The Risk Reminder Recall System.

The most common problems professionals have in implementing a Risk Reminder Recall System is lack of specificity. Pile on the details of the exact risks to her health your patient will take on by not treating her condition.

More on page 168

“How Much Does an Eye Exam Cost?”

The voice on the phone asks “How much are your exams?” Do you know how you should answer?

More on page 136

Why Health Care Providers Don’t Advertise

Conventional wisdom says its tradition which prevents health care providers from advertising their services. Truthfully, it may be simpler.

More on page 191

4 Solid Ways to Increase New Dental Patient Flow

To have a steady flow of new patients ready, willing and able to pay your fees you have to do what is often referred to as economical, innovative, simultaneous, massive action.

More on page 195

Two Metrics Every Chiropractor Needs To Know

Take the total amount of revenue your practice generated during the time period and divide it by the total number of patients you had from the beginning of the time period. The number you end up with is what’s known as the value of a patient.

More on page 188

Working Your Dental Practice as if it Were a Franchise.

The most successful practices don’t make marketing decisions. They don’t have to. The most successful practices have a marketing plan, and a system.

More on page 181

Two Strategies to Market Your Practice

Posted November 22nd, 2009

People try to complicate the marketing of health care practices. There are only two simple strategies.

By Chuck McKay

Either give people incentives to hire your services on your timetable, or remind them that you’re ready to help at a time that better suits their needs. You hard sell people, or you romance them.

The first strategy promotes immediate activity. The second builds long-term relationships.

Two strategies are necessary because people choose a provider in one of only two ways.

Some are convinced they understand all they need to know to make an intelligent purchase. They are looking for a good benefits to price ratio. We call these people Transactional.

The others fear that they don’t know enough to make an intelligent purchase. They are searching for an adviser they can trust not to take advantage of them. These are the Relational people.

And the right thing to say to one is exactly the wrong thing to say to the other.
More on page 41

Your Practice Is Like A Record Store

Posted October 24th, 2009

What do you do when you’re not the only game in town?”

By Chuck McKay

Like most clichés, the advice to “get your name out there” keeps being repeated because there is, at its core, a grain of value.

No one calls if they don’t know you exist.  Until people ask for you by name, you’ll be limited by the law of averages as you play “Yellow Pages roulette.”

But a name without a solid image attached to it in people’s minds is just more clutter.

Are you old enough to remember record stores?

Big rooms with belt-high shelves displaying record album after album after album. Close your eyes and remember your favorite store. Go ahead. I’ll wait.

Remember your favorite section. It may have been Rock, or Blues, or Show Tunes. First you’d find the section, then you’d browse through your favorite artists looking for new music. Occasionally you’d pick up something that caught your attention from an artist with whom you weren’t familiar, but it was in your favorite section, and probably worth at least a cursory glance.
More on page 143