What if 50% of the Appointments on Your Schedule Were from Past Patients or Family Referrals? When you work to market consistently to past patients, it’s totally possible for 50% of your patients to be returning patients! That means YOU control your patient volume – not the doctors who refer to you. Here are a few more reasons why your list of past patients is a pot of gold—if only you tap into it!
Insider Circle PRACTICE MARKETING TIPS • MARCH 2023
HOW YOUR
Insider Circle PRACTICE MARKETING TIPS • MARCH 2023
What if 50% of the Appointments on Your Schedule Were from Past Patients or Family Referrals? When you work to market consistently to past patients, it’s totally possible for 50% of your patients to be returning patients! That means YOU control your patient volume – not the doctors who refer to you. Here are a few more reasons why your list of past patients is a pot of gold— if only you tap into it! • It costs 5x more to get a new patient vs bringing back an old patient! (Invesp) • Your returning patients will spend 67% percent more than new patients (Business.com) . That means longer plans of care and better outcomes, too! • Bringing back an existing patient has a 70% success rate, while attracting a new patient has only a 5-20% success rate (Textedly)
A SIMPLE FORMULA TO MEASURE YOUR UNTAPPED “PAST PATIENT GOLD” Based on our 12+ years of research, we’ve found that for practices that send regular patient newsletters to their past patients, they can expect 1-2% of their past patients to come back in for care each month. That may not sound like a lot, but… If you send printed newsletters to 2000 past patients each month, and 1-2% of 2000 = 20-40 patients back in for care, you could have 20-40 extra patients on the schedule each month! At a patient value of $750 per plan of care, that’s an additional $15,000 - $30,000 in revenue per month!
How much revenue are YOU leaving on the table?
The key to consistent patient volume is marketing consistently to your past patients . You’re sitting on a pot of gold. Don’t ignore it! Start marketing to past patients today.
Scan The QR Code to Start Your Patient Newsletter Campaign Today!
Discover How This Multi-Location PT Practice Achieved Their Highest Monthly New Patients Ever With The New Ultimate Marketing System! Clinic Sees a 68% Increase in New Patients
ULTIMATE PLAN • 2 Location Clinic in Washington D.C.
Samuel Moore, PT, DPT, is the owner of First Choice Physical Therapy located in Nevada. In June 2020, Samuel and his team were looking for new ways to increase their patient numbers in the tough months of Covid-19. “Practice Promotions has provided us a marketing team that helps with our SEO, newsletters, website, and other needs you may have. They care about the suc- cess of your clinic and want to help as much as possible. ” - SAMUEL MOORE, PT, DPT
Monthly New Patients
96
72
59
“Our biggest challenge was staying in touch with former patients.”
After starting to send out Patient Newsletters, First Choice PT began to see incredible growth to their reactivated patient numbers! “In June 2020, we had 1 reactivated patient, July we had 3, and by August, it jumped up to 12. Our reactivated patient numbers have never dropped below double digits since!” In April 2022, First Choice decided to start leveraging all the tools and services Practice Promotions makes available and leveled up to the NEW Ultimate Marketing System. In their first month on the program they had 59 new patients, but in June achieved their highest ever monthly new patients with 96, an increase of 68%. That same month the clinic saw their most monthly patient visits ever with 1,292. “Within the first few months, we saw consistent results and have seen substantial returns both financially and with the professional weekly and monthly contact we now have with our previous patients and with the community. Practice Promotions has provided us with a marketing team that helps with our SEO, newsletters, website, and other needs you may have. They care about the success of your clinic and want to help as much as possible.”
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Monthly Patient Visits
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1,144
966
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Reaching past patients is both easier and more cost-effective than reaching new patients, so reaching this base is key to filling your appointment schedules full and bringing in consistent revenue. …and a Printed Newsletter Campaign is one of the best ways to reactivate those patients! Contact your account manager today to discuss which plans include newsletter campaigns!
SCAN THE QR CODE to Start Your Patient Newsletter Campaign Today!
How This PT Clinic Got 2x MORE Patients with Patient Newsletters
Most PT, OT, and Chiropractic clinics work hard every month to attract new patients. Those who do so consistently can achieve a nice level of stability in their clinic. But the most-often overlooked secret to real practice growth is reactivating past patients. Reactivated patients are individuals who already know and love your staff and practice and trust you with their care. Successfully reactivating a patient, even just once, doubles their lifetime value typically at a fraction of the cost it took to acquire
using this strategy? Somewhat. Did they see an opportunity to enhance those numbers? Absolutely! THE RISK PAID OFF…LOOK AT THESE NUMBERS Rocky Mountain PT began direct mailing their newsletters in October of 2020. In October alone they had 73 reactivated patients vs. the 24 they had in September of 2020. In fact, Rocky Mountain started seeing close to a 1% conversion rate that month.
THANK YOU TO ALL OF OUR PATIENTS! WE ARE EXCITED TO BE NOMINATED YEARS IN A ROW!
CENTRAL FORT COLLINS 1307 E. Prospect Rd. Suite. 120
GREELEY (PEDIATRIC) 1931 65th Avenue, Suite C Greeley, CO 80634 Phone: (970) 702-2507 WINDSOR (PEDIATRIC) 4650 Royal Vista Circle Suite 100 Windsor, CO 80528 Phone: (970) 305-5070
Fort Collins, CO 80525 Phone: (970) 568-8461 LOVELAND 289 E. 29th St. Loveland, CO 80538 Phone: (970) 775-2429 WINDSOR 1159 Main St. Suite A Windsor, CO 80550 Phone: (970) 460-0066 JOHNSTOWN 111 W.S. 1st Street Unit A Johnstown, CO 80534 Phone: (970) 660-5000
WWW.ROCKYMTNPT.COM
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FREE NEW YEAR WORKSHOPS DETAILS INSIDE
HOW YOU CAN AVOID SURGERY AFTER A SPORTS INJURY
GREELEY 6200 W. 9th St. Unit 5 Greeley, CO 80634
Phone: (970) 301-4596 SOUTH FORT COLLINS 2121 E. Harmony Rd., Building A1 Suite 310
Fort Collins, CO 80528 Phone: (970) 672-8875
8,262 Direct Mailed Newsletters
79 Reactivated Patients
JOHNSTOWN CLINIC HAS A NEW FACILITY! Rocky Mountain PT has a new facility in Johnstown! Follow our Facebook and website for any updates. NEW ADDRESS: W.S. ST STREET UNIT A JOHNSTOWN, CO
FREE PT CONSULTATION
$ 74,978 Total Profit
www.rockymtnpt.com
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$ 79,000 Total Revenue
$ 4,022 Investment
YOU DO NOT NEED A DOCTOR’S PRESCRIPTION TO SEEK PHYSICAL THERAPY IN THE STATE OF COLORADO YOU HAVE DIRECT ACCESS TO PHYSICAL THERAPY
NEW PATIENTS
That rate is almost double the industry average… all within the first month! The results show they did have the typical seasonal dip in November and December, but were still seeing 2-3X more reactivations than months before! IN CONCLUSION… If you’re on the fence about direct mailing your newsletters, let Rocky Mountain PT’s results be the support you need to make the jump. Direct mailing is worth it! Although there is an initial investment upfront, you can see that the margin for profit far surpasses the initial cost.
them the first time leading to higher profit margins and revenue. So how can you make sure you’re re-
Pro Tip!
Kick Off The New Year With Record-Breaking Record-Breaking Patient Numbers!
engaging those past patients? Simple… Direct Mail Newsletters!
Rocky Mountain Physical Therapy is a great example of just how powerful mailing monthly newsletters can be. They are a 9 location practice that currently direct mails from 7 of their locations. Before direct mailing, Rocky Mountain PT was strictly just emailing out their newsletters digitally and posting on their website. Were they engaging past patients
PracticePromotions.Net /DOWNLOADS
LOOKING FOR WAYS TO ENCHANT YOUR PAST PATIENTS?
How To Past Patients with EMAIL MARKETING
3 Simple Tips to Bring Back Past Patients
3 BRING PAST PATIENTS BACK WITH “PATIENT REACTIVATION” EMAILS. Mrs. Robinson knows that you did wonders for her neck pain last year…but does she know that you can also help her husband with his sciatica? We recommend sending “sales” or patient reactivation emails to your past patient list at least once every few months. This isn’t slimy or salesy–it’s genuinely helpful! Often, patients don’t make the connection between how you helped them three years ago and the new problem they are facing now. So offer another free evaluation or checkup! Remind your patients that pain isn’t normal. Otherwise, Mr. Robinson might spend months in unnecessary pain while his sciatica gets worse, not realizing that physical therapy is the answer. The goal of this automated sequence should be: get past patients back in the clinic for care! What if 50% of the appointments on your PTs’ schedules were from reactivated patients or family referrals? Would that help your practice grow? Email marketing is a fantastic, effective way to get started with marketing your practice. And you ALREADY have the tools you need to start emailing past patients! (Go you! You’re rocking it!) Just log into your Engage email system to access dozens of beautiful, HIPAA-compliant email templates that make it easy for your or your marketing staff to send emails to patients. Contact your account manager for help! And may the luck of Neil the Leprechaun be with you!
Email is an excellent way to nurture your relationship with past patients and get them to come in for a plan of care. And guess what? You ALREADY have the tools to create brilliant automated email sequences, right there within your Engage Email System that you have with Practice Promotions. Here are 3 ideas for email marketing campaigns that will bring past patients FLOWING back into your practice— fast! 1 CREATE A NEW PATIENT WELCOME SERIES. Once your patient comes in for their first appointment, you want them to be dedicated to their plan of care! We suggest sending a New Patient Welcome Series to get patients not only committed to coming in, but excited about it! When patients don’t complete their plan of care, you lose money. You don’t want to go to all this effort to attract a new patient–only for them to only come in once or twice! Plus, you know that people won’t really get better if they don’t come in. So, solidify your relationship with your new patient by sending them a series of welcome emails. Download a quick guide to doing just that at PracticePromotions.Net/Downloads. 2 SEND NURTURE EMAILS TO PAST PATIENTS. After a patient completes their plan of care, you still want them to remember you! Email past patients useful information 2-3 times a month, so that you stay at the top of their minds. This is called a “nurture” campaign. Even if your patients don’t open your emails, they’ll still see your name in their inbox, and they are more likely to refer their friends to you. A great way to do this is simply emailing your past patients a digital edition of your monthly newsletter, in addition to mailing it to them.
DOWNLOAD YOUR FREE EMAIL MARKETING SHEET! PracticePromotions.Net/Downloads
Improve, Innovate, Inspire. Here Are 4 Quick, Helpful Resources For The Month!
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The Biggest Problems Physical Therapists Will Face in 2023
How to Market a New Clinic Location With A Postcard
What are the biggest problems physical therapists face in 2023? What is the state of the physical therapy industry? And what role does physical therapy marketing play in it? Practice Promotions CEO Neil Trickett interviewed Heidi Jannenga, co-founder of both WebPT and Rizing Tide, to find out.
Are you moving locations? Opening a new clinic? Don’t move until you’ve advertised your move to past patients with a postcard campaign! Follow these tips to make sure your new location is just as successful as your old one….
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How To Get Your Patients Returning + Referring with Your Patient Newsletters
How important are past patients in keeping your patient volume from dropping? Neil discusses modern newsletter strategies that don’t break the bank, how to encourage referrals, and more!
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