Resource Centers:(News, information, and tools to support your practice)
October 2009
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The truth about attracting new patients
Why is it that most doctors seem to be obsessed with the idea of new patients?
For some, the quest for new patients becomes like the quest for the Holy Grail. There seems to be an unwritten, nebulous rule that has everyone saddled with an insatiable hunger for new patients. Why is that?
Do new patients represent more income? Do they represent more fun or excitement in your practice? Are they the gateway to more abundance or more freedom?
While these questions are understandable, you have to ask yourself this: What happened to the new patients you had last week, or two weeks ago, or last month? Are they still with your practice?
Keeping them close
The problem is not a lack of new patients. The problem is that once you get a new patient he or she leaves after the initial visit. This results in your practice seeming more like a relief-type practice rather than a wellness, children, and family practice. Slowly you become conditioned into thinking this is what chiropractic is all about — pain and strain, sore necks and backs, etc.
Another part of the problem is this: You turn to practice consultants who teach you new ways of “marketing” in order to get more new patients into your office. They convince you that you need their help — and charge you to do
So is that the dream you once had? More than likely, the answer is no.
Knowing the secret
The true secret to new patients is this:
1. The number of new patients you see is directly proportional to the level of trust and understanding your patients have of what you do and who you are, and
2. People want to see a doctor who is the best at being a doctor — not the best at marketing and hype. When your patients do not understand what you do and who you are, then they do not see you as the very best. And that is the key!
How can you have your patients and community want what you do? Understand this and you are on your way: The crux of this whole issue is your perception and you. And no amount of marketing or salesmanship will help this.
Providing excellence
Concentrate on providing your existing patients with excellence in care, and make certain they understand what you do and who you are. Most importantly, make absolutely certain they see you as the very best doctor they have ever seen. There is no other way.
If you do that, your new patient worries will be over forever.
The bottom line is, instead of the marketing seminars you’ve been to already, consider something different. Consider enrolling in a program that teaches no sales, pressure, or fear techniques of any sort. Find one that teaches you to approach your patients with honor, honesty, integrity, family values, dignity, clinical excellence, research, and fun.
If you’ve had enough of being where you are, and want to finally have the dream practice you’ve always wanted, you need to change — it will not happen any other way! The result will be a new you: A doctor who is seen as the very best by their community.
Ogi “Dr. Ogi” Ressel, DC, is a coach for The Practice Evolution Program. He can be reached at 800-353-3082 or through www.practiceevolution.com.
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