Know Your Patient Database
The first step in maximizing on volume is to know who your patients are and what they are interested in pursuing. Be sure to segment your patient database according to profitability, or, in other words, understand the channels of profitability you have by customer. For example, if you are a plastic surgeon, it’s important not to devote as much time in your schedule to a Botox® customer as you would to an invasive or laser customer. When you understand your patient database, you can create the most efficient schedule based on your priorities.
Develop Marketing By Segment
Once you understand the segments for your business, create a plan for how you are going to market to acquire the most profitable customer in each segment. Additionally, once that customer comes into the practice, decide what their experience of your practice will be.
Practice-Specific Loyalty Program
Although there is value in a corporate or commercial loyalty program, you want to retain a relationship with your specific customer, so that they are motivated to return to you again and again. By creating a specific loyalty program in your practice, you’ll keep customers from taking their business elsewhere, which will help you grow your bottom line.
Bundle Products and Services
When you bundle products and services together for an individual, you’ll create a higher price as well as a higher margin per customer relationship. If this is done on a regular basis, you raise the value of each customer, which will ultimately raise your revenue in the long-run.
