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Article 2
Professional referrals come from
other practitioners whom you have made contact with. When
working in a TEAM environment with other therapists you can
optimize the patients healing time by using various treatments
that will help the problem. If you work from a private practice
then you will need to go out and network with the professionals
in your area to promote your services. With these types of
referrals the key point is to let people know how you can
help them build their practice by using your services.
Acupuncture compliments a massage treatment, which results in
their patients improving quicker. Acupuncture can help a
chiropractor’s adjustments last longer as it helps to relax the
muscles. You have just made their jobs easier, which will in
turn encourage other professionals to refer patients to you.
Patient referrals are the easiest
and the best! In line with the old saying, “The proof is in the
pudding”, when you help someone they become your best
advertisement. When someone comes back to see you after there
has been an improvement in their condition, encourage them to
tell their friends and family. When people feel good they tend
to want others to know. When a patient mentions how good they
feel, they will mention the success of their treatment. As an
incentive for referring new patients, you can offer a discount
on their subsequent treatment. The best part about new patient
referrals is that the referred patient already knows that
acupuncture works and will give it the opportunity for it to
help them.
One thing to keep in mind is that
it is not good business practice to be pushy with your clients.
They will generally be glad to help you for all the help you
have given them.
Article 1
Hello to everyone and welcome to
the first of many newsletters that you can use to help make your
TCM practice grow and help many people become healthier and
happier in the years to come.
Every professional association
encourages its members to become not only great healers, but
also great business people. I will offer some professional
advice and suggestions that can be used in your practice over
the next year and encourage you to share your own business
advice. I sincerely believe that we should not be in competition
with each other, but should work together to strive to be the
best we can be, resulting in the continued success of TCM.
My father who, was a chiropractor
and naturopathic doctor, had one of the top five grossing
practices in British Columbia in the late 1970’s. Based on his
advice, various studies that I have read and the different
practitioners I have spoken to, I strongly believe that every
new patient has the potential to come in for at least six
treatments. If we look at an average $50.00 for a treatment,
this adds up to $300.00 per patient. As a result, we need to
invest the time to make sure that each new patient sees the
value in coming to see you beyond the initial visit. A great way
to do this is to send out NEW PATIENT LETTERS welcoming
them to your clinic. I like to add a little paragraph about
myself and something directed specifically towards them. Also,
this is another opportunity to educate them on the benefits of
TCM. The benefits of this are a more personal relationship with
your patient and to let them know that you are not just another
doctor who is only concerned with getting patients in and out
the door. I have had patients come in for their second treatment
and thank me for sending them a letter as no other doctor had
ever done this. One thing to remember is first impressions are
EVERYTHING! This approach greatly assists you in establishing
trust with your patients.
Try this out and let me know if
it helps. For further information on how to market your
TCM practice please feel free to contact me at drvallee@valleeacupuncture.com
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