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A regular question Massage Therapists ask, regardless of how many years they have been in practice is, "How do I get more new patients?" Numerous studies have shown that it costs five times as much to get a new patient than it does to reactivate a patient who is hiding out in your archive file. Statistics tell us that 18% of your archived patients will return for further massage care sometime in the future without any contact from your office. But what about the 82% who don’t return? Do patient recall letters and cards and emails help to stimulate those patients who were thinking about returning for care? Yes! But not in the number we would hope for. So what else can you do to tap into this huge resource base that exists in most massage offices? Recent surveys of Massage therapist in the USA have found the 40 – 60% of archived patients will return for further care if the therapist or doctor call them. Further, the statistics show that: - 1 in 103 people you call will give you a negative response
- 25% of patients are very excited that you, their doctor, personally called them
Why not do the following exercises over the next week and repeat it on a regular basis. You might be suprised with the results. Pull between 20 and 40 files of patients you want to see and call them. Divide the group into homemakers and business people. You call some during the day and the remainder at night when you have finished practice. You need to complete the 20 calls or 40 calls in one week. A suggested script would sound something like this, “Hi Bruce. This John the massage therapist. I’ve been reviewing your case records and I see it’s been 10 months since we have seen you. I’m touching base to see how you are getting along." Wait for the response then follow up with the appropriate action.
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