The Silent Killer Of Practice Growth: Your Sales Prevention Department

By John Nesbit, CEO The Customer Factory

Do you have a lot of failed new patient marketing programs? Are you frustrated at the amount of effort it takes to get new patients in the door? If so, you may have a “Sales Prevention Department” secretly operating inside your practice.

If you are pushing hard to get more new patients and nothing seems to be working, perhaps someone is pushing back from within.

It’s tempting to hope that everyone on your team acts angelically with pure motives to help you and your practice succeed however experienced practice owners know that often when they find recurring failures of marketing there’s actually someone acting as a sales prevention department within the organization itself.

One common example is a front desk employee who prefers downtime to browse social media rather than work diligently. They might offer excuses for low performance, such as blaming bad weather or claiming that marketing leads are all bad.

Here are some common signs to look for:

1. Negativity. They continually complain about the quality of the new patients contacting the practice. Apparently, everybody is stupid, broke, or not really interested in care despite the fact they called in.

2. Constant failure. No matter what marketing program they work on it never seems to quite work and it’s always somebody else’s fault for the failure.

3. Fear-mongering. They are constantly giving you bad news and warnings about potential problems, real or imagined.

Some of these people will go to great lengths to convince you how indispensable they are as a way of protecting their position.

(By the way, if you thought of a particular person in your office while reading this article you may want to take a closer look at them.)

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

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