6 Strategies That Will Rapidly Grow Your Practice

If 2023 is about growing your practice then implement these SIX strategies and you’re guaranteed to grow.

If you don’t have the time our resource then we can help.  We’ve spent the last 15 years helping clinics and practices grow and we’d love to help you grow yours.  Simply reply to this email or fill out the contact form and one of our team will be in touch to see if we can help.

Rapid Reply to Enquiries

You’re getting back quickly to prospective patients for two reasons. 

Firstly, you’re showing you’re a pro. You’re setting the scene for the rest of the patient experience. Going back quickly to enquiries proves you’re keen to do business with that person, and consumers like eager companies. In 2023, consumers expect immediacy. One of the reasons Amazon is one of the most successful companies in the world is that they can deliver a new ironing board to you by tomorrow morning or even later the same day. If you’re getting in touch with enquiries a week later, you may as well pack up now. 

The second reason you’re going back quickly, is that in a self pay environment it’s highly likely that a potential customer is going to talk to a few clinics before selecting one. In this highly competitive market, the first to respond is almost always the clinic they choose. 

Don’t Give Up on Your Leads

When we start in business, we tend to be only interested in clients who want to book now because we need the revenue. New companies are under pressure to pay the bills and get profitable. This rational, albeit short-term, outlook can persist and become part of your culture. I’ve had countless new clients who consign wavering enquirers to the bin. Keep all your leads on a database and contact them up occasionally. 

Concentrate on Getting Clients in Front of You

I recently had a new client explain how she’d get enquiries, spend half an hour on the phone building what she thought was a great connection, only for them to go cold. What she was doing was actually consulting by phone. But the consultation MUST take place in your clinic. A client in a chair sitting opposite you is where the magic happens; it’s where the rubber hits the road. Everything up to this point is flim-flam. The deal is clinched when a client meets you and decides that you’re the person to undertake what can be a costly procedure. 

Remind Yourself That You Are in a Competitive Market 

You may notice that I’ve called our customers clients, not patients, through this article. This is because we are in a market, and the people who use our services can go elsewhere (we’re not working in the NHS!). It’s always worth reminding ourselves that we are not the only ones that do what we do. There are always other suppliers and other options. So remind yourself that in all your consumer-facing endeavours (website, reception, replying to enquiries, treatments, aftercare etc.), you need to be continuously operating at an optimal service level because if it’s not great, they’ll go elsewhere

Measuring Yourself

Put that tape measure down. When I say measure yourself, be critical of your own consultations and business. Break down your commercial process. 

How many enquiries do you get? 

How many convert to consultations? 

Of those, how many consultations do you convert to clients?  

Is it less than 50%?  

If you’re struggling to convert, then ask yourself why. Get a friend or someone a step removed from your business to go through your booking process as if they are a client. How easy is it to book an appointment? 

Learning to understand your client acquisition metrics will transform how you think about your practice. It’ll enable you to work towards creating a dependable flow of new customers and how much to spend to maintain it.

Follow Up

You follow up to ensure your client is happy because we all know that a delighted client will tell their friends and this sort of marketing, word of mouth, is the best marketing there is. But you should bake the follow up into your process. It’s also the opportunity to ask them for a review. I hate asking for reviews, you’re saying. I often hear this and remind my clients that TripAdvisor started 22 years ago. We’re all reviewing everything these days, and they are part of consumer culture.

Often practitioners think that the treatments alone will put them in front, but winners understand that putting the client at the heart of the practice will reward them repeatedly. And that’s how you win.