How to Become a Magnet for New Patients

In the early stages of my business I got in my own way by trying to be all things to all people. I never turned any patients down, even if I had little background with the problems they were experiencing.

A patient would ask me if I treated back pain, I would say “Yes.” If they asked me if I treated headaches, I would say “Yes.” No matter what it was, I would always say “Yes,” for two reasons. One, I was letting my ego get the best of me. I liked a challenge. This was a problem because it was all about me, and not in the best interest of my patients.

The second reason was due to my “scarcity mindset.” I believed there was only so much to go around, if I didn’t get this patient into my clinic, I might not get another patient for a while. There were employees and bills that needed to be paid, so I couldn’t afford to lose a single patient!

I realize now that I was deluding myself, and not keeping a strong business mindset. Here’s what I’ve learned works best through personal experience.

1. Focus on one area that you deliver (ie: treatment) better than anyone in the world!

As I grew older and progressed in my business I realized there were specific treatments I liked doing better than others. Not to mention, I started learning which types of treatments I was really good at, and which just bored me. As I started to develop a focus on what I did, my business grew more around that niche area.

You have to evaluate what you really enjoy doing…what you feel you do better than anyone. It’s difficult to narrow it down because you may feel that you are good at everything, but it’s important to choose something specific to focus on.

2. Determine your target audience who has the problems associated with this.

When I started focusing on what I thought I did better than anyone, I then said “Who would be my target audience for this type of treatment?”

Determine what you are really good at, and what you really enjoy doing, then ask, “Where is my target audience located?” Who is affected by the problems associated with your primary focus? Many times, you will find them already in your list of previous patients.

Maybe you like working with athletes. You could specialize in treating knee instability or shoulder strains.

3. Use social media and email to communicate this message to your previous patients or target audience, including tips or strategies.

Once you build your reputation, how do you start communicating with people and start helping them?

Something I did was write simple blogs and articles for my previous patients. Something like “Having this problem, try this! If it doesn’t work, give me a call.” Now you’re going to be the person they come to if it doesn’t work or if they feel they have another issue.

This simple technique would generate thousands of dollars for me, just through writing and sending simple emails. It amazed me how much information is out there that can educate and help people but never gets communicated.

I never did this early on in my business, because of the same “scarcity mindset” I mentioned previously. I didn’t want to share my knowledge because I was afraid that I was giving away my secrets. I was afraid that if people knew what I knew and how I did what I did, they wouldn’t need me. But I realized my “secret” didn’t lie in a special treatment or particular technique I knew. My secret was me.

So even if it seems discouraging at times when you realize that many people do the same thing as you, remember that nobody does it quite like you.

4. Allow people to engage with you, comment about the article or tip you’ve shared.

Now that you’ve reached out to your audience, make it easy for them to reciprocate.

In today’s age we are constantly processing endless amounts of digital information, and that makes it easy to get overwhelmed and confused, so it’s important to make things simple for your patients. To be able to reach out to a doctor is a huge thing for people, and it really costs very little of your time. It’s not even a cost, it’s an investment that returns to you many times over because it’s published on the web working 24/7 to educate your potential patients.

Make sure it’s easy for people to contact you. Have your phone number and email for you or your clinic readily available and easily accessible. Let people know they can contact you with any comments or questions. As soon as I get someone on the phone or email, 99% of the time they schedule an appointment with me. Or if I’m not a good fit to help them, I refer them to someone I know who will eventually return the favor.

However, if it’s difficult for your patients to engage with you or your office, then you’re not allowing people to naturally come to you to be treated or referred. Just make it easy.

Conclusion

Find the people that need your help, and communicate with them openly, let them reach out to you without having to jump through hoops just to get your email

Be clear what you want to accomplish. Focus on what you’re good at. Don’t try to be everything to everyone. Find what you enjoy doing and stick to it. Your business will naturally grow around the area you focus on being world class at.

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