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"Take this course and forego all others."
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Coach's CornerTM
Prior Coach's Corners
Marketing does not always have to mean "pounding the pavement and
going door-to-door to physician offices." That's not fun,
takes a lot of time, and
it's not easy for us to do. We didn't go to school all those
years and spend all that money to become a door-to-door salesman.
All I want to do is treat patients but in order to have that luxury
I realize I must put in the work and automate some important tasks.
 You've
got to earn it so to speak.
There are some easy ways to create a steady flow of new
business where you don't have to put in much time but delivers a
good return on your time and money invested.
You do have to find the time, however, so I suggest doing this:
Start by condensing your schedule and free up about 2-4 hours per
week. Make it on the same day and same time such as every
Tuesday from 8-12pm. Then use this
form to
help you accomplish one or more of the tasks below. Enroll in a
PowerWorkshop to
learn the step-by-steps on each item below.
1.
Contracts
HMO, IPA (independent physician's association), or TPA (third party
administrator) contracts can help secure a steady flow of new
patients each month. The reimbursement is usually lower but is
made up by the higher volume of new patients. TIP: Make
sure to negotiate good rates from the beginning because it can be
hard to renegotiate rates later and make sure to create utilization
management policies for your staff so you don't lose money.
2. Ads
Brochures, newsletters and postcards can easily be distributed in
your community and can help create awareness of your services.
The number one reason a person will not choose you is because they
don't know about you. When designed right, these forms of
advertising can help you get noticed and result in more business.
TIP: The ad design is critical. A well designed ad can
bring a high return while a poorly designed ad can be a waste of money. A
graphic designer is NOT an advertising specialist so work with
someone who understands advertising well.
3.
Media
Radio and TV ads are becoming more and more effective in generating
new business. The ad should be designed well in order get a
good return on your investment.
4.
Public relations
Attending rotary club meetings and community events will help you
get noticed and may lead to instant new patients. Get to know
physicians and community leaders by doing some volunteer work in
their offices. Observing an orthopedist can help build a solid
relationship.
5.
Classes
Offering classes to your community can increase awareness of your
services and get you noticed. The most successful practices
are offering classes for their physicians and their staff, offering
lunch snacks and beverages, and giving CME credits under pain
management.
TIP:
Create scripts and train your staff to be ready to handle the
phone calls and walk-ins for maximum conversion or you might
just waste your money.
Thank you Anonymous for submitting that
question. Submit your question
and you may see it at the next Coach's CornerTM!
-James Ko, MPT, Senior Coach & Advisor
IndeFree Association
Learn how to land
contracts, package and offer classes, create ads that sell, and more
at a PowerWorkshop near you!
Do I even need a coach?
Get an assessment of your situation now!
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