Hey guys and welcome back to the Medical Entrepreneur podcast with me, Adam Sewell MD.
My name is Adam Sewell, and this is where we teach you how to break free from traditional medicine, to carve the career of your dreams and still do what you love.
So we get a ton of messages from people who land their first job in medicine, and quickly realize it’s not what they had hoped for.
They become overworked, and underpaid, and stop enjoying the work that they do.
So if this sounds familiar, today’s episode is all for you.
Today, we’re gonna talk about the 5 pillars that you need to build a thriving medical business. No matter what kind of practice you want, you can use these steps to build a practice, get your first customers and fully build the business of your dreams.
So let’s jump right into it!
The First Pillar:
The very first pillar that we need to talk about is lead generation.
This is the biggest issue that most practice owners will face, since getting clients through the door is the most important part of owning a business, right?
The reason why you need to get so many people through your door is because you have to build a relationship with all of them.
The issue with most business owners is that they seem to think they can open up their business and people will just walk right through the doors, but unfortunately – as most practice owners will learn – it doesn’t normally work like that.
So the solution to this is that you have to be able to provide some sort of value to the client in order to build a relationship with them.
Whether that’s a freebie or some kind of education, it doesn’t matter, you have to give them a reason to trust you.
At this stage, it’s all about getting people to say, “Hey, I know you do this thing, and I’m kinda interested in it.”… then once you get that, you can move onto the next step.
The Second Pillar
Then, the next part of your journey is the second pillar, which is lead nurturing.
During this stage, what you really want to do is provide an education to them. You want to be able to solve people’s problems as much as possible without having to make them pay.
So for example, if someone comes in and tells you that they have joint pain, what you want to be able to do is offer them some kind of content. For example, a downloadable file on the ‘Top 3 ways to get rid of joint pain’.
You’re essentially helping them along their path to solving your problem.
And what happens here is that 3% of the market is always ready to go, like right now. But around 67% are open to it, they can be convinced to buy it, but maybe not immediately.
What’s super important is being able to find a balance between being educational and being entertaining. Because if you’re too entertaining, you’re not actually going to solve anyone’s problems, but if you’re too educational… Who is going to want to listen to you?
The Third Pillar
After this, the next pillar is conversion.
This is the stage of taking someone who is interested in what you offer, and actually turning them into a patient.
This is often called the sales process, but it is really just helping the prospect to solve the problem that they have.
And a lot of practice owners don’t like this stage because they feel that they have to act like a salesman, but the truth is that you don’t!
In this stage, all you have to do is ask the prospect about the pain they’re having, and their ideal state, then show them how you can guide them to it.
And this leads us to our next pillar
The Fourth Pillar
So what happens next is once you get someone who raises their hand and says, ‘I want what you are offering.’ You now have to be able to offer them amazing service in the fulfilment pillar.
So an example of this is that I have a friend who is a dentist, and every time someone comes into her clinic, they get a hot towel on their face, it’s like lavender, and it smells great – they love it!
The aim of this stage is to be able to make people say, “Wow!”, and totally blow them away with the kind of service that you offer them.
Not only does this increase the likelihood of them coming back, but they will also tell their friends who suffer with the same problem.
Even small, simple things like a thank you card go a very long way in building a relationship with a customer, and when you do it properly, they instantly become almost like life-long customers for your business.
The Fifth and Final Pillar
The last pillar is all about ascension. It’s about taking someone who is suffering with an immediate issue, and working with them to find a long-term solution.
So for example, if you have someone coming to you for aesthetics, chances are that they are trying to look younger, and that normally means that there is a whole other range of services that they would be happy to take too, like Botox or fillers or a facial treatment.
So for example, some clinics I’ve worked with offer surveys to their customers to try and find out what they want to take them to the next level.
If you’ve already provided a great service to your customers and you have helped solve their problems, then this stage becomes easy – it’s easy for you and it’s easy for them too. It’s a win-win!
If you think you’re ready to start your own journey as a medical entrepreneur, make sure to follow us on social media and subscribe so you never miss an episode!
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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