Today’s blog post is a quick tip for all of you looking for practical ways to maximize your income that fall into the “low cost, high ROI” category.
For those of you already utilizing this tip, congratulations! Now keeping looking for other ways to improve your business. For those of you who are not, make the small investment in time and money and get going!
As you know, most of our best patients come to us from referrals from our existing chiropractic patients. But even though we often stress the value of this to our team and to our patients, after a while we (meaning you and/or the team) forget to ask or introduce the concept of referrals.
Here’s a low profile, non-pushy solution that I have found very helpful…
Most chiropractic offices have background music playing throughout the office and on the phones when you place a patient on hold. Many even play a local radio station which can potentially advertise for another practice down the road!
Instead, why not use a Message on Hold service that can create an “automatic referral generator” for your practice by announcing services, specials, promotions or features of your practice for you in brief, 30 second “commercials.”
If you are using an iPod connected to speakers to pipe in your own tunes, why not go one step further and load a pre-recorded commercial (of the same type that you use for on-hold music) into your iPod mix? Then, every x number of songs, you have a short commercial break – with you as the feature!
Topics for your commercial may include:
- Unique or new features of your office (Spinal Decompression, Massage Therapy, Cold Laser, Nutritional Counseling, etc)
- Announcements welcoming new staff
- Promotions or upcoming events
- Invitation to refer family and friends
Particularly if you are busy, that last message can go a long way towards bringing new patients into the office. In my own practice, I have never stopped accepting new patients, but because of a busy schedule, it is amazing how many patients may assume that you no longer see any new patients.
15 seconds of a pre-recorded message played over the phone and/or when they are in treatment rooms can serve as a gentle reminder or plant a seed for referrals.
And here’s the best part.
It requires no scripting for the staff, doesn’t need to be remembered, is non-aggressive enough for even the most timid doctors and keeps going 24/7 (or for as long as you choose to use it.)
These little audio commercials may only last 30 seconds but you will be surprised how many patients comment about them – which means they are listening to your message. Which is exactly what you want!
Once you have your audio message personalized and professionally recorded, simply put it into use and you are ready to go. Change the message every few months to keep it fresh and interesting and that’s about all you have to do.
Costs are minimal and the return on this type of ongoing marketing is typically exponential in increased services, new patient referrals and patient education.
Become the “star” of your own practice and utilize audio messages to promote your practice and maximize your income today!
To Your Success!
Tom Necela, DC
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