It could be your marketing, your office decor, or perhaps even a disgruntled or poorly-dressed staff person that is creating you grief, causing you to lose many thousands of dollars in revenues in your private practice.
Time after time, I hear from private practice owners who tell me, “I can’t get patients to refer or follow my advice, let alone purchase care or my advice.”
It is usually only for two reasons: first, your patient does not feel your service meets their needs. Maybe it doesn’t. That is a topic for another article.
Too often though, it comes down to poor marketing, poor communications, and, above all, a poor presentation in the office.
Last time, we spoke about management of your private practice from the top down, rather than the bottom up. This is so critical in this day and age.
The reason for this is self-evident. Lest you doubt what I’m saying, walk into any jewelry store, high-end restaurant, or your favorite automobile dealership. Take a look around you.
What do you see? Bright lighting, well-dressed and attractive staff, as well as marketing materials that are representative of the parts and services actually offered.
Herein lies the big idea. There is a market for these products and services; there are lots of potential customers, with plenty of cash to go around.
Now, go back and contrast what’s happening your private practice—you’ll see exactly what I mean. It could be your marketing, your office decor, or perhaps even a disgruntled or poorly-dressed staff person that is creating you grief, causing you to lose many thousands of dollars in revenues.
So, your challenge is to deliver exactly what your patients want in the manner in which they want it—with payment plans they, not you, choose.
Harsh statements? You bet.
This is why I speak so much about knowing precisely who your ideal patient is—where they live, how they dress, what type of cars they drive, et cetera.
This will also tell you so much more about the patients you need to be serving in your community.
Miss these key points, and you’ll miss the reality of today’s private practice.
On the other hand, if you fully understand these and make it a plan to attack and implement every checkpoint immediately, you’ll find yourself having the biggest private practice around, never wanting for new patients.
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