New Patient Activation System
I came across a patient communications company recently called Elexity. I had lunch with their CEO Tony McManus where he shared some interesting insights. One of the areas that they specialize in is reactivating your dormant patients.
Here's the information he gave me about the service they offer:
"You are busy and your staff is busy. The question, are you too busy to look after your patients? Keep in mind that it is much cheaper to reactivate an existing patient than acquire a new patient.
Ask yourself: when was the last time that you ran a report on your management software and preformed an analysis of the number of patient names in your software versus the number of active patients that you see regularly? Dental offices spend time and resources trying to get new patients, which is an expensive process. But if, like many of your peers, you only see 30% of the patients in your software then you do not need to spend tens of thousands of dollars trying to get new patients (some of the new patients may even already be in your computer software, but you are not aware of this!). You need to spend more time on the patients you already have, but do not see.
These figures suggest 100% of your revenues come from 30% of the patients in your software. If you can increase the percentage to 45% of the patients in your patient database you are growing your business by 50%.
My advice: take 15 minutes to thoroughly examine your patient reports. Whatever management software you use will provide you with a report in seconds. Be prepared for figures that may bring on cardiac arrest! What has happened to the thousands of patients that have not been in your office for over a year? These patients are gold. Do yourself a favor and make a concerted effort to reconnect with these patients:
Step 1: Identify your dormant patients systematically.
Step 2: Reach out and tell your patients via telephone, letter or e-mail that you have missed them and then offer incentives to get them back in your office (a free check-up, x-ray, etc.).
These steps of identification and contact will help grow your business much more cost-effectively than trying to find new patients. You already have a relationship with patients who have not come in recently, so remind them about what you can do for them."
For more information on how Elexity can help, call them at (888) 771-6074 or 323-650-9479. Or go to their website.
Here's the information he gave me about the service they offer:
"You are busy and your staff is busy. The question, are you too busy to look after your patients? Keep in mind that it is much cheaper to reactivate an existing patient than acquire a new patient.
Ask yourself: when was the last time that you ran a report on your management software and preformed an analysis of the number of patient names in your software versus the number of active patients that you see regularly? Dental offices spend time and resources trying to get new patients, which is an expensive process. But if, like many of your peers, you only see 30% of the patients in your software then you do not need to spend tens of thousands of dollars trying to get new patients (some of the new patients may even already be in your computer software, but you are not aware of this!). You need to spend more time on the patients you already have, but do not see.
These figures suggest 100% of your revenues come from 30% of the patients in your software. If you can increase the percentage to 45% of the patients in your patient database you are growing your business by 50%.
My advice: take 15 minutes to thoroughly examine your patient reports. Whatever management software you use will provide you with a report in seconds. Be prepared for figures that may bring on cardiac arrest! What has happened to the thousands of patients that have not been in your office for over a year? These patients are gold. Do yourself a favor and make a concerted effort to reconnect with these patients:
Step 1: Identify your dormant patients systematically.
Step 2: Reach out and tell your patients via telephone, letter or e-mail that you have missed them and then offer incentives to get them back in your office (a free check-up, x-ray, etc.).
These steps of identification and contact will help grow your business much more cost-effectively than trying to find new patients. You already have a relationship with patients who have not come in recently, so remind them about what you can do for them."
For more information on how Elexity can help, call them at (888) 771-6074 or 323-650-9479. Or go to their website.
posted by Dr. Lorne Lavine @ 3:42:00 PM
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