8. Mobile marketing
Using tech to reach out to customer smart phones, chiropractors can do some great things. In fact, sending text (SMS) appointment reminders, special announcements, broadcasting when you have an opening in the schedule for walk-ins, and sending follow up text messages to online or phone leads will make your office overall more efficient, therefore boosting profits. We’re not saying to abandon the personal touch (you can send an SMS with a recorded voice memo!), but most people are on their smart phones these days and on the go, so using mobile marketing will increase statistics like kept-appointment percentage, patient retention and to fill last minute schedule openings.
9. Raise prices
Chiropractors, like many nosiness owners, are reticent to raise their prices, afraid it will turn away a certain percentage of their patients and actually decrease their bottom line. But if you are undercharging compared to your competition and the industry, you’re putting yourself at a competitive disadvantage to start with. Do some research into what others are charging and what seems to be the going rate. Maybe most of your prices are fair and reasonable comparatively, but you’re still charging for one or two procedures like it was still 1995. An adjustment will keep you competitive and increase your profits. Clients who understand quality and value will keep coming back to you for the experience and the benefits they get – not because of prices.
10. Treat patients more often
The most cost effective way to increase your profits is not to attract new patients (though you should be doing that too,) but to offer more treatments for longer to the patients you already have. Of course this has everything to do with your PVA, or Patient Visit Average. By educating your patients and mapping out the benefits from additional adjustments and treatment, you can get them on board with a treatment plan that is more comprehensive – and therefor far more beneficial to eradicating their pain or helping heal whatever is wrong. Increasing your PVA will yield happier, healthier patients and more income.
This is somewhat controversial, as some traditionalists believe chiropractic care doctors should not offer such ancilliary treatments as weight loss programs and massage, but the fact remains it is an option to increase profits. Currently, only about 30 percent of the chiropractic profession uses massage therapy in their office, but a recent Gallup poll revealed that nearly 70 percent of the population wants massage therapy to be covered by their insurance. So if you have extra room in your offices and extra appointment time, consider bringing in a licensed massage therapist or having one of your staff trained and incorporating massage into your practice to bump profits.
11. Better conversions
From the moment a lead calls your office to ask a question, goes on your website to get information, or even drives by your office with a sore back, you’re in the process of converting them into a patient. Focus on effective and engaging marketing, your intake procedures, automate the personal touches, institute customer service and feedback systems, and train your CAs and staff well and you’ll have a much higher conversion rate – and see a spike in profits.
12. Increase the average $/visit.
Increasing the number of visits is important, but don’t forget about increasing the average profit per patient visit. Again, this comes down to education, and letting the patient know the health benefits to more thorough or additional treatment in a detailed care plan, and maximizing your time with each and every patient. They will greatly appreciate it, and your average $/visit will go up, too.
13. Listen to your patients
If you really want to identify the weaknesses in your office, just ask your patients. They can be your harshest critics but also the most fair and honest, as they have a first hand understanding of the chiropractic care experience from a patient’s viewpoint. Make sure to offer a customer service feedback card at the end of each visit, poll them regularly, have your CAs and staff trained to ask customer service questions, and even take some of your regular patients out to lunch once a month so you can ask them what you do well and what needs improvement. You’ll have to put your ego aside for a moment, but if you really listen to them, the resulting adjustments in your practice can improve their experience, draw in more patients, and skyrocket your profits.
14. Lower expenses.
It’s not just how much you make, but what you keep that counts. That’s why Dr. Charles Ward and his Innate Legacy coaching system are always looking for legitimate ways chiropractors can lower their expenses without sacrificing quality or their professional standards of care. From decreasing bloated costs to tightening marketing to decreasing tax liability, lowering expenses is a pivotal part of the equation to increase new profit. By the way, click on the links above to find out more.
15. Measure, measure, measure.
The key to becoming a leaner, meaner practice and increasing your profits is to start measuring. Only with accurate statistics and data can you make informed decisions about what’s working well, what isn’t, and make adjustments accordingly. So make sure you (and most importantly, your staff!) are measuring ever facet of marketing, patient visits, procedures, retention, advertising, expenditures, etc.