Hello, and welcome Online Marketing For Doctors TV and Podcast show the place to be to grow and scale your practice.
Today, we are talking about how to leverage the relationship that you have with your past patients or clients to generate some quick wins for your clinics.
I’m your host, Steven Tait, a strategic marketing consultant to medical clinics, helping them to get more patients and more profits. Now, today’s episode is called “7 Day Cash Generation Plan For Clinics”
Revenue can come from many different sources. But 4 of the simple ways to generate more revenue for your practice are…
- New clients/patients (this will be your most competitive option, as everyone is going after this)
- Increase the transaction size (target existing client/patient database)
- Sell more frequently to your clients/patients (generate more recurring revenue from existing clients/patients) by crossing and upselling to other treatments, skin care products
- Increase client lifetime value via getting more referrals from existing clients /patients
Perhaps you noticed a common thread in 3 of those 4 methods? If your end goal is to generate more revenue, the quickest and easy way is by tapping into your existing clients and their referral networks.
You’ve experienced the scenario where your patients are blown away with the results that 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.
Everybody thinks they need “new people”.
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 people is where all the competition is
All the real money is made in retaining and upselling.
So how do we do this? Here are 4 Ways that you can activate your existing patients to help generate you some quick financial wins!
Strategy #1: Set Up An Existing Client Email Activation Campaign
Perhaps you’ve heard of the 7-Day Cash Machine? It was created by internet marketing guru Frank Kern. It’s a quick and easy email campaign that has the potential to bring in thousands of dollars into your clinic in a matter of hours.
If your clinic has a database of hundreds or thousands of existing patients/clients, then you have a valuable gold mine that can be utilized and activated.
The strategy is to send out emails to your database, each with a simple message that thanks patients/clients for their loyalty over the years and offers them a special gift.
This approach allows you to target patients/clients who haven’t yet used your new services and provides an excellent opportunity to introduce cross-selling additional services to them. Alternatively, you can send the message to past individuals who haven’t visited in a while, encouraging them to return.
To get the best results, you could tie this into a holiday sale like Australia Day, Valentine’s Day, Easter, Black Friday, Cyber Monday or make up your own reason for the discount.
We’ve seen very impressive results of a patient re-activation campaign that we implemented for a clinic in Melbourne. With just a database of 900 emails, we were able to secure 91 bookings in the first week, resulting in a remarkable 10% conversion rate.
Strategy #2: Send a SMS
Similar in nature to the email strategy, but just utilising a more responsive medium, SMS. While emails are starting to go unread, most people will still open and check SMS messages.
But the goals are still the same as the previous email strategy, you’re thanking your existing clients for their business, and how appreciative you are of their trust and support.
If they know any friends or family members who might need help with treatments, we are happy to give you a special offer… like… both of you getting 15% off for the next treatment or complementary lip filler valued $300.
Again, we can tie this to some special holidays during the year, there are Australia Day and Valentine’s Day, Easter, Mother’s Day…etc or maybe it is just a correspondence you regularly send every few months, like special offers for loyal patients.
NOW….Just a heads up, this next strategy may not be suitable for all types of clinics and is more geared towards the non-surgical recurring aspects of your business.
Strategy #3: Create a Loyalty/VIP club to Access Special Gifts, Events, and other Special Discounts
The goal is to build a list of your most valued clients. We control it, and are less dependent on any third-party service like Groupon, Google, Facebook, Instagram…
The key is giving your existing patients the incentive to join.
“Want 10% off your treatment today? Join our special VIP customer list. Just enter your info or text VIP to XXXXX and you will get a 10% virtual voucher for your treatment today.”
The key is to keep this club active, and the engagement high to ensure that it feels special, and exclusive. Maybe every 2 weeks you text out new offers, or host events every month…you keep giving your clients endless reasons to come back… that’s a great way to generate more frequent purchase from existing clients.
Strategy #4: Package Solutions To Improve Cross-Selling
If you have other procedures to promote, this strategy is going to help you generate more bookings for them. Depending on what type of clinic you are, you can creatively come up with different packages to sell to your clients or patients.
Combining treatments into a singular package at a reduced price is a great way to show value to your existing patients, and activate more usage of additional products and services.
Get creative with them; create some by age, by body part, by occasion by age, by holiday, and by season. When the seasons start changing, you’ll want to initiate a conversation with your clients as to the issues that they might be having in their own mind. For example, as you start heading into the summer months, what is your existing clientele experiencing?
Or think about the products you can package together for a woman over 50? What are the concerns and solutions they are seeking to address and how can you combine your service offerings into a simple one stop solution for them.
Or by services… can you package your services together to offer better overall results than would have been achieved individually?
Introducing a package like this can also be a great way to promote a new device to your patients/clients while also offering them an attractive deal. If you’re offering fillers and injections, and you’ve just invested in some new technology, it can be a no-brainer offer for them to try a new device at little or no additional cost. It’s a win-win situation for both the client and the clinic.
Now implementing these strategies can be made a lot easier with a robust Client Relation Management system for managing your existing clients, leads, and nurturing both through ongoing engagement.
Can your CRM handle this? If not, we’d definitely recommend a CRM like Go High Level. We’ve been rolling out this incredible all-in-one management system for a lot of our clients, and they’ve loved the results it has achieved, and the ease of use.
Want to know more about this Go High Level software, and how we can help you to set up any of these patient activation campaigns to track the results of the campaign, please reach out to us at [email protected]
If you want to learn more about Online Marketing For Doctors offers and how our team can help you generate more new patients and referring doctors, please reach out to us and book a 15 min discovery call with us, and we’ll show you the opportunities that you have with your practice marketing. I’ll leave a link for this in the show notes below.
Thank you for joining us on this latest podcast, I hope that you’ve enjoyed it. Thanks so much and hope to talk to you with you on a discovery call soon. 🥳
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