Over the last six years I have helped build one of the top marketing teams in the industry for our Medical Practices. As our industry has started to evolve, I have transitioned into a supervisory position where I am responsible for training each of the community educators in each market where we have a Clinic. Whenever I speak about this topic at industry events, like the Medical Marketing Conference I just hosted last week in California, I always get a variation of this question from Medical Practices that are expanding and looking to add a marketing team into their mix: “Do you have a…

One of the best things we ever did for our Medical Practice marketing program was purchase a mascot. Over the last four years he has not only gone viral socially through various marketing campaigns, but he has also become the very essence and symbol of what our brand stands for. Recently one of our readers wrote in and asked, “Do you use your mascot on all print materials, ads, etc..?” I thought that was a great question that merited a response for all of our readers. Why Get a Mascot? Before I can answer the first question, I need to explain the primary reason for having a…

One of the more challenging aspects of starting, or growing, an occupational medicine practice within an Medical Practice is finding ways to get leads for new accounts. Kathleen from Sarasota, Florida, wrote in recently and asked us if we would share ideas on how to obtain these accounts. I believe the first step is knowing where to look for leads. Strategy 1: Read the Newspaper One of the easiest places to start looking for leads is also the most antiquated in our digital society: Your Local Newspaper. One of the best tips I was ever given as a sales professional was to read your local…

This past week I was in Dallas, Texas at the Create Leads, Close Sales conference. I love attending conferences for three reasons. First, they often reaffirm that I'm doing the right thing, while giving me optics on how to improve things. Second, they give me new ideas to implement that perhaps I had not thought of (or I knew I should be doing, but I just hadn't yet implemented). Third, they allow me the opportunity to network and meet new people. The main instructor, Randy Tate, started the conference off with this quote by Mark Twain: "I live in a state of constant conversation, some of it…

Did you realize there are 5 main functions of an Medical Practice business, and successful businesses figure out how to grow the five areas sequentially over time. This is a concept I learned recently at a live event I attended, and it was interesting as I listened to other business owners share their thoughts on the concept. Function 1: Marketing … The first function of a business is marketing. It does no good to open the doors to your Medical Practice if you do not have patients walking through them. Marketing means finding people to talk to and narrowing down your target audience to ensure…

When was the last time you took a day to focus solely on learning and thinking about how to improve your business? For me, that answer is this past Friday. Prior to that, I don't remember when the last time was that I took an entire day to focus only on thinking about how to grow our business. It is amazing what you can come up with when you take the time to focus on how to run your business, instead of spending all your time focused on running your business. This past Friday for me started by completing a 5 hour marketing training course I had purchased a few weeks ago. As I went through the…

No matter what role I am playing, from time-to-time I find myself falling into the “Busy But Not Productive Trap”. I will start the day with an impressive to-do list and end the day with a million things done, unfortunately, most of them were not on my to-do list. This usually happens when I’ve had a major change in my life, and I’ve managed to stray from my normal, more productive, routine. This morning, while I was reading a Launch by Jeff Walker, I had an AHA! Moment. I thought I would share the words that inspired that moment with you today: “Your most scare…

There are multiple sales methods you can implement into your Medical Practice marketing plan to ensure you are seeing a steady stream of Medical Practice and occupational medicine patients. In the past we have examined the Medical Practice Sales Funnel. Today I want to examine an even simpler method to help you master Medical Practice sales and marketing – The ARC Method. The ARC method is a simple way to remember the three keys to a successful sales conversation. A: Ask When you meet someone, don’t just jump straight in and tell them about the services your Medical Practice…

With cold and flu season upon us, ensuring you have a good online reputation is important for driving patients to your practice when they need your Medical Practice services but don't yet know your business exists. Additionally, having positive online reviews is also an imperative part of your SEO strategy. Medical Practice Success is excited to announce that Bob Sommers will be hosting a free webinar on Tuesday to discuss this topic. Before moving to Maui, Hawaii with his family 18 years ago, Bob owned and operated what became the largest customer service training company in the country…

“You will be the same person in five years as you are today except for the people you meet and the books you read.” ~Charlie “Tremendous” Jones … The above is one of my favorite quotes of all time. I believe it is imperative that we continue reading, pushing ourselves to new limits, and exploring ideas with different people if we want to grow. I am often asked which books have lead to my success in marketing. The truth is, there are a lot of books that have made me who I am today, but I do have two favorites. The first is a book entitled Positioning: The Battle for…