The Ultimate Patient

 Not all patients are created equal. Of your current patients some of them spend more and some of them spend less on your services. Some add stress to your life and others make things easy. Some patients question you while others take your words as gospel. But when talking about the ultimate patient we’re not talking about spending, stress or faith. We’re talking about people who are so loyal and enthusiastic about what you do that they not only return to your practice time after time but consistently refer other patients to you. These “Ultimate Patients” have a lifetime patient value that is hard to measure. Clearly they are more valuable than just the revenue that they generate with the services they personally receive. These people fuel the organic and viral growth of your business which is more valuable than any ad or mailer.

The question then becomes, “How do I get more of these Ultimate Patients?”

The first question should be however, how many of these patients do you currently have? If the answer is “I don’t know” or “zero” then it’s time to start asking some questions. One question in particular. 

The Ultimate Question.

The question is a simple one.

“On a scale of 1 to 10 how likely are you to recommend my practice to a colleague or friend?”

That’s it.

If you’re not collecting feedback from your customers then you’re missing out on some of the most valuable information you can obtain but if you’re not asking this question then you are missing out on the single most important piece of information available to you, for free. How likely are you to recommend our services to a colleague or friend?  Get more information at  http://www.diamondheadstrategies.com/#!chiropractic http://www.diamondheadstrategies.com/#!__dc

Sales Logic

What makes us want to buy something?
Logically thinking it is the basic thought that your life will be better with a product or service than without it.
What this means is that the Return on Your Investment = Value. Your "return" is the product or service you purchased and the "value" is the quality that product or service brings to your life. So obviously you want to make a good investment when you purchase a product or service.

As a seller of goods or services, you probably ask yourself, "Why would someone not buy my product or service?" To put it simply, it all boils down to one simple point: The perceived Risk is greater than the perceived Value. The Risk in 90% of all purchases is the amount of money the customer would invest. When presenting your product or service, the Value must be greater than the Risk for the transaction to take place.

Two Easy Ways To Overcome Risk vs Value
1. Differentiate yourself. The more unique or customized your product or service is, the higher the perceived value.
2. Create a need. Demonstrate what would happen if the customer chooses NOT to purchase your product or service. For example, your customer's situation could worsen or cost them even more money down the road. This technique is used often for health care products,  home maintenance services, and insurance plans.

At the end of the day we all have something to sell. And when you take "Risk" out of the equation, it make the decision to buy that much easier.