Every good chiropractor calculates their PVA, or patient visit average, which is very simply the average number of visits an active patient comes in for. For revenue generation as well as patient relief and treatment, it’s ultra-important you encourage patients to complete their care program. A long-standing industry standard is that it takes a patient 30 to 35 visits to go through pain relief and correction before they are ready for maintenance, yet most practices still only have a PVA of 15 or so.
Here are the first five tips to help chiropractors retain their patients:
1. Make Sure Your Patients Know That They Should Return
It sounds like an obvious one, right? Well, one of the most common reasons patients don’t return is that they simply didn’t know they had to. Make sure that you and your staff makes your recommendations clear. Within the patient’s first couple of visits, lay out their specific schedule of care. Write down the exact dates that they should come in, and have your staff schedule it. These scheduled visits need to be verbally reinforced at end of each visit. Don’t just assume that the patient knows when to come back. They should be guided to the checkout area. Have staff collect balances and schedule follow up appointments before the patient leaves.
One of the key steps to patient retention is to follow up after their visit to your practice. This will allow you to assess how your patient is feeling and what they thought about their whole experience at your office. You can make a phone call around two or three days after their visit to ensure they were able to understand instructions, see how they’re feeling, and to fill needed prescriptions. You may also let them know to expect a follow-up e-mail in which you can ask how your office did overall.
3. Understand Patient Needs and Wants
It’s important to understand that the real secret to high-converting chiropractic marketing (and patient retention) is to create a desire for chiropractic care that is so strong, it feels like a need. Change them from a symptom patient to a wellness patient. When prospective chiropractic patients feel that they want and need chiropractic care, they’re not only a lot more likely to get started with care… they’re also a lot more likely to stick with it long-term.
4. Have a Strong Marketing Campaign
It’s difficult to retain patients that you don't have. Ensure your marketing is authentic and useful. The goal should be to position yourself as a resource in the community, and to creative a buzz around your practice. Remember, marketing is a service. The more patients you reach, the more people you have the opportunity to serve and retain.
5. Communicate Your Growth
The more patients know about you and your accomplishments, the more they will have faith in you. Let patients know when you or a member of your staff completes an educational course or attends a seminar. Communicate in this way with your patients at least four times a year. Whether it is by an e-newsletter or whatever, reach out and let your patients know you care and that you and your team keep up-to-date with the chiropractic field.
Stay tuned for part two f this series, with five more great tips to help chiropractors retain more patients, or you can contact us any time at firstname.lastname@example.org