Expanding Your Patient Base in Healthcare
John Vakidis - Partnerships and Enterprise Sales in Healthcare
Growing sales through strategic partnerships.
For healthcare providers in specialized fields such as Aesthetics (Plastic and Cosmetic? Surgery, Dermatology, Medical Spas, groups) Dentistry ( General, Cosmetic, Orthodontics, Specialists) or Health and Wellness (Direct Primary Care, Concierge Medicine, OB/GYN, etc.) Vision (Ophthalmology & Optometry), Orthopedics, Regenerative Medicine , Enterprise (DSOs & MSOs with multiple locations, Hospitals) expanding the patient base is a crucial goal for any HCP.? It's about connecting with more individuals who can benefit from your unique services.
?In this article, we delve into practical and effective strategies to broaden your patient reach, catering especially to healthcare practice owners with less than 5 years of experience.
Understanding Your Target Audience:
Identifying your ideal patient group is the first step towards expansion. This involves understanding their needs, preferences, and the best marketing channels to reach them.
Enhancing Online Presence:
A robust online profile is key in today's digital age and it all begins with a great website. After it is launched, you need to create ongoing, engaging content to increase visibility online.? To do that, it needs to resonate with your ideal patient audience. A strong SEO and Content Marketing campaign is THE best long term strategy for ANY healthcare practice.
>> Related: [ARTICLE] SEO for Healthcare in 2023
Community Engagement and Outreach:
Participation in community activities not only boosts visibility but also builds trust. Go to local events, knock on a few doors with businesses that might be a good referral shop.? An example might be a med spa getting to know a local gym owner or bridal shop owner.
Referral Programs and Partnerships:
Developing a network of referrals with other healthcare professionals can significantly widen your patient base. A dental specialist might want to network with general dentists and they should work together to send each other patient referrals.
Offering New and Innovative Services:
Introducing new services can attract diverse patient segments. For example, a health & wellness clinic might want to add weight loss services or hormone therapy.? A plastic surgeon or medical dermatologist might purchase a new aesthetic laser and begin offering non-surgical aesthetics and hire an aesthetician to increase revenue.
Effective Use of Patient Testimonials and Reviews:
Positive patient experiences are a powerful tool for attracting new patients. You not only want to get reviews on your Google Business Profile, but you want to get reviews on other review sites in healthcare like RateMDs, Healthgrades, RealSelf.? Once the reviews are published and be sure to have them monitored with a technology partner that will notify you when new reviews are written about YOU or YOUR BRAND.? Nothing will kill a practice faster than several bad reviews they don;t know about and aren’t addressing. Lastly, since reviews are searched 6 out 10 times as the first thing a consumer typically looks for when researching healthcare procedures online and 92% of consumers will use reviews as part of their decision making process BEFORE they purchase, be sure to market them and optimize them for SEO in your website so your brand can easily get found on Google each and every day.? It’s simple to do with a partner like DoctorLogic!? When done correctly, it can help increase your leads by 25-30!
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Hosting Educational Events and Workshops:
Educational events engage and inform potential patients. For example, if you purchase a new laser, be sure to have an open house event. Market it in advance about 45 days and build a list to RSVP.? Have a giveaway like a FREE treatment package for one lucky winner to increase your show rate.? Offer a special that is only good that night at the event to create scarcity and make sure your patients show up.? Invite one of the business owners you are partnered with and let them hand out business cards.? I’ve seen practices do north of $50,000 in 1 night.? Not bad for $250 worth of food and drinks!.? Don’t like to talk in front of a crowd?? No problem!? To make it easy, be sure to have the laser company provide support and help speak to the technology for you.? Then, provide a LIVE demo at the end and sell a ton of packages to close out the night!? PRO TIP: Avoid Monday’s and Fridays.? Thursdays are typically the best!
Implementing Targeted Marketing Campaigns:
Targeted advertising is crucial for reaching the right audience. You can do this with SEO, Content Marketing, External Link Building, Google Ads and Facebook Ads.? Different strategies are designed to target different types of patients.? Be sure to consult with an expert before you drop thousands and waste a lot of money.? I see this happen week;y with the doctors that I consult.? It’s common and unfortunate.
Excellent Patient Care and Follow-Up:
The cornerstone of patient retention and attraction is exceptional care. No matter how good your marketing is, if your front desk burns the leads or if you have staff fighting at the front desk, it can wreak havoc on your business and cost you a ton of revenue.? The best thing you can do is invest in training with your staff by hiring a practice management consultant or taking them to industry events and tradeshows.? Once trained, hold them accountable.? You might want to take some classes on Leadership and how to develop a great culture.? If you want me to introduce you to a great practice management consult or recommend some great leadership books, let me know.? I used to work in the leadership development space and have been through a ton of courses and read a lot of books!? Happy to share what has helped me most.
Monitoring and Adapting to Patient Needs and Trends:
Staying attuned to patient needs and industry trends is essential. This is why joining a great national association is key.? If you are a new med spa owner, join AMSPA.? If you are opening a DSO, join ADSO.? You get it.? Don't just go to the talks at the tradeshows.? Be sure to walk the vendor floor.? YES, you will meet sales people trying to sell you something, but some of us have a wealth of knowledge, a servant’s heart and really want to help you succeed.? Sometimes a money exchange takes place and sometimes it doesn’t.? Sometimes it’s timing.? Build relationships with vendors and meet peers in your industry that have more success than you.? Drop the ego and go there to learn.? You will be rewarded with a thriving practice if you apply proven principles that work!
Conclusion:
Expanding your patient base involves a blend of strategic marketing, community involvement, innovative services, and exemplary patient care. By focusing on these areas, you can build a larger, loyal patient community.
Here are 5 questions to ask yourself or an industry pro like me.? Find these answers, roll up your sleeves and get to work, and you’ll have a great lifestyle and truly enjoy what you do!
If you would like to better understand how you can improve your website and digital marketing presence, schedule a 1:1 call with me for a FREE 1-hour consultation. Whther you are just curious or serious, there is no commitment to buy me, but if you like what you hear and are redy to grow, I will make it worth your while. Just mention this article for a special discount off your set up fees!
To your success!
John Vakidis
Partner, VP of Business Development
Do you have questions about marketing your practice more effectively online? If so, shoot me an email to [email protected] or call me at 469-458-7126.
Growing sales through strategic partnerships.
10 个月Thanks for sharing Elijah!