August 5th, 2010 Drew Stevens
My family and I were having issues with our television service and called our provider for assistance. After being placed on hold and conducting numerous tests a technician was dispatched to our home 12 hours later. Considering, this is not bad,
The following morning a technician arrives and conducts a battery of tests to determine the source of the issue. We speak for a few moments and without hesitation he returns to his truck and begins to replace every cable box we have. No questions, no further tests, nothing. More importantly, there was more interest in moving from my home to the next and just getting through the day. The technician illustrated little passion, little interest and little customer connection. This was simply a job.
Service providers have an obligation to perform higher than those with products. With a myriad of competitors the only line of differentiation is customer service. Customers are the purpose of business not an interruption. Remain attentive to customer retention or risk facing a power outage.
2010. Drew J. Stevens PhD. All rights reserved.
Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.
Posted in Customer Relationship Management, Drew Stevens PhD, Sales Training, customer loyalty, customer relationships, customer retention, customer service, entrepreneur, legal marketing, marketing, marketing techniques, practice management, practice management for chiropractors, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
August 3rd, 2010 Drew Stevens
During a recent webinar I was asked the facts about the legal profession and why many subsist in small offices with few clients. With over 1.14 million lawyers, thousands of law firms specializing in an array of practice areas, numerous solo practice attorneys and schools that do not instruct business skills, there are many reasons lawyers suffer financially.
However the single largest reason why some attorneys have more clients than others is that they realize they are in the marketing business. You heard me correctly; being an attorney requires more time marketing than actually practicing law. It is vital that attorneys network frequently and become introduced to a myriad of third parties to help increase the largess of their address book.
There are other items worthy of mention but let us stick to some facts:
- Attorneys gain business from referrals, not the yellow pages.
- Customers to customer influences are imperative so have a good website as informed prospects seek to obtain business on your practice.
- There are no rich lawyers making money cold calling- avoid it.
- Beware of fools selling you tools for social media- become anti social. Business is gained from those that trust you not how many connections you have.
- Seek to understand your target market demographics- create communities where they are located.
- Look at return on investment before spending marketing dollars are trends. Trends have a time frame.
- There is a cacophony of marketing noise- use integrated marketing components to be heard over the din.
Those that take these themes and messages into consideration thrive, those that refrain survive. Which reduces labor and creates more revenue? If I were you I would stick to the facts.
©2010. Drew J. Stevens Ph.D. All rights reserved.
Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on marketing, practice management and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. Dr. Drew is a thought leader in the area of practice management and is a frequent guest of ExecSense Webinars. He conducts over 40 workshops and seminars and is frequently requested by the media. For more information call him today at 877-391-6821.
Posted in Drew Stevens PhD, Sales Training, legal marketing, marketing, marketing techniques, practice management, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | 1 Comment »
February 2nd, 2010 admin
In the last several years the proliferation of social networking has increased ten fold. Millions of individuals are flocking to social networking sites to connect with friends, Romans and countryman. Herein lies the rub. While social networking provides an array of opportunities to connect with alliances and friends of yesteryear it is not the best business development tool.
Sales and Marketing are resources required by physicians to help manifest brand and increase visibility. In many instances physicians attend years of education for the clinical side of the business but develop little business acumen. Doctors similar to any other business are entrepreneurs and they require business development techniques that increase patient volume.
Believe me if Uncle Ernie were ill the last idea patients have is using Google or Facebook to find a physician. Patients that need physicians will reach for referrals and testimonials before they get behind a keyboard. The Internet is useful in obtaining background information however; physicians are better served using resources that build brand.
The increase in social networking for physicians is folly for those that know no better. These “Get Rich” schemes need to be ignored. If the result is a desire for more patients then it is necessary to use foundational techniques that increase patients for your practice. Forcing connections and waiting for replies is not a method for building a sound and lasting practice. Here are just three of over 25.
- Writing Articles. There are more newspapers in circulation today then ever before. There is a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material. Articles need not be more than 500 to 1000 words. You are the expert in your field where cardiology, endocrinology, oncology etc. Others will be attracted to you when they are able to hear your views on healthcare and preventative maintenance, especially with high healthcare costs.
- Referrals – So often overlooked, over 94% of doctors surveyed say they know they need to ask for referrals and do not. Referrals are required for business development. Referrals are the original social network. Buzz marketing is so helpful in developing brand recognition. More importantly in today’s competitive marketplace the tactic is not to ask only for one referral but as many as five. Return to your strongest patients often and ask them once every 30 days for up to five colleagues, friends and peers that would appreciate the value you provide.
- Testimonials – Current market research shows that patients do not want to hear from doctors but rather doctor’s patients. Prospective patients devour learning form those that have received value similar to what they seek.
If you truly desire to increase patient volume then ignore the folly of those that seek your money. Invest in things that gain you business and help you focus on your most imperative asset- patients. Clearly, marketing and customer service are the pillars that support your strategy toward building a dense customer base; not attempting to find clients by Tweeting. Focus on those outbound items that create results.
Looking for techniques to build your practice, email me and I will send you a FREE chapter of my latest book Ultimate Business Bible – 10 Strategies for the Ultimate Practice.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens PhD is one of the worlds leading experts in practice management and business development. Drew works with physicians to dramatically accelerate patient volume. Dr. Drew is the author of the best seller Split Second Selling and the soon to be released Ultimate Business Bible – 10 Strategies for the Ultimate Practice. He has extensive experience in assisting both entrepreneurs and physicians to experience higher efficiency and effectiveness. Dr. Drew’s expertise has been featured in The Chicago Tribune, Entrepreneur Magazine, and the New York Times. Drew travels around the globe providing over 50 workshops, and keynotes annually. To discover how he can assist your practice call him at 877-391-6821.
Posted in practice management | 1 Comment »
November 19th, 2009 admin
It is the age of information and knowledge, but it is ironic how lazy many have become. Each day I am amazed over the emails, newsgroups and other electronic media requesting innovative methods to sell. Folks if you or others like you are not making your numbers and seek answers to your selling woes look within! If you seek The Secret, here it is… there isn’t any. There are four issues prevalent in today’s society:
- Selling is a relationship business. And, your relationships should be with buyers not gatekeepers. I suggest a quick review of your address book and CRM system. As they say in the database world; garbage in, garbage out. Further look around you and determine whom you speak with and whom you network. Filter your network to only include those that can make a purchase decision.
- Selling requires a process. If you have never been taught how to sell and your organization does not provide training- invest! There is nothing more sickening then the person that wanders in the woods without breadcrumbs. The process of selling is similar to a GPS system; it guides you toward your markets, your buyers and your eventual contracts. Research shows that failure to have a solid process negatively impacts your closure rates. I am amazed and those that desire results but refuse to invest in expertise. Do you join a gym yet never exercise?
- If you build it they will not come. I tire of stupid organizations that believe their product and service sells itself. Recently a young man approached me about coaching and he requested reimbursement from his structural engineering company. The President stated, there is no need to invest in training since engineers do not need to know how to sell. This pomposity ruins organizations and profits because they will not or ever will invest in their greatest asset- sales. If you work for such an organization or your present manager shares such beliefs- leave. Trust me the business will not be around long.
- So many even those reading this post feel victimized by customers, competition, the recession, etc. These are excuses not solutions. Stop hiding behind rocks, rugs and rooms and begin to invest in things that help you become innovative. While there is much uncertainty during a recession, there are assurances. 1) Growth and innovation spark during recessionary times. 2) Those that move are not captivated by fear. 3) Those that go against the tide thrive. Start learning, growing and educating not getting stuck in the malaise of Internet promises. Create your own original opportunities. By gosh do something!
There are 12 techniques you can use daily to assist you sales efforts. If you seek a quick 12 step tip sheet for selling efficiency email me today. And ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic”.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
Posted in Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, account management, asking questions, business development, closing techniques, cold calling, communication, customer loyalty, customer relationships, customer retention, exceeding customer expectations, lead generation, leadership development, pipeline management, practice management, price objections, prospecting, sales and marketing, sales as a career, sales coaching, sales effectiveness, sales help, sales management, sales trends, selling skills, selling techniques, selling tips, selling to c-level, tip of the week | 1 Comment »
June 19th, 2009 Drew Stevens
(St. Louis, MO) Business expert, Dr. Drew Stevens provides cures for new chiropractors just starting a new practice. One of the most important concepts for entrepreneur business survival is having an articulate strategy that provides the vision and mission for organizational success. Tuesday June 23rd, Dr. Stevens will be visiting Logan College to give a seminar to upcoming chiropractors to present them with successful practice management strategies.
Dr. Drew will be speaking about the three strategic pillars for any successful chiropractor. According to Dr. Stevens, the most important of these pillars is customer service, because in an age when competitive differentiation is required; customer service is vital to organizational success.
“I am honored to be asked by Logan College to come and speak to their future generation. A point of expression is that chiropractors, like many other business owners need to be marketers.” Dr. Drew states, “My emphasis will be on the three pillars of success; sales, marketing and customer service.”
Stevens Consulting Group is an international consulting organization specializing in business growth. Dr. Stevens is a business growth and selling specialist having served over 60,000 professionals around the globe.
For more information on Stevens Consulting Group, visit www.stevensconsutinggroup.com or call Saisha Judd at 281-546-5094/877-391-6821.
Posted in Customer Relationship Management, Dr. Drew, Dr. Drew Stevens, Drew Stevens PhD, Sales Training, business development, customer relationships, customer retention, customer service, marketing, marketing techniques, practice management, practice management for chiropractors, sales and marketing, sales help, sales management, sales manager, sales process, sales prospect, sales resources, sales skills, sales strategy, sales techniques, sales tips, selling skills, selling techniques, selling tips | Comments Off
June 3rd, 2009 Drew Stevens
One of the most important concepts for entrepreneur business survival is having an articulate strategy that provides the vision and mission for organizational success. For many firms, strategy fails in implementation because it 1) reaches too far into the future or 2) is not understood by management and staff and 3) lacks accountability. Organizations will fail in the latter two areas when there is little incentive for following procedures and processes.
The core tactics directly support the major pillars of professional success for any and every organization including chiropractics. In fact, many chiropractic firms are lacking in two areas or more. The turbulent economy requires new methods of reaching patients and retaining those that sit on the fence. Chiropractic like any successful business requires the 3 Strategic Pillars: Sales, Marketing and Customer Service.
1. Customer Service. Peter Drucker once stated that every organization exists for one reason- the customer. Yet survey research proves that asking chiropractors why they are in business, over 87% state the reason as money. Untrue. This is absolutely the wrong way to think about a business. The business of chiropractics requires an inexplicable amount of foot-traffic dependent demographics and location. In an age when competitive differentiation is required; customer service is vital to organizational success.
Customer Service is not simply a notion or experiment; it must be the organizational culture. This begins with the front desk and the manner in which each patient is greeted. It extends to the treatment room and how Physician Assistants and other staff engage and interact with patients and finally it is the mannerism of the doctor. There is an ever present need to provide an experience that keeps patients returning and creates a buzz for the firm.
2. Marketing. Chiropractors are not in the back treatment business, they are in the marketing business. According to the American Marketing Association, marketing is the organizational function and set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. This denotes that chiropractors must conduct business activities that provide value, increase buzz, and engage prospective patients while finally converting them into frequent clients.
Recent research illustrates an interesting perspective; chiropractors not working the business. Ironically nothing happens without a client. However, rather than use integrated marketing concepts, doctors hang shingles, place ads and build buildings without return on investments. Today, patients are receiving more than 8000 marketing messages per day. This equates to a myriad of messages from competitors and non-holistic advocates that deter messages from your organization. To be successful, a business must create a series of integrated messages that produce brand appeal and client allure. Nameplates on buildings do not equate to client value.
3. Sales. Without something being sold nothing happens. If one wants business they must seek it. The practice of chiropractic requires a doctor and all the staff to be ready to make a sale. Simply put this requires a cultural mindset. Selling is simply moving the patient relationship forward so that there is trust and value. Patients conduct business with whom they know and trust. This is a competitive differentiator. All staff needs to engage patients and create trusting and rewarding relationships.
Chiropractors must be very active and educated entrepreneurs. The business requires strategies and techniques that move patients from the stands into the field of play. It is not about treating body issues and ailments but how effective the physician and staff is at getting out the message, creating a buzz and increasing foot traffic in the waiting room.
Copywrite 2009. Drew J. Stevens Ph.D. All Rights Reserved.
Patient Room Empty? Seeing better methods to expand business with less labor? You must gain free sales and marketing strategies from Dr. Drew. Visit http://DrewStevensConsulting.com/freestuff
Posted in Drew Stevens PhD, Sales Training, practice management, practice management for chiropractors, sales help, sales skills, sales strategy, sales techniques, selling skills, selling techniques, selling tips | Comments Off
RSS Feed
