QUICK TIPS

If you build it, will they come?

In today’s market, the Field of Dreams dream — “if you build it, they will come”— does not work. Modify that dream to say, “If you build it, patients will only come the first time if you offer a compelling value proposition that clearly and quickly identifies what’s in it for them.”

And even if you do that, they won’t come back unless you make sure their experience is so exceptional that they choose to forsake all other options.

— Lawton W. Howell, Sr.
CEO, Wellness One (www.wellnessone.net)
In CEObrief eLetter

Reach out and meet

Pick one morning each week to introduce yourself to other business owners or managers in your community. Just stop by to say hello, introduce yourself, find out more about their businesses, and ask if they are interested in referrals from you.

Your questions should stimulate conversation about what they can do for you. Leave your business cards with them.

This is a great way to initiate a referral relationship with dozens of business owners in your neighborhood.

If you visit 100 stores and 15 refer one patient (worth $1,000) per month to you, you’ve made an extra $15,000 per month by simply establishing a good referral relationship with a few of your fellow business owners.

— Len Schwartz, DC
ChiroPractice Marketing Solutions,
www.chiropracticemarketingsolutions.com