Clinic Boost

Marketing to:
1. new potential patients
2. existing patients
3. new potential team members
4. existing team members

Apart from making more profit, obviously. The main goal of increasing pricing is to provide a better service to your patients and have less stress in the clinic.

More patients doesn't always equal more profit.

1. Don't price based on competition
2. Look at how much profit you want and reverse engineer back to get the final price
3. Focus on high-profit treatments
4. Fast: tell everyone about the price increase
5. Slow: only new patients have higher prices

1. Daily reporting
- how many calls?
- how many messages? 
- what are the results?

2. Objections diary
Every time someone doesn't book consult, write the reason down. You will soon find out there only couple variations of objections that you need to overcome.

3. Story bank
Facts about the product are hard to remember for potential patients but they will always remember stories. Collect stories for every feature/benefit of your service. Find nice parallels. Make them unique to your clinic.

Common mistake that we see many clinics do is revealing the price of the treatment too early.

Sometimes they say it straight in the first message and sometimes on the call.

It's important to realize you're making it way harder for yourself, if you reveal the price too early.

Why?

According to Way of the wolf by Jordan Belfort (excellent book) there is an equation constantly going on in the head of your potential patient - is the value I'll receive more than the money I'll pay for it? This is important, because you always want to build value of your treatment first before you say exact price.

I don't know about you, but I like things easy. And what I realized when I worked as a patient coordinator that a lot of value building is done for me, when the patient is on the consultation.

They see our premises. They see lot of patients going in and out (social proof). They speak with the doctor (authority). All of this helps, so when I asked them to sign the treatment plan with exact price, it's much much easier.

Also you can use the price as an bait for potential patient to come for the consultation.

From looking at data of many clinics, we see major bottleneck doesn't happen on consultation because there is doctor present (authority) so on avg. 70% will go for treatment. However call to consult ratio is much lower, usually around 50%. So I don't know about you but I rather offer them the price and treatment on the consult where I have much higher chance of success.

Key takeaway of this is: Don't try to "sell" the treatment on the call, that's hard. "Sell" consultation, that's easy.

1. Don't know what you want (communication)
2. Don't know how to do (training)
3. Don't want to do it (motivation)

Look at your numbers 5m/day and have 15m weekly meetings about the numbers and ask these questions:

What was good?
What was bad?
What did you learn?
What will you do differently?

1. Wildly Important Goals (WIGs) vs Possibly Important Goals (PIGs)
They have specific goals with deadline.

2. Pro vs Amateur
They know their exact numbers and can make good decisions because of them.

3. Acquisition
Their main focus is on the patient acquisition system. They do not leave it to chance.

Daniel & Alex discuss difference in marketing to someone who needs a treatment vs someone who wants it.

Just increasing your availability can sometimes grow your business much more effectively than doing paid ads.

Daniel & Alex discuss where to focus your marketing resources. How to identify "hot spots" that are producing you disproportionate results.