Too often practice owners buy new equipment, such as a decompression table or laser only to see it gathering dust months later. Take the following steps to ensure you maximize the use and profitability of your new service.
Adding new services can help you sell more to existing patients, attract new patients, and increase revenue. Here’s how to successfully add and market a new service to your practice.
Keep it real
I once saw a regenerative medical office bring in an expensive machine designed to melt fat. Purely an aesthetic treatment. While it was initially profitable less than a year later they were getting rid of it because those patients and that service just did not fit with the vibe of their practice.
Train your staff
You spent days or perhaps months researching the new service and know it inside and out. Don’t make the mistake of thinking your staff have a clue. They may be nodding their heads, but they don’t really get it until you train them – and then train them some more. Not only do they have to understand how to provide it, they also have to be able to explain (without you around) the benefits of the new service to patients and how it fits into the practice’s mission and purpose.
Introduce Existing Patients to the New Service
You have an existing database of patients that you can leverage to introduce the new service. Send emails, texts, and/or postal mail campaigns to your patient database highlighting the benefits of the new service.
Keep talking about it
Don’t stop marketing your new service after the first few announcements. It takes longer than you think for most patients to realize what you’re offering and to take action.
The general rule is that you have to tell somebody about a new product 20 or more times before you have fully cut through the noise.
Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.
To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.
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