Having Trouble Getting Patients?

7 Proven Techniques for Successful Patient Attraction

 

Maybe it’s an overused expression, but patient attraction (besides providing superior medical service) is the cornerstone for building a successful practice. Let’s face it, if you can’t make your phone ring, your practice is in trouble.

Additionally, a large part of maintaining a successful clinic involves keeping the wolves away. What does that mean?  Every day when you open for business, your competitors are actively and aggressively hunting for your patients.

How are your competitors going after my patients, you ask? They do it through their advertising and marketing campaigns. In fact, your competitors may not even realize the chain of events started with a single ad.

Every promotional piece that goes out has been programmed with a selected target. This is a horrible analogy (but accurate), it’s like a heat-seeking missile.  It only has one job, that is to grab the attention of and to compel the reader to pick up the phone and call its maker.

Thus, if you live in an average city (where people will only drive so far to do business with you), whom do you think your competitor is targeting with their ad?

According to David Ogilvy (father of modern advertising), “The only purpose of advertising is to get a new client.

Again, every time your competitor releases a TV or radio spot, a flyer, or some coupons, they’re targeting your patients.  What are you doing to keep them away?   What are you doing that your competitors aren’t?  Are you upgrading the quality and quantity of your business?

Every business keeps its doors open because they attract a constant stream of new patients!  Medical practices are no different; unless you become a patient magnet, you will eventually have to close your doors.

Recently, author Rhonda Abrams wrote an exceptional piece for USA Today titled “Strategies: 10 rules for small business success.”  Ms. Abrams is a long time business development consultant and strategist provides great insight with robust data that should pay serious dividends for all medical practice owners.

She states that she has dealt with all different types of small businesses, and she’s Patient attractionlearned certain realities always apply.  These rules are keys to small business success.  Ignore these rules at your peril: “I’ve seen many new entrepreneurs fail because they ignored one or more of these business basics to be a patient magnet.”

Here are 10 of the most important “Rhonda’s Rules” for small business success:
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The Secret to Success: Branding

Branding:  Don’t be scared to present the real you to the world, authenticity is at the heart of success.

 

Branding is one of the most important aspects of any business, large or small, retail or business to business (B2B).  An effective brand strategy gives you a major edge in increasingly competitive markets. But what exactly does “branding” mean? How does it affect a small business like yours?

Your brand is that ADHESIVE image you carry, that has the ability to STICK to the minds of people you meet physically or otherwise. Brand yourself positively because whoever gets to know you when passing by takes your image along!” ― Israelmore Ayivor, Daily Drive 365

Recently, John Williams wrote in a very informative article in Entrepreneur Magazine, titled the Basics of Branding.  He points out that simply put, your brand is your promise to your customer. It tells them what they can expect from your products and services, and it differentiates your offering from your competitors’. Your brand is derived from who you are, who you want to be and who people perceive you to be.

Now that you know what branding is, how do you attain it?  How do you form it?  How build your business off of it?

The first place to begin is to look in the mirror.  Who are you?  Who is the principle patient?  What is your specialty?  If you don’t know, you will need to do some soul searching.  Figure out where your passion lays.  Maybe your answer is right in front of you?  Do an inventory of your entire patient base and establish each patient’s unique need.  Clarity may be closer than you think.

The next step is to figure out your practice’s mission.  Based on that information establish the unique benefits and features of your services.  Now build off of that Brandingby establishing what your patients think of your service.  Finally, determine what qualities you want patients to associate with your practice.

Congratulations, you have just determined your unique selling proposition (U.S.P).  In short, that unique benefit, essence, appeal or promise that you hold out to the patient (one that no other doctor offers).  It must be a clear, concise, compelling reason that makes your patient aware of what your practice can do for them. Continue reading The Secret to Success: Branding