December 22, 2016
Hey There! Hope you are ending your year in a big way! Don't totally throw in the towel during the holiday season. I speak to doctors all the time who take off for two weeks for the holiday, then they wonder why they are slow in January and February. Its definitely important to take time to spend with your family, just dont shut down the practice! Get some coverage, split time with associates, keep pretty normal hours. You may slow down a little bit, but you wont have so much to recover!
I actually enjoy working around the holidays! We decorate the outside of the office, the inside of the office, and have lots of fun! Patients bring cookies, presents, all sorts of stuff during the weeks of the holidays! Not great for your waistline, but its fun!
We also do some fun holiday events, this year we are doing an ugly sweater day! see our facebook page here.
We have also done cookie contest to see which patient made the best cookie, holiday parties, and all sorts of stuff to make it fun! Its also a good time to catch up on projects and set up the new year. We use some downtime to catch up, straighten up, and get ready our promotions for the next year! SO, enjoy the holidays.!!!
November 14, 2016
With all the online marketing i do, clients are always surprised how much i like direct mail! I still mail paper postcards all the time, I mail thanksgiving and Christmas cards, and i mail an actual paper newsletter to all my active patients every month! People still like getting mail, and with less direct mail, this stuff works even better! In addition, it keeps you in the loop with your patients!
Do a monthly newsletter, not a regular email newsletter but a real newsletter in paper format, and send them out to your patients monthly. It is expensive and will cost you some money but I am going to highly recommend it.
Newsletter tips: Doing it yourself is great. Make it nice and pretty with a personal touch, talk about you and your staff. Write stories about you, your family, your kids, your staff and other personal stories. Printing is probably going to be expensive, probably over a dollar to print a newsletter. You can do a four page newsletter where it folds into a half-piece paper and mailed that way. We use a company called Stony Bridge Publishing. This is their website: http://www.stoneybrookpublishing.com/. Tell them Dr. James Fedich sent you and you can get a discount. They will waive your set-up fee. My contact is Sheri. Their prices are unbeatable. There are also other companies out there and some that are less health-care specific. If you can’t do this, then do an email newsletter.
Some questions I get asked are: How far back in my contacts list do I need to go? Do I send a newsletter to a patient who has been with me for ten years or longer? I pretty much do that. We send our newsletters to all active patients, well over 3,000 names. They haven’t moved, died, or told us to leave them alone. And they are not patients that we have sent to collections or anything like that. If you want to start small, you can start with 6 months active, one year active, two years active, and so on. Eventually, just send out newsletters to all active patients. The more newsletters you mail, the better you are going to be. Older patients could hand referrals to others based on your newsletters.
August 23, 2016
Hello there! I have written and spoken about internet marketing for a while now. It still amazes me the stuff i see out there! So many bad websites, unclaimed google maps, no facebook page. Guys and Gals its 2016, get with it! Ok, i have whole courses on this, but i want to hit up a few major points here.
1. Get a good custom website. Dont use a canned template a hundred other chiros have. If someone googles chiropractor, your town nj and out of ten docs, 4 have the same site, do you think the patient will pick you? NOPE. How does that look for the profession that we all have canned boring sites. Plus, how will you beat them in search if its all same?
2. Promote you site! SEO and Pay per click and important. Get up there. SEO is a very complicated game. I suggest you get someone who knows what they are doing. And dont try to cheat the system. Eventually someone will catch you. Also, pay per click is still important.
3. YOUTUBE. youtube is the number two search engine after google, with over 1 billion users. GET A YOUTUBE PAGE. Upload videos. videos of doc explaining conditions and procedures, testimonial videos, and more!
4. Facebook. Get a business facebook page. Make it look good!Post on it daily. Get likes. Facebook advertising is a whole course, but it works. Targeted video ads are the best bang for your buck in 2016. There is not enough space here for that, but it works.
5. Google Maps. Get your google maps page looking good, get the hours, website on there, make sure the map is in the right location, make it look nice, upload pictures. Then get reviews. I have other posts on how to do that.
That is basics of your internet profile. Much of this can be done by a competent company for you. If you would like me to make a recommendation, email me, firstname.lastname@example.org
August 4, 2016
Here is a good idea to help grow your practice! Start a health fair! If you have a good parking lot and space do it right at your clinic. If you dont find a spot! A good idea is to team up with a non-profit in your area, It will give you some credibility, attract vendors, get free advertising and more! So,set out to get a few vendors in beginning. You want someone who works with you, similar patients to you, etc. So, professions that work well together, chiropractor, physical therapy, podiatrist, gyms, yoga studio, essential oils, vitamins, nutrition, counselors, fitness groups, mom group, etc! Use your imagination. Once you get the ball rolling on this it is easy! I charge the vendors a small fee, this goes to non-profit. If you make it free, you will get people who aren't serious. I charged 50 dollars our first year.
Pick a good day for the event, its going to have to be during the weekend. We do it on a sunday 1-4. Kids have soccer and sports on a Saturday, Sunday am is church and family, try to squeeze it in after that. Of course local changes make a big difference.
Other things to consider, have some food, people can pay for food, get some music, pay someone to play guitar, etc, and maybe something for the kids, we have found a bounce house always works well!
Get a table for the vendors. Now, most will have a table, and if you cant get any, just have them bring them.
Now spread the word!! We sent postcards to all our patients, we did a radio campaign for three weeks, posters all over town, and a few email blasts. Start lower budget and move up!
The day of the event, get everyone setup an hour early, then start getting patients! You want to be doing some sort of screening and making appointments, not just handing out flyers. Also, make sure to network with the other vendors!
Why do all this work yourself? Your in charge of the event, your in charge of who can come, you gain credibility and networking! Give it a shot!
March 8, 2016
Have you used biofreeze, cryoderm or any of these competitive gels on your patients? I sure have. Why? We are out there promoting and selling someone else's product. In fact, nothing in the world gets me more upset than the biofreeze story. Biofreeze spread among the health professions quickly. First and mainly on the backs of chiropractors. Then, physical therapist began to use it and sell it as well. As the brand became a household name, based solely on the efforts of health care practitioners, they sold out. GridIron Capital now owns performance health. This is a private equity fund. A bunch of investment bankers. The original owners cashed out, its not sure how much they received, possibly hundreds of millions. They live on an island now i hear. So, you built the brand, they cashed out and made hundreds of millions and live on an island. Now you are handing your money and building the brand for some rich wall street investment bankers, WHY?
To really kick us in the teeth, bio freeze is available at Walmart and CVS
So we built a brand so owners can sell out and live on an island, and now your promoting for a bunch of bankers?
Why did we do that? Who knows, its not a bad product, but do you see how we built someone else brand? Why not build your own brand? I first got mad at this story, so I switched to a competitor. Cryoderm actually. Which honestly is a better product. But then i realized, i was doing the same thing.
I decided I would build my own brand. Do a private label cream. I called, emailed researched for months. The product is easy to make, there are many labs that can make a decent product. However, everyone i contacted wanted me to order 5000 pieces. Which sounds great, until you do the math and the cost is amazing. However, that is really only a small worry. The big problem is, where do i store this stuff? I did a ton of research, called, emailed a hundred companies to finally find someone that would make small batch custom label product
We actually use this on our patients for treatment, we sell it at the front desk, and also, i have been putting it in the shock and awe package! This is the gift box you send to patients, more on that in other blogs.
This company is busy, but i have a special contact that can get you setup with this private label cream, your logo, your practice info, and you can order one case at a time. Per item, it is less than bio freeze and it has your logo on it!
I cant publish their info on here, but you can email me directly, email@example.com, and i can set you up with them! thanks for reading!
January 21, 2016
Here in the northeast, all anyone is talking about is the snowstorm! Its coming this Saturday, or Friday night, or maybe not at all, maybe Sunday! It's supposed to be a big one, or its not. Could be 2 feet! Could be 2 inches. Who knows! I am amazed this weathermen get to keep their jobs! If we misdiagnosed our patients half as much as they missed the weather we would be in jail! At least out of business! But they collect 6 figure checks! Must be nice! I am pretty sure the farmers almanac predicts weather as good as these guys with the fancy computers and satellites! It amazes me!
Anyways! What do to do about this weather for you practice! Well, it all depends on many things! The northeast is used to snow, sorta! Many people will still freak out and buy bread, milk, water, etc, like they are being locked in their house for a month! No matter the snow totals here, its always cleared next day! So, what do you do about office hours
I have found that it is better to stay open unless the storm is terrible. In the northeast, i would put that at maybe 6 inches, or more, I will close. Below that we open, but usually cut down on staff.
Well, i have gotten new patients on those days that stay with us for a lifetime, if your back is killing you, everyone is closed, this guy sees you and fixes you in the storm? patient for life, referrals, and more. They make great patients, and it will probably happen once a storm
Regulars will come in, I always have a group that comes in. Usually the macho guys. They love getting out of the house, proving they can get around and coming in. Its great fun! Enough of them will come in to make it a profitable day for me.
Besides the new patient or two, and the regulars, I find it a great day to catch up. Clean out your desk drawers, straighten up, I usually end up with bags of garbage to take out of my office as things pile up. Its also a good time for staff to catch up on some things and straighten up as well. I also usually spend some time on marketing calendar and various other business activities.
What about if its over 6 inches and you close? Put it on Facebook, email and let people know. Forward the phone to a cell phone of staff if available. I always keep a continuing ed class available at home, so its a good way to get a few credits and then enjoy the snow with the family!
GOOD LUCK IN THE SNOW!!!
August 31, 2015
Well, it is August 31st here, and in the northeast, that means back to school! many of you are already back to school in the south and west. But here in the northeast, its back to school week! So, what does that have to do with your practice? Well, one thing, it usually messes everything up for a few weeks. For most of us! Now, i know dentists get slammed before back to school. All the college kids want their teeth looking good before school, and all the parents want to get it done before the hustle and bustle of school begins. Also, hair dressers get very busy, and of course back to school shopping takes off like crazy! Targets and walmarts and staples are busy. So, what does this mean for you in private practice? Well, for most of us, it means a couple of off weeks to be honest. Parents are going crazy getting ready, starting the school routine. They will usually miss appointments, wont come in for two weeks etc. Also, we see our teachers don't come in, but once this two weeks is up, they start flocking back to the clinic!
Why am I bringing all this up for a million dollar practice? Well, simply it will mess you up for two weeks. Don't fret about it, don't stress, and I would say don't try to change it. Some holidays and seasons we can market people in, etc, but For me, back to school you cant beat. Parents are just too busy, and they are going to miss some appointments. Im telling you these two weeks have to have the highest missed appointment rates for most docs. What do you do?
1. Don't schedule major promotions during this time, no one will come!
2. Do something for teachers. They are usually the best patients for most of us. They pay, stay, refer, and usually have good insurance. There are several teachers promotions you can do
3. Get ready! Cause usually right after this, if your keeping in touch with your patients via newsletter, etc, they will come rushing in. Vacations are over, Holidays are far down the road, there is not much distraction until thanksgiving. This gives you a few months of growth
4. Fine tune your procedures, make sure all the little things are going very well! Fine tune your scripts and procedures
That is about it! This one you cant fight, you may be a little off for two weeks, but go enjoy labor day, and get ready, cause after that it is time to grow! There are growing seasons in a practice. ITs hard to go up in august when everyone is away, or December when people are consumer with holidays, but after september and spring are the times to grow the clinic!
August 17, 2015
Referrals should be the lifeblood of any practice. In fact i can probably tell exactly what is going on in your practice by the number of referrals you are getting. Less than 10 a month, you got big problems. 10-20, doing ok, over 20, your doing it right! Pretty easy. that is the number per month by the way! So, if your not getting over 20 a month, lets do things to improve! Most of getting referrals is taking good care of the patient in the office. Now, that doesn't mean making them feel better or giving them great care, in fact, that has little to do with getting referrals. People expect you to be good clinically, it is not surprising, you should be helping people, that is your job! That is the biggest thing i can tell docs about referrals, you will not get them for being good clinically, i can promise that! You must exceed expectations to get referrals! How do you do that?
All the little stuff in the office. Too much to go over here. But, friendly staff, well dressed, nice office, smells nice, looks neat and clean, updated furniture, painted in last 5 years, etc. All that adds up!
Best tip to increase referrals? Paint the office! if its been more than five years, paint the office, referrals will go up. Keep the office neat and clean. Get the carpets steamed at least once a year. Trust me, this little stuff adds up! If you paint the walls and steam the carpets, your referrals will go up! Another easy in office idea is to mix up the decor. Patients get bored looking at the same thing over and over again. Move the furniture around, change the pictures around, mix things up!
Ok, you must wow the patients to get referrals. How? Here are some ideas, New patient welcome box! all new patients get a welcome box mailed to their house. Monthly newsletters, birthday cards! Send your patients birthday cards, there are companies that will do that. We use stonybrook publishing for both newsletter and bday cards! Tell them i sent you for a discount! Go to http://www.stoneybrookpublishing.com/, ask for Sheri, she waves the setup fee for all my clients. Tell her Dr Fedich sent you for a special deal and free setup!
Here is the big one that will bring them in! Send them a shock and awe package. When a new patient comes into our clinic, we immediately mail them out a priority mail box with some goodies in it! Its a small box that we stuff with goodies and a welcome letter. What do you put in there? Make it relevant to you. We include a customized ice pack, one of the bags to bring to grocery store with our logo on it, few samples, and some small things. Get some customized stuff with your logo on it. We have also gone to oriental trading and bought some inexpensive stuff there to put in. This one will really impress the patients. WE have a stack already made up, and when the patient comes in, you personalize it and send it off!
Oldie but goodies! Patient treatment calls. Call all the patients after the first treatment. Old but effective. How are you feeling, better same or worse. Record how they are feeling and talk to them about their care. This goes a long way. Think how impressive, the patient gets a call from the doctor after the treatment, then the next day gets a box in the mail from you? This will inspire referrals. Most referrals come in the beginning of the patient coming in, so, impress in the beginning!
Referral thank you! Sent something for the referral. Now, many states have laws about how much you can gift patients, as well as federal laws with medicare and medicaid. Look up your laws. But if you cant send a small gift, send a handwritten card, probably even better.
What else? Internal events. We do events in our office all the time, wine tasting, pet adoption, appreciation days, etc. Give your patients something to talk about
Ask them for referrals!
Give them tools for referrals, free consult cards, emails, etc!
BUMP UP YOUR REFERRALS TODAY!!!!!
August 7, 2015
Here is a nice little promotion we do in the office. Pet Food and Pet adoption drive!
Here is how it works, pick a week, any week. We do it in august because not much else is going on around then. During the week, any new patient who brings in a minimum size of dog food, gets a free exam, consultation and report of findings. Then on saturday, any existing patient can recieve a free treatment for a bag of food. We are doing during the week, new clients only for free exams, and the saturday, which we are normally closed, we are opened 11-1, free food, free chiropractic for anyone who donates food, and we are having a local shelter bring pets for adoption. So, that is the promo! There are other ways to do it, you can do both new and regular on the weekday, or during the sat. We are doing the special Saturday to have the regular patients come in a separate day, and also not to have the animals upset the other people in our plaza!
You can also just do during the week for the pet food drive, and dont do adoption, either way.
How do you promote it?
Signs in office
That is about it!
its a good little summer promo, try it out, give me a shout! firstname.lastname@example.org
August 3, 2015
Hey Hey hey! its summer time! Time for pools, boats, hammocks and vacation! You should definitely take a vacation, everyone needs a break. And those of us with kids, we kinda have to take them during summertime, when the kids are off. Plus there are lots of fun things to do in the summer, beach, boats, cruises, Disney, all that fun stuff.
I have always like the long weekend every 90 days, and the week off once or twice a year. The long weekends are great to recharge your batteries. If you are new in practice, don't have associate, etc, you should probably only be taking the long weekends every 90 days. Just take off a friday, or a thursday and friday, every 90 days, recharge. Once you are more established, you should be taking a week off, at least once a year, maybe twice!
What do you do taking your week vacation? A lot of docs will shut down the practice for a week. I highly do not recommend doing that! They say one week closed in the practice will take you 12 weeks to recover from. So, that is 3 months! That is just to get back to where you were, not grow. If you are trying to grow your practice into a million dollar practice, a three month set back is pretty huge. That is a quarter of the year!
Don't do it!
So, what to do? Well, like i said earlier, if you are newer in practice, take long weekends, not weeks off. Take off just a friday. Between the long weekends, and holidays, you can push through that for a few years, trust me, i did it!
If you want to take the week, but don't have associate coverage, hire a locum tenens. Cover doc. You should be able to make money on the time off, but even if you break even, or loose a little, it is worth it. You wont loose that week, which will cost you 3 months, you will capture any emergencies, and your patients will know you are there for them. I remember first doing this, i would not take a salary for the week, and pay this doc, then pay for vacation. I was loosing out big time in the beginning. But you know what, some of those emergency patients are still at the clinic. It pays off in the long run.
So, plan your vacation time a year out. Plan your long weekends, and weeks off. If you don't plan, something will come up. The office can plan around your schedule.
Get a coverage doctor if you don't have associate coverage. And enjoy the beach!!