So when you run a medical practice, the biggest issue is almost always getting people through the door. Once you get patients flowing, everything follows in after that.
So how can you, as a new practice owner, reliably get new patients through the front door every month? Well, in today’s episode I’m going to share with you an old buyer’s strategy that I learned years ago… it was actually from a book that I read while I was in the operating room.
This book is called “The Ultimate Sales Machine”, and is written by Chet Holmes.
And I don’t know if you guys know who this is… but he was somebody who worked for Charlie Munger. (Charlie was the business partner of Warren Buffet, and they are known as two of the most famous businessmen in American history).
How the ‘Best Buyer Strategy’ Works
So years ago, Charlie took over running a magazine that wasn’t doing so well, and he hired Chet Holmes to run that around.
And for three years in a row, Chet was able to double the revenue – which was an incredible achievement.
In fact, it was so incredible that Charlie even had to ask him if he wasn’t doing anything illegal, he was so shocked at the results they were getting.
And it all came from a strategy known as “The Best Buyer’s Strategy”
The ‘Best Buyers Strategy’ in a nutshell is this: Focus only on the buyers who would make the biggest difference to your business.
So what Chet did was he identified the 30 best companies for his magazine, and focused all his efforts on those guys. All of it.
And that was exactly how he managed to double revenue for 3 years in a row. Isn’t that crazy?
So if you run a medical practice, the question that you have to ask yourself is, “Who is your best buyer?”
So if you already have a customers list with more than 50 people on it, then you can go ahead and start looking through to identify who your ideal customers are.
And more often than not, you’re going to find that around 80% of your revenue (or close to it), is generated by 20% of your customers (or close to it).
But the point here is to identify what customers are the most valuable to your business. Then you want to find out more about them. For example, you might want to find out more about where they live or what they work as or what their hobbies are.
You’d be surprised how often you will see little trends and patterns amongst your top customers that you never would have noticed.
Once you find out what these little patterns are, these people become super-easy to target. For example, you can leave flyers to doors, or you can begin to target people with Facebook ads or you can leverage this information in almost any form of marketing.
And in the end, this is one of the simplest ways for you to grow your practice without having to add more money into your marketing budget.
The easiest way for you to put this into action is by scheduling just 15 minutes or so into your calendar, and start to look through your customer list, or to start to really think about who your ideal buyer is.
And instantly you’re going to start to see trends and patterns that will be super valuable when you’re marketing.
Additional Resources:
– Join my challenge here!
– Check out my website here!
– Sign up for our Aesthetics training here!
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Medical Entrepreneur is a podcast dedicated to those who are trying to escape mainstream medicine and start building the healthcare business of their dreams.
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