Acquiring New Patients – Even When You’re Stood In The Line For A Ride At Disney Land

by · 1st November 2016

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The Impact Tour has made it’s way to the East Coast.

As I write this to you I’m in a gorgeous little town in Orlando called “Celebration” – sipping on an early morning coffee at Starbucks watching the sun come up over the lake.

(Headed to “Tampa Bay” next – coming to meet me?)

On the flight over here yesterday I had chance to reflect on a few things from the West Coast Tour…

One of the main things that stood out for me was a conversation that I had with “Andrew Vertson” (top PT owner at Intecore PT in Orange Count)…

Here’s the story:

We took our kids to Disney LAND (Anaheim) on Friday just gone…

…and while we were there, he showed me an email from a “prospective patient”…

Now this patient had opted in (online) from a newspaper ad that I had recently wrote for Andrew…

The ad was ALL about how he could help people with low back pain – avoid back surgery – and live a life without pills.

(Simple stuff that we PTs are really good at).

Anyhow…

The lady (in her 50s), had requested the Free Report that Andrew was offering in his newspaper ad…

She had read “6” emails in his follow up sequence…

And replied to the “7th” while he was in-line for “It’s a small world”…

Her response?

Well, basically, Andrew got chapter and Verse about how fearful she was about having to “go down the surgery route” if she doesn’t do something soon.

Her one question in the lengthy email, was this:

“Can you help me avoid surgery”.

His reply?

“Yes… we help people avoid surgery all the time”.

Her response?

“Can I have an appointment please”…

(Not a single mention of the word “PT” or “pain”.)

The lesson to be learned in this??:

Having a real marketing system allows you to acquire new patients – even when you’re at Disney Land with your kids.

And, if you are moving into a world of trying to acquire new patients from direct access, via direct marketing, it can NEVER be about PT.

It has to be about them – and there internal problems and fears.

Once they start the relationship by wanting some help for an internal problem – such as avoiding surgery – never stop talking about it until the problem is fixed…

It’ll be PT that’ll fix it but that’s what they need to know at the beginning…

Take your car to the garage today – they won’t tell you what machines they’re using to fix your brakes and nor do you care…

All you want to know is that your car stops 3 feet from the one in front as it breaks sharply.

(Your patients are no different).

Anyhow…

I gotta’ dash…

Came out without my suncream and I think this “half-Irish” skin of mine might need to get out of the hot Florida sun, before it turns red.

Sincerely,

Paul Gough

P.S Did you see my Wedding Video from Las Vegas???

Click here to watch it – and subscribe to my channel when you are there…
it’s where all of my best videos get released first…

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About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.
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