Warum Ärzte eine Verkaufsrolle brauchen

0:00Uh, I have been in primary care for the last 20 years. Uh, 16 in my own business. Uh, in the last 2 years I changed to a direct primary care model. Which is basically a a um, a membership model, much like a gym membership model. Uh, so uh, my revenue was $2 million last year, 15% uh, profits. Um, I do kind of live through my business, too, so that kind of helps out. So, um the uh, the thing that I would really like to know is what is the marketing uh, strategy or the mar- marketing uh, model that you would advise me to grow my business?

0:36You want to double, cuz I ever heard you earlier. Um what >> [clears throat] >> What's sales velocity right now? How many customers are you selling per week, per month? Uh, I have around 2,000 per year. Per year. Okay. So um, so 40 a week, roughly. Okay. So, 40 new patients a week are coming in. What's the way that you're getting customers right now? No, that's it's it's not the new patients that are coming in. I have 2,000 patients or 2,300 patients right now.

1:05>> velocity? So, what's new sales >> Sales velocity is probably around seven to eight a month. Seven to eight a month. Okay, got it. So, you have really good patient stick, obviously, if you're at 2,000 and you can That's right. Okay. So, the seven to eight a month that are coming in, is that just word of mouth? Uh, we did we did a pretty good marketing um turn in the fall. Spent a lot of money on some things. I think we put the cart before the horse a little bit. Okay. Uh, as far as just going on um, online and and and really marketing Google Google ads and

1:34>> you So, who's PPC? Yes. I mean, and and then Facebook and and Instagram. Did you hire an agency? Uh, we did. Okay. Um How did that work? Uh, got a lot of people uh, at the top of the funnel. And we did not close. Okay. So, uh, we know what our issue uh, was at that time, so >> So, what was the issue? Um I I think follow-up as much as anything.

2:00Uh, it cuz Most people in our town kind of knows our They know our brand. Yeah. So, uh, or they know who I am. Sure. So, uh, so Yeah, I think it's close as much as anything. Yeah. So, what stops you from doing that again and now working the leads this time? Uh, people. Okay. >> getting the right people. I mean, you know A lot of answer a lot of questions have been answered uh, since being here, obviously.

2:27>> No, you're good. I mean, that's I [clears throat] mean, that's the that's the hope. >> That's exactly right. Yeah. So, it it really is I think the people uh, and the script and the uh, and and the execution of those things. So So, in all likelihood, you running ads in a local market to get more patients feels pretty sound to me. Um the offer that you were running, what was what what offer were you were you running to get people in the door?

2:52Um as far as just direct primary care. >> ran your ads, yeah, what was the offer? >> No, no, but like the ad wouldn't be like, want to buy a direct monthly membership. >> Right. No, right? So, like what was the offer that people saw that caused them to take action? Uh, the Genesis difference uh, was was a big part because we're we're more of uh, a difference in uh, we're we're more of a functional type medicine. Uh, you know, I hate to use functional, holistic, and all those things. It kind of sounds like I'm yeah. So, I'm more of a real low path, so I'm realistic about things.

3:26>> low path myself. >> Yeah, yeah, so And we did shut the gym down during COVID, so uh, and I told certain things about the I was a rebel during COVID, so >> I got you. A lot of things that that has really been a a flagship with me. Okay. Because I was I was or we as a practice we've got six providers at my practice and we all kind of stuck a finger up to >> So the establishment. >> So, what we need to do is basically have an offer that we can run on the front end. It would typically be some sort of I would say $19 to $99 offer. And I want to be clear, I'm not trying to undervalue your services. This is going to be a front end thing. Sure. So, you you get them to opt in, thank you page, they can buy it. Some of them will, some of them won't. Doesn't really matter.

4:07So, the ones that do buy and then self schedule, those will be easy because you won't have to work them. They'll probably just show up because they paid. >> Right. >> For all the rest of the leads, you call them up, you collect the card over the phone. Um, and then you obviously bill them the the $19 or $99 thing for whatever the call it a functional movement screening or like some sort of pain assessment or like if that's uh, basically you want to figure out what the most common pain that your ideal avatar is suffering from and then make the offer related to that.

4:35>> [clears throat] >> And it would probably be some sort of screen {slash} assessment {slash} um, you know, X-ray or whatever. Right. Uh, that then reveals the problem and then you do a prescriptive close on the solution. And so, this is a a very tried and true method and it sounds like the the biggest issue that uh, physician's offices typically deal with is that secretaries don't know how to work leads. Right. Right. And so, you really need a sales role. Right. And so, um, it feels uncomfortable sales medicine, but it's also reality. And so, um that's pretty much it, which is like that's the offer.

5:08And then you would hook it up to a scheduler and then you would call the leads. That's it. I mean, that's that's really it. And so, it means you just need one person to call the leads and you can do this thing. Okay. So, then everything that prevents you So, I'm I'm I'm going to say it super directly. Everything that you spend your time on that is not interviewing to get this setter and get them trained up are things that are not going to double the business.

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