Attracting new patients to your practice is a hard slog. It takes a huge investment of time, energy and money. If you are investing any of these things into acquiring new patients you really need to look at the results you are seeing to make sure you are not throwing your time and money away.
Acquiring new patients is a process that needs to be followed through from start to finish.
More often than not we focus our energy and money into driving visitors to our website or calling our practice but often we overlook the important part of actually converting the patient after they get in touch.
What systems do you have in place to facilitate this conversion? Do you track enquiries and monitor conversion? Is your team trained to handle enquiries, overcome objections and build and nurture the patient relationship? What happens when the enquiry doesn't immediately convert, do you have a system in place to follow up and nurture the lead into conversion? Often I find that these systems are just not in place and I cannot tell you just how much potential business you are missing out on!
To address these questions, over the years I have developed and perfected a robust, structured system that has been designed to track and manage the entire new patient process leading to maximum conversion and a phenomenal patient experience that will not only land you that new patient but will help build your practices reputation and attract even patients to your door.
What we need to understand is that some people are just not ready to buy, for whatever reason they just don't have the desire to actually come in and speak to you (don't take it personally).
How many times have you had a website enquiry come through (usually at some odd hour), someone telling you their story and asking you for a solution. You dutifully respond with a helpful reply and offer of a telephone conversation or even a free consult to gently find out more, days go by and you never hear from them again! I find this is particularly common with dental implant enquiries and I know just how frustrating this can be.
It is my belief that these people are simply not ready to commit, they had a brave moment but this quickly passed and now they just want to continue their fact finding and are just not ready to do any more than shop around or information gather. You might assume they are just not interested, maybe they went elsewhere or they might just be complete time-wasters, you might be right but on the other hand maybe they are your dream patient and just need a bit of gentle encouragement? You need to have a system in place to follow up these enquiries and try to build and nurture the relationship with these potential patients.
More often than not conversion is a process that happens over time, it's rarely instant and like anything worth having it takes time and effort.
If you'd like help designing and implementing systems and training for handling & nurturing enquiries get in touch to find out how I could help you.
Welcome to the Blog!
I want to help you build the practice of your dreams, I hope you find insight and inspiration in my blog.