on leave.
It’s not just efficient—it protects your revenue.

✅ Bonus: A systemised business is easier to scale, easier to train, and much more valuable should you ever want to sell.

3: Review Your Marketing and Focus on What’s Working

Finally, let's look at your marketing performance.

👉 Most clinics are spread too thin, many clinics fall into the trap of trying every shiny new channel without tracking what’s actually driving results or ROI.

The truth is: Not all marketing is equal.

Start by asking:

• What channels bring in the most qualified leads?
• Where are your best patients coming from?
• Which campaigns are giving you a 3X–5X return, and which ones are just draining your budget?

If something isn’t converting after 90 days of effort, review it and reallocate that spend toward high-performing channels.

💡 One of the fastest ways to boost income without new leads is simply to double down on what’s already working.

And if you’re not sure what’s working? That’s where tracking, reporting, and tools like Google Analytics or Go High Level CRM come into play.

Here’s a smarter approach:

1. Audit your current channels. Where are your leads actually coming from?

2. Use tools like Google Analytics, Go High Level CRM, or even a simple spreadsheet to track:

• Cost per lead
• Lead-to-consult rate
  Consult-to-booking rate

3. Double down on the highest ROI activities. That might be Google Ads, SEO, or retargeting warm leads via social media ads retargeting, email and SMS.

💡 The goal is to spend more on what’s already working and eliminate what’s draining your budget.

Sometimes, a 10% tweak in your marketing strategy can lead to a 30% increase in conversions—without increasing your spend.

If you're not measuring, you’re guessing. And if you’re guessing, you're likely wasting money.

Return on Investment (ROI):

Calculate the revenue generated from your digital marketing efforts compared to the costs incurred. ROI provides a clear picture of your campaign's profitability.

Some of you while listening to this part may ask, how can I measure the ROI?

Well you need to track where all the bookings or sales come from? From what channels? And what is the cost of acquisition to get a new patient or client from each channel.

The best solution is to have a CRM which is a customer relationship management software, this is a crucial tool to run a business, all the patient or client database for marketing campaign will be stored in the CRM which can be used to send out regular communications such as newsletter, sms, happy birthday wishes to your patients.

A CRM for medical clinics can centralise all the conversations from other platforms such as Facebook, Instagram, Google My Business listings…in one place, so you don’t have to login to different platforms. You can also send a review request to your database to generate more positive reviews for your clinic…

With the CRM, you can track where the enquiries and booking are coming from, what channels, is it via Google ads, or SEO or social media campaign or an ebook that you published as the lead magnet on your website.

You can have a full picture of your sales pipeline, what channel has been the one that generates the most revenue for your clinic and then it would be easier for you to make marketing decisions so much easier.

There are so many CRM options, we would recommend Hubspot if you have financial resources, this software comes at cost but it will help you scale later.

Another CRM that we recommend for most of the clinics because of its robust nature and affordability, which is Go High Level, you can learn more about this CRM in the link below, we have helped a lot of our clients set up and track the results more efficiently, it is only $99 US dollars per month but it will be totally worth it.

Figure 1: Go High Level CRM return on investment tracking for different marketing channels

Bonus Tip:
 Prefer to keep things simple? If you'd rather track your ROI using a good old Excel spreadsheet, we've got you covered.

We’re happy to share the exact template we use at our agency to track marketing spend and ROI across all channels—broken down by dollar return per campaign.

📩 Just email us at marketing@onlinemarketingfordoctors.com and ask for the ROI Tracking Template. We’ll send it to you along with a quick guide on how to use it effectively for your clinic.

Wrap-Up

So, let’s recap the 3 strategic moves that can increase your clinic’s income by 20% or more—without more patients:

1. Increase patient lifetime value by offering more value and capturing referrals.
2. Systemise your operations so your team runs like a well-oiled machine, even without you.
3. Audit and focus your marketing on the most profitable channels.

🎯 Take action this week: Choose one of these areas to improve. Track the results. Watch your clinic grow smarter and more profitable.

And if you’d like help applying these strategies to your clinic, book a free strategy call with my team at
👉 onlinemarketingfordoctors.com

Or email us at marketing@onlinemarketingfordoctors.com

Until next time—build smarter, grow faster, and scale with confidence.

I’m Huyen, and I’ll see you in the next episode.