I recently did a presentation for a group of Physiotherapists where I analyzed a common call that 99% of clinics get wrong. The kind of call that causes them to lose patients to their competitors.

In fact, we analyzed over 103,000 calls last month from clinics who use Callhero, our call recording and conversation analysis software and we see this mistake happening all the time.

This is why it’s so important to use call recording. The call I analyzed is below and in this blog I'll show you how she should have handled it to save the appointment.

The Smart Way to Bring On a Junior Partner To Run and Grow Your Clinic - Week 1 of The Challenge

We just finished our new patient secrets episode called

“The Smart Way To Bring On Junior Partner To Run and Grow Your Clinic."

This episode was a huge hit and we got a lot of great comments

I interviewed my good friend and business partner Paul Moon. He was the co-founder with me at PT health where we grew it to 127 locations.

He has hired more than 30 junior partners to run our 127 clinics. We’ve had great experiences with hiring junior partners and some nasty ones. We’ll teach you the costly mistakes we made so you don’t make the same.

Most clinic owners think that in order to grow their clinic you have to do hundreds of different things.

But that’s just not true.

There are only 3 things you need to focus on to double, triple, and even quadruple your clinic in a relatively short amount of time.

How To Take 1 to 3 Month Vacations While Still Having Your Clinic Run Like a Well Oiled Machine

Can you take a 1 to 3-month vacation and your clinic will still run like a well-oiled machine? If not, how do you make that possible?

That’s what we talked about recently on the Clinic accelerator community call with other 6-7 figure clinic owners.

Most clinic owners can only take 1-2 weeks off without it being an extremely expensive vacation because they have to factor in the cost of the vacation and the lost revenue. While others can take up to 3 months of a fully unplugged vacation while their clinic is still growing without them.  

Getting good reviews on Google feels great. Everyone loves a compliment. But when it comes to becoming the top specialty health clinic in your area, you want to get Google reviews continuously coming in on your behalf – every week.

Every patient who comes in to your clinic could write a great review. How many patients do you see per day? Per week? Think about it. If you can get just two patients per week to write a great review, that would be about 100 per year.

Small steps. Huge impact. 

From what I have seen with the 375+ clinics in our community, a good benchmark is 15% of your new patients each month should convert into a google review.   So if you get 100 new patients each month, you should get 15 google reviews each month. 

And you can learn how to get Google reviews for your dental office, chiropractic clinic, or physical therapy clinic starting today.

Negative reviews can cause great harm to dentists, physiotherapists, chiropractors, and other health clinics. How you respond to negative online google or facebook reviews can therefore have enormous long term effects – both for good or for ill. 

Consider the harm that can come from a bad patient online review getting latched onto by the media. For instance, imagine a patient filming themselves on a rant against all the injustices in the world, with your clinic sitting at the top of it all. 

Bad clinic reviews from just a handful of patients can drive away new patients. They can affect your existing patients too. Some will defend you; others may start to question if they should keep coming to your clinic. 

Plus, anyone leaving a bad review is even more likely to be telling people they know to avoid your clinic. That bad review is just the tip of the iceberg. This negative word of mouth advertising has just as much power as the positive word of mouth endorsements you want.

Negative patient reviews also can affect your staff. Sometimes your team is the focus of the angry patient’s wrath. Most of the time they have to bear the brunt of it even though none of it is their fault. This can depress morale and increase stress, negatively affecting your clinic’s culture.

In this post, you will learn the following my 7 step process on how to respond to negative patient reviews so they change their mind and give you a positive one. 

I love email marketing. I’m an email marketing junkie. But the reason isn’t because of some odd fixation or obsession. It’s because it works and you have over thousands (or even tens of thousands) of emails in your patient database! 

And email marketing works especially well for physical therapists, chiropractors, massage therapists or any healthcare business owner.

Find Out What’s Working and Multiply Your Weekly New Patients!

You are probably engaged in a variety of marketing strategies for your clinic.

Before COVID-19, you probably felt fairly good about it because in most places there were more patients than the supply of clinicians could serve. So you were busy and didn't require to be a good at marketing.

As the lockdowns start to end, some people will probably be a little reluctant to jump back in to a normal routine. And that includes coming in to your clinic. Some will continue to prefer Telehealth and video treatment sessions. But either way, your demand will be much less than it was before, at least for a while until the unemployment rates rebounds. 

And if some of your marketing wasn’t working too well before, if you keep pouring money into it once you re-open, you may suffer losses too great to recover from after such a long dry spell.

What Marketing Are You Using?

Chiropractors, physiotherapists, dentists, massage clinics, and other healthcare businesses can use a broad array of strategies, including:

• Website marketing and SEO
• Doctor marketing for referrals
• Live community events
• Email marketing
• Google Ads
• Facebook Ads
• Social Media 
• Webinars 
• Workshops
• Print ads
• Radio
• Newspapers
• Postcards and other direct mail

Check out this video and learn the 2 marketing basics if you want more new patients:

You can use all of these healthcare marketing strategies and probably many more. But the question is – which ones are working for you, and which ones are wasting your money and time?

You need to start ramping up your game and get really good at some specific strategies, each of which depend on having good data.

In this new normal, you need to be really good at 4 things or you will be dead in the water because the demand is not going to be the same with the unemployment rates in this country

1. Getting patients to commit to their full care plan
2. Generating a continuous flow of new patient leads through your marketing
3. Increasing conversion rates for inbound phone calls
4. Increasing conversion rates for outbound phone calls like follow-ups, winbacks, reactivations, and self-discharges

Here’s a guide to growing your revenue and improving staff and patient morale through specific healthcare marketing strategies

I’ve talked to a lot of clinic owners this past month on our quarterly 1:1 coaching sessions and the topic that keeps popping up over and over again is online marketing trends. 

They hear about how they should be doing online marketing but are confused and overwhelmed. It seems to change every week and they barely have enough time to run their business and treat patients.

The mistake I see clinic owners make is they market like big corporations do. They do brand marketing. They want to build a brand.

The problem is unless you have millions of dollars to spend like these big corporations and willing to wait years (or decades) to see if it works. It just won’t work for you.

"Followers" or "Likes" don't feed families

Brand marketing doesn’t make your phone ring. You can’t measure and have no idea if it’s working or now. What really makes your phone ring is direct marketing. Whether it’s direct marketing for Physical Therapists, Chiropractors or Dentists.

It allows you to know exactly with 100% confidence if your campaign is working. How many calls you’re generating from that marketing campaign like CallHero software tells you. You know exactly what your ROI is. 

1st Clue: Are They Showing You Marketing Metrics that Actually Mean Something?

Which marketing metrics should you pay attention to, and which ones can you ignore?

I had a talk recently with a clinic owner in my #clinicboss community that shines a light on all the ‘dead numbers’ marketing companies like to boast about.

Here’s his story:

He’s been operating his clinic for about five years, and has been crushing it, hitting almost $1 million in sales last year. But in terms of revenue, he noticed he has been starting to plateau (if you are growing less than 15% a year, you have plateaued in my world). Have you ever experienced this? When your revenue flattens, you have a few choices for what to do:

1) Nothing – just be content with whatever profits you’re making, and hope nothing changes for the worse

2) Make changes to your clinic business – including monitoring marketing metrics like call tracking

3) Jump down the rabbit hole of online marketing

You can guess which one this clinic owner chose (the same one you probably think you need to do more of, because it’s what everyone is obsessed with these days).

That would be #3 – the classic mistake of believing online marketing can fix all your revenue problems.

He noted that all the new clinics starting up seem to be on Instagram and Facebook (aka Wastebook), and so he felt compelled to do the same. If they’re all doing it, it must be working, right?

So, for the past three months, he’s been spending $1000 per month on Google and Facebook marketing. In that time, he’s seen no measurable increase in new patients, and his revenue still clings to the same plateau line. No growth. No change.

But his marketing company sure is excited!

They’ve got all these next-gen marketing metrics like site impressions, unique visitor counts, click through rates, likes and followers. And look – they’re going up! Isn’t it exciting? Your marketing is “working,” they tell him.

But is it?

The very reason I was having this conversation was because his revenue was still flat.