Guest Post from Dr. Shawn Andrews of The Inspired Chiropractor
I remember being a kid and hearing all the “old people” talking about how fast time goes by. I thought it was ridiculous, and said I would never be like that when I got older. Of course, here I am, an “old person” lamenting about how fast time goes by.
As we approach the end of the year, now is the time to start planning for next year. Next year will be here before you know and you have to have a plan if you want to grow your practice. Here’s how I go about this process.
Standard Office Procedures vs Events
I list both out in my marketing calendar and how many new patients I can expect from them. This is based on past experiences. For instance, in January I have planned that I will get 5 NP patients from our annual event Christmas/New Years gift of health mailing. I will probably get more than that but I like to underestimate so I am overly prepared with activities. I learned a long time ago not to put all my eggs in one basket.
An example of a standard office procedure would be running FB ads. I do this each and every month. For January I hope to get at least 2 NP. I do this for all my events and sources of NP including google, unsolicited referrals from patients, professional referrals, and referrals from networking relationships
A Word About Networking
I do have in my plan, numbers of new patients to expect from various networking activities I have in place. But those NP are coming from established relationships that I have nurtured over time. I also have a list of business and people that I will contact in January to establish those relationships with. I don’t expect any new patients from them yet. You have to get people to know, like, and trust you before you can expect referrals.
Know Like and Trust
People do business with people they know, like, and trust. You can’t cut corners when it comes to this process. We have all gotten those cold calls at our offices from credit card processing companies. “You are paying to much,” they say, “switch to us.”
None of us have ever switched companies based on those obnoxious cold calls. If you see networking as going to businesses and handing out business cards and asking what can they do for you, you are no better than those telemarketers.
Instead, go into the business and get to know them. Listen more than you talk. Find out how you can help them. Then help them. If you do that consistently they can’t help but know, like, and trust you. Then the referrals will flow in.
So get to work today, and start planning for your success.
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