If your a chiropractor and your practice volume isn’t where you want it to be, then this article will help.

• How to attract quality chiropractic patients.
• How to get consistency in your practice volume
• How to increase your referrals
• How to work with a marketing agency who understands your practice and your “style’ of chiropractic

If you’ve ever faced any of these challenges, you’re not alone and in this article will show you how you can keep your practice volume at just the right level for you.

Here’s the breakdown of this article.

Part 1: The #1 Key Stat You Must Know Daily

Part 2: The Hidden Gold Mine In Your Practice

Part 3: How to get unlimited patients coming to you from your community. 

Ready to get started?

Here we go!

First, you’re going to need to know some numbers. And the #1 key statistic you must know and monitor VERY frequently, is how many ACTIVE patients you have.

Think about it, active patients are the patients who are paying you money AND thus they determine your practice revenue. So they are definitely at the top of the list of your core statistics.  But we want to go beyond just knowing the number, in this article, we are going to focus on how to INCREASE your active patients.

Here’s what you need to do:

Go into your practice management software and run a report on your current active patients. 

Write this number down and track it daily. If it’s not going up, you’re not growing, and neither is your revenue.  Period!

Being able to keep patients active isn’t easy, but here are some tips to help you prevent them from dropping off. 

Step 1: Create A Communication Plan To Keep Patients Active. 

Having a plan of communication can reduce the sudden surprise when a patient suddenly drops out of care.  So create a visit by visit “guide” to help keep patients on track. I had over 188 visits pre-planned on what I was going to say when I was in practice.

 Take notice of any patterns that form over time when patients drop off. For instance, if patients tend to stop care at around visit X, brainstorm on what you could do to prevent this from occurring.

Step 2: Pro-tip: You’ll never be able to stop everyone from dropping out of chiropractic care, so we want to make them feel ok in dropping out AND more importantly that they are “weclome” to come back anytime they wish.  

This will keep your relationship with them and allow them to feel “safe” when they decide to come back.. 

When creating yoru plan of communication, also consider automated communication. This should include SMS, Email & Social Media. 

 If your patients aren’t communicating with your Facebook™ business page, this is a sign that you’re not encouraging them to communicate with your page AND you may not be putting up useful content. So start to put up content that’s useful and let them know it’s on your social media and encourage them to read or watch it… 

When you put all of these steps above into action, you will be able to retain patients longer and start to take control of your practice revenue. 

You also start to get patients “used” to communicate to you via other methods other than face to face. (wouldn’t that be nice to have during a pandemic)

Finally, remember when you can have “better” control over your active patient numbers, you will have much better control over your revenue and this makes practice a lot more fun!. 

Pro-tip Have an active patient procedure in place.  Review this with your team in your weekly team meetings so everyone is on board. 

Hold some “special” meetings and encourage your team to brainstorm ideas on how you can keep your patients happy! 

Part 2: How to have a steady flow of chiropractic patients coming back to you. 

Re-activations are the 2nd key to your perfect practice volume.

Now that you’re done with part 1.

Here’s part 2. 

Measure & track your inactive patient status, just like you do with your active patient numbers, know your inactive patient statistics too. 

Most practices try to grow by only focussing on people they don’t yet know. (And you should do this too), but you also need to focus on your inactive patients each and every week!  

Depending on how long you’ve been in practice, you could have hundreds of potential new clients coming back to you from those who have dropped out of care.

AND you should also be discussing re-activations during weekly meetings. too!

Here’s what to do: 

 Step 1: Call your inactive patient lists

Pro Tip: People often need a “reason” to take action, so give them a reason with an offer to a special event or a special welcome back to your office.

Step 2: Run targeted Facebook Posts To Your Inactive Clients.

Nearly all your patients Are On Facebook™ or Instagram and many are on there for hours. 

This is perfect for you to “keep” in front of them and continue to provide value and build your relationship with them…

Pro Tip: Running A Targeted Social Media Post / Ad To Your Inactive Clients Will Re-enforce everything your doing above (NOTE: If you don’t know how to do this, get in contact with me).

Step 3: , Send inactive patients SMS messages & Emails.  When you incorporate this, you’re now communicating in nearly every manner possible (phone, sms, email, social media!)

Pro Tip: Remember to use your technology for what it’s meant for. You should have an automated system that allows for reactivations to occur without you lifting a finger.

So far we’ve covered how to keep your active patients active, how to make them feel comfortable to drop out, and come back, and how to reactivate patients from every angle!

Ok time for the last – but not least!

New Client Attraction With Strangers

There are 3 types of strangers you want to communicate with.

1. Strangers Who Are Ready. 

2. Strangers Who Are Ready But Not Taking Action.

3. Strangers Who Don’t Know You Can Help Them

So let’s look at how to attract strangers who are ready. 

Step 1: Be At The Top Of Google 

Google is where the “hot buyers” are. This is where the 2% of people who are actively searching for a solution to a problem you can solve are at…

So you want to be here!

Here’s what to do.  

Step 1: Be found in Search (seo) & Paid Traffic (google ads)

If your SEO competition is fierce, then you’ll need to start with google ads to get immediate results.  Later as your SEO picks up, you can then reduce your google ads budget.

Pro Tip: Not all google searches will contact your office. Have “remarketing / re-targeting” set up so that the people who don’t contact you get a 2nd chance to reach you. 

Step 2: Attract people from your community who don’t know you AND aren’t yet taking action. 

Many people have a problem, but for whatever reason aren’t taking action. This is a very large % of your community…so it’s definitely worthwhile going after.

Pro-tip: Put up an ad in social media that speaks directly to this person who HAS a problem BUT isn’t taking ACTION…make an irresistable offer they simply can’t say no to, but also have some procedures in place so that you’re not a complete stranger before they come into your practice.  This makes conversions easier.

Finally, the biggest pool of patients to attract…

Attracting strangers who don’t know they have a problem you can help. 

This is by far the biggest number of people whom you can attract into your office. 

 Have you ever met someone and they said “oh, I didn’t know you could help with that”?  Amazing isn’t it.

Step 3: The key here is to have information that gets their attention. Think newspaper-style articles that inform, but also create curiosity to explore more into this possible solution. 

Pro Tip: Mix up your information in a way that builds trust and confidence and you’ll be on a winner!

Ok. Now you’ve got the fundamentals on The Perfect Practice Volume.

To help you reach new levels, set up a strategy session with Dr. Adam Arnold.

When you have the 3 steps above in place, you will never have to worry about your practice volume again!

Let me know what you’re biggest take away was from this article!

I had the fortunate pleasure of being asked to be interviewed recently from Charles Manual who specialises in SEO for Chiropractors.

In this interview, I discuss one of my favourite topics Facebook Advertising for chiropractors.

Please have a listen in as I share some hot tips on what it takes to run ads to get results.

We Cover

• SEO Topics
• Facebook Advertising
• Social Media Management

And I also share a bit of my back story too.

Social Media Interview-Click Here To Listen

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Social Media Tips
Entrepreneurs, are you frustrated with the promise that social network’s will solve all your client attraction worries…only to be let down and find out things don’t quite pan out as promised. 

Well, here are steps to get better results with your social media efforts.

1. You focus on developing a blog that is spectacular and use that as the base of your content sharing approach (your advertising will become simpler). 

2. Keep to a consistent blog writing schedule, (at least once a week and I’ll share a real easy way to write posts in just minute), then share the posts and included images embedded and share on Facebook, Instagram, Pinterest, and your favourite social channels. This will drive traffic to your website.

2A) Bonus tip. Turn your articles into video and put on YouTube. 

3. Find and use quotes from influencers. This will get their attention and can form a connection with them and lead to referrals, pod cast interviews and more. 

4. Blogging on a regular basis will also make you more of an influencer, and will lift your search results in google. 

Interesting social media fact: A research study by web advertising software giant Conductor says Organic research is accountable for 64% of your web traffic. 

Think about it, if you go to a networking event, and someone meets you, guess what they do when they go home after the event? 

Yep you guessed it, they Google you.

And if you come up in the search engines with great articles that are search engine friendly AND

interesting to read…you will build more credibility with your new networking connection AND…

have a better chance of doing business with them in the future. 

So as you can see networking and blog posting for search engine optimisation is crucial in compounding your networking efforts.

 
Advanced Social Media Tip:

Podcast with influencers – curating content or sharing your own content is not enough. 

You can multiply your results and get “credibility transference” when you join with influencers. 

By being interviewed or interviewing them, your association to them already makes you more credible in the eyes of anyone who knows about this influencer.  

In addition, you have an opportunity to be in front of their audience.

You are opening a floodgate of sharing possibilities by doing 20 to 40 minute podcast interviews with individuals in your niche. 

A simple way to get started is to use Talk Radio.  

They have a free option which allows you to record interviews at a radio show format. 

Utilize this ridiculously simple alternative for your podcasting if you wish to get started quickly. 

The people that you interview will probably have a large audience on their blog and via their e-mail marketing list you will be in front of. 

In addition, this can generate incredibly important backlinks which will provide greater power to your SEO. 

Build an email list with Facebook ads. Do not be afraid to spend a bit of money on Facebook advertisements for promotion.

We all know organic reach from social networks has been steadily diminishing during the last several years as more people join the platform and newsfeeds become “clogged” up. 

Sponsored Facebook advertisements increases your reach and allows you to drive individuals to an offer (lead magnet-something of value you give in exchange for someone’s email) like an ebook or free 7-day video coaching series to build your email database. 

While fans = community and social evidence, your final goal is to turn fans into leads –> prospects –> customers. 

Paid advertising is one step in the journey fans take to become a client eventually.

Here are Steps to creating a Facebook advertisement and increasing your email database mailing list – 

1. Create an irresistible offer (lead magnet) like an e-book. 

2. Create an opt-in landing web page utilizing a tool like Click Funnels 

3. Create a Facebook Ad targeted at your core “audience” and send them to your landing page.  

4. Budget $10 per day as a test. 

5. Track the results using Facebook Ads Manager and tweak as needed. 

Bonus Tip #1In addition make certain to use Google Analytics to target conversion tracking on your “thank you for signing up” page. 

Bonus Tip #2 Intall the Facebook Pixel on your landing page so you can set up re-targeting ads.

Now you have just started to build your email database, you can now email your new subscribers with useful content and other offers. 

Where can you come up with ideas for your blog posts, social media articles and lead magnets?

Search news sites like https://www.goodnewsnetwork.org/

Search the topics in google, facebook and you tube. NEVER copy someone, but you can take 4-5 articles and come up with some easy topics.

In fact, if you want the simplest solution I personally use…

I have a subscription to Articoolo and create articles for less than $1.

It’s super simple. I come up with a topic, question or problem and type in 2-5 words.

Articoolo creates a 450-500 word article.

I then spend about 15 minutes editing the article. My team then finds an image and creates the blog post optimising the article for SEO.

Once I approve the post, it is then published and placed into our favourite social media channels for our followers to see.

As the owner of your own chiropractic practice, you’ve probably wondered if there is a way you can better understand your ideal patient to attract them to your clinic. 

Maybe you’ve experimented with targeted marketing or even shelled out thousands with other marketing or SEO agency with limited success. 

While every marketing strategy requires testing and fine-tuning to achieve its maximum effectiveness. The reality is that many approaches ignore the most important first step: identifying who your ideal patient is in the first place. 

In this article, we’re going to delve deeper into identifying your ideal patient and ‘aligning’ them with your business (pun fully intended!).

Who is the ideal patient for your Chiropractic practice?

When you think of your favourite patient, does someone immediately pop into your head? I’m guessing it’s someone who you genuinely wouldn’t mind seeing each day for an appointment.

Your ideal patient is completely subjective and unique to you. The chiropractic practice down the road may have a totally different ideal patient.

Put very simply, your ideal patient is the one that you enjoy consulting with on both a personal and professional level. You’ll often have something in common beyond just their need for treatment. This could be a commonality of interests (like a shared hobby) or another area of mutual connection (like the shared experience of parenting toddlers). 

As an extension of this, they often have a health need that aligns with their skills, professional knowledge, and career interests.

On a micro level, these patients are also likely to be the ones that are willing to pay, provide you with favourable word-of-mouth, treat your team respectfully, commit to appointments etc.

In the bigger scheme of things, these patients are the ones you connect well with personally and who you are able to help towards wellness through your chiropractic techniques.

The first and most important way to get through to these ideal patients is to identify who they are. When you understand your ideal patient it becomes easier to connect with them through your social media, search and paid marketing efforts.

Once you’ve ticked that box, you can work on getting through to them…

How Chiropractors can attract new patients online

1. Define your ideal patient for your Google Ad campaigns

The first step to attracting more patients to your chiropractic practice is identifying your ideal patients. Perhaps you’ve already identified that your ideal patients are mostly 65+. Or maybe they’re professional rugby players.  

This is a great starting point, as it tells you where a good portion of their attention will already be. 

For example, if your ideal patients are rugby players, consider creating a unique offering especially for them and sending it out to the local rugby clubs and advertising it on sports platforms.

If your ideal patients are the elderly, consider where they spend their time and the best method of positioning your marketing. Understanding your patients’ interests will help to optimise targeting. 

Not sure how you can maximise your marketing efforts as a Chiropractor? We are a social media and digital marketing agency that specialises in helping Chiropractors scale their businesses. Book a free review here to see how we can support you.

2. Research for SEO and Google Ads

Through purposeful messages and marketing creativity, you can tailor your advertising and offerings to your desired audience. Messages can be personalised to be highly relevant and practical for your ideal patients.  

These messages should consider important questions like:

• What excites your ideal patients?
• For example, are they concerned about being able to work, about their desired sporting achievements, or just keeping up their kids at home?
• What are their health concerns?
• Where do they spend their time?
• What do they read and watch?
• What do they talk about?
• Who do they ‘follow’ on social media platforms?
• What really matters to them?

Messaging and marketing should be written using images, videos and language that will resonate with them. Making use of the right keywords will help with your website SEO connect your Chiropractic practice with those who are actively searching online for pain relief.

3. Refine the marketing funnel to retain and attract new patients

Once you understand the desires of your ideal patient, you’ll have the ability to deliver treatments tailored to their problems.

How can a Chiropractor find more patients?You can provide incredible value and experiences when you understand what really matters to them. You can even look to package together treatments that collectively solve their problems.

For example, if your ideal patient is a rugby player, a treatment targeted at relieving the spinal dysfunction from past tackles may be just the ticket to attracting these ideal patients. 

This tailored approach will lead to increased patient retention and word-of-mouth referrals to other ideal patients. 

You’ll experience professional fulfilment when you can help people who need the skills and techniques that you offer.

By attracting your ideal chiropractic patients, you’ll be able to grow in a way that’s both sustainable and rewarding.

If you’re the owner of a Chiropractic practice, chances are that making people feel better is your passion. You just love the joy that comes from helping your patients discover a new, pain-free (or at least pain-reduced!) lease on life.

But as any good healthcare professional knows, to make people feel better, you need to get them through the door in the first place.

Discovering effective marketing strategies is vital to grow your client base and build a loyal following of patients who sing your praises.

Here’s how to make sure that your practice has a constant flow of new patients walking through its doors:

1. Provide outstanding service

Superb care and service will only lead to more business – and with any luck, this is something you are already doing.

In addition to being empathetic, punctual, and always ready to listen, the best chiropractors keep their existing patients connected by creating programs that revolve around ongoing preventative care.

If you’re delivering this impressive level of service, your loyal following will likely be providing you with valuable word-of-mouth referrals and driving more patients through your open doors.

2. Understand the ins and outs of online marketing

Social Media, EDM’s, Digital Content. There’s a lot of hefty words being thrown around with online marketing, but, in short, they’re the tools to let people know who you are, and what you can do.

The more accessible your practice is, the more people will view you as a trusted business as opposed to some back-alley operation.

Using email marketing and a social media presence can be a great way to keep in touch with existing patients and to recruit new ones.

Keep in mind that the content of these emails or posts doesn’t need to be a sales pitch. It can just as easily be an educational email that gives informative content and positions you as an expert in the eyes of your existing or future patients. 

Don’t be afraid to give away too much content – the more you give the more you’ll receive.

3. Get positive reviews on Google Maps

 Google is a treasure trove for any professional practice.

If your chiropractic centre isn’t already on Google Maps, you are missing out on a prime opportunity to get free visibility.

If you haven’t, create yourself an account with Google My Business and verify your practice. Users will now be able to leave reviews about your service. According to a recent survey, 92% of consumers read reviews when looking for a local business.

It’s worth noting that having a good number of reviews on Google increases the chances that the search engine will recognise your business and include it at the top of the listings on Google Maps when someone searches for “chiropractor”.

To manage your reputation and ensure you’re attracting patients rather than pushing them away, we would suggest these tips:

• Asking your customers to write reviews

• Offer discounts or incentives

• Respond to negative reviews to show users that you care about your patients and

their experiences.

4. Improve your website’s on-page SEO (Search Engine OptimiSation)

How many times do we find ourselves entering “best fish and chip shop” or “hairdresser near me” into Google, hoping to be connected with the latest and greatest in our neighbourhood?

Most of the time we click through to the first options that Google offers up. So, what happens if your practice isn’t being displayed on the first few pages of a Google search?

How does SEO work?

To understand the importance of a good performance of SEO and how you can attract more new patients, you first need to know how search engines operate.

Search engines like Google use a method where bots scan the web looking for new content or updating content on old pages. They identify the data, capture that content, and then register the links found in their database. 

The page is then indexed in the search engine and can be located by any user. Using keywords (like we mentioned “best fish and chip shop”) the search engine presents a page using suggested results.

How can I improve my on-page SEO?

 “So how do I apply this to my practice?” you ask. Good question. By having great on-page SEO.

Without going into crazy detail, this can be done by making sure your content, titles and images are all relevant and interacting seamlessly.

At the very least, your page titles should be applicable, attractive and eye-catching, your overview should provide a clear and interesting explanation of the service you offer, and your website URL should ideally have a keyword in it (i.e., chiropractor!).

Meta descriptions and headers also boost SEO and there’s no substitute for good content. Trustworthy, up to date, high-quality content will do wonders for improving your ranking.

5. Attract ‘new old’ patients

There are many reasons why a client may become inactive. Perhaps they had a poor experience, or their circumstances changed. Either way, these patients may be open to the possibility of returning to your practice.

Studies show that it’s three times more likely you can reactivate an old client than sign up for a new one. And research has shown that a whopping 50-60% of inactive patients can be reactivated through simple strategies such as a letter, an email, or a phone call, focusing on them and their wellbeing.

Ask them questions about how they are, if they have any feedback, and most importantly, why they stopped coming. You could even offer a complimentary appointment to remind them why they enjoyed coming to you in the first place – after all, it’s getting them through the door!