Global Courant
We are all looking for ways to increase sales and get little to no overhead. That’s a given. But we don’t necessarily want to spend more money to do it. Often people start additional businesses (Chiropractor investing in a Subway franchise is a bad idea. Focus on healing and caring for your patients.) or switch to a new specialty because they weren’t making enough in the specialty they were in.
Even worse, buy some new equipment that is collecting dust after a few months while you are still paying for it. Here are some tips on how you can increase sales in your practice with little to no additional overhead in your practice.
Let’s look at some ways you can boost your sales without increasing your marketing costs.
- Package your products and services in bundles for your patients to purchase. When you package your products and services into bundles created to solve a problem, you make it easier for your patients to see the value of the package you offer. You can sell more than one product or service at a time.
- Use the Opportunity Apex as a positioning strategy for products and services. The opportunity top is a 3 to 7 level pyramid that positions your products and services at different price levels. Level 1 is free, Level 2 is $100 to $300, Level 4 is $301 to $500, Level 5 is 501 to $1000.00, Level 6 is $1000 to 1500, Level 7 is 1501 to 2500.00. Its kind of product positioning strategy allows you to follow an upsell and downsell path in your business. It also allows the patient to choose products and services at the level at which they would like to buy them.
- Upsells/Cross sells – Using upsells and cross-sells in your business can generate a higher amount. When someone buys one of your products, offer them a more expensive version of the same product or a related product. The more expensive version of the same product may include coaching or supplements. An example: someone buys an eBook about healthy eating from you. Before the final check-out, offer them the same eBook plus coaching for a higher price. Or offer them a related product, such as a cookbook with healthy recipes. Many times people will take up your upsell offer and you just increased your sales amount.
- Sell supplements – Dust off the supplements in the back room. Everyone wants a medical professional to advise on which supplements to buy. As part of your intake process, ask questions about the supplements they take and what brands they use. You can recommend supplements that are better for them with a higher rate of absorption. Try not to cry if they say they are taking Centrum or some other off the shelf supplement. You can package a supplement line with your products and services to add value to the service you provide. You want to sleep better. Here’s my Sleep Easy package. You have acid reflux here is my acid reflux pack. Include a supplement survey as part of your intake process with your patients. You can keep a small inventory of supplements in your practice and allow them to order refills online that will be shipped to their homes for free.
- Reward patients for referrals – Recruit your own sales team in the form of affiliates. Reward patients who refer business to you. You can give them a gift card to Starbucks, a gift card to whole foods, free adjustments or discounts on supplements. In addition to the excellent results you help your patients to refer new business to you and create patient loyalty, give patients an extra incentive.
- Maintaining contact with previous customers -Use email marketing and social media to stay in touch with your patients. People who know and trust you are more likely to buy from you. 65% of a purchase decision is based on the relationship you have with the patient.
- Offer a Warranty – People are much more likely to buy a product if they know they can get a refund if they are not satisfied with it. How will this increase sales? Most likely you will make much more sales than the few refunds you have to make. People want certainty before they buy. Don’t get caught up in the energy of worrying about returning money to people. If you worry about refunds, you attract the kind of people who will complain and want their money back. When you provide a valuable service and are focused on helping people, you rarely need to pay anyone back.
If you find that none of the strategies above are costing you little to no money, other than stocking up on supplements and incentives for patients. Earn more money so you can help more people!
7 ways to increase revenue for your chiropractic practice without increasing overheads
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