Cures for Building a Physicians Practice

Today’s market requires differentiation. Year’s prior finding a good physician was easy. Approximately 20 years ago, the number of physicians was less than today. In addition, many physicians were General Practitioners, not requiring the specialization in present markets. With the proliferation of competition, diversified practices, and healthcare changes, profitability for physicians is difficult.

Thankfully, physicians can undertake several items for their practice. Each principle is holistic and requires little time and energy but changes can reap rewards. If there were a way to increase your profits with less labor, would you be interested?

1.    Customer Service. So much is written about the topic, but such empathy exists. Recently I visited a physician only to be greeted by the “Glass of Death”. You know what I speak of; there is a glass partition at the reception counter. Behind the smoked glass, you can view silhouettes of nurses complaining of the rude, unhealthy, or foul mouth prior patient. Why is it imperative to play a Springer rerun? To increase client experience and help with referrals it is imperative that physician ensure the following 1) all staff greet patients with a smile, 2) all rumor and office gossip remains in the break room not the reception room and 3) remove the barriers. Clients desire accessibility and empathy not a prison.
2.    Sales. If physicians think they are not in the sales business-, think again. Every time you are with a patient, you have an opportunity to reinforce your relationship and provide additional services. A recent chiropractor spends 10 minutes with each client enhancing his relationship and encourages his patients to take advantage of his new healing center. He offers nutrition advice, biofeedback, and massage therapy. His center has one thing in mind- the patient.
3.    Marketing. Physicians constantly rely on luck to fill their waiting rooms. If you desire more patients then you must do things to brand the name and let others know who you are. Write articles, provide seminars, produce personal brochures, write an Internet blog etc. If you want to create attraction, you need conduct activities that provide a return on time and investment.
4.    Referrals. For over 26 years, I have conducted research with thousands of medical practitioners and less than one percent ha a referral program. New patients are the fruit from your current patient tree. It is prudent to nourish and fertilize the tree to maintain your waiting room.
Medical practices are no different from other profitable ventures. Business requires sales, marketing, customer service and accountability. Business also requires a focus on the most imperative asset- the patient. A physician gains a profitable practice by integrating this principles into the practice for the purposes of having phones ring, schedules filled, waiting rooms busy and staff busy. Successful practitioners are working their business. Are you working yours or is it making you ill. Seek some cures today and gain new insight, new revenues and more discretionary time!

Copyright 2008. Drew J. Stevens Ph.D. All rights reserved.

This entry was posted on Monday, September 29th, 2008 at 2:02 pm and is filed under Drew Stevens PhD, Sales Management Training, Sales Training, marketing, sales and marketing, sales coaching, sales effectiveness, sales help, sales skills, sales techniques, sales trends, selling skills, selling tips, small business techniques. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.