Shark Tank Advice For PT Clinic Owners

by · 9th June 2015

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Anyway…

So I was talking to a PT owner from Philadelphia this weekend just gone…

…We met in a Starbucks in Times Square, (NYC) and one of the things we spoke about was the value in his past patient list.

To be more precise, the “size” of it!…

(5000+).

Now he calls it his past patient list… I call it an “asset”!

And that got me thinking about a conference I was at recently (in San Diego) where “Damon John” (From Shark Tank) spoke about the importance of having a list of people you can keep selling too.

As if the LIST, is more important than WHAT ever it is you’re selling.

See, without that list of re-peat buyers, essentially a business is worth very little – and always vulnerable when a change in economic conditions or circumstances happens – i.e, you’re most reliable doctor having his office bought out by a big hospital system and that steady stream of referrals now going else where!

More:

The single most likely reason those hospital systems are buying out doctor clinics is likely to be for the names and addresses of the people who go there…

So that they can offer them other health care services AND keep the PT referrals “in-house”.

And so if you ever want to consider your PT clinic and asset worth “selling”…

OR,

You just fancy the idea of month on month increases in profit until you do…

…then one of the things you need is a responsive past patient list.

An “active list” of people happy to buy OTHER products and service from you…

(And not just PT — that’s way too hard to keep “selling”… boring, almost… and in the end, people get tired of seeing the same offer and if all you’re ever offering is another “Free Eval” or “Free Screen”… that’s when people begin to stop reading your postcards or opening your emails and responding to offers).

Here’s the thing:

As any new referral arrives…

…one of the first things I think about is how and what can I re-sell to this patient – for the REMAINDER of his or her life.

See, the very fact that someone has scheduled an appointment at my clinic and is prepared to pay my fees or meet deductibles – proving to me that they value their health more than the money required to maintain it – tells me that this person is serious about protecting their health…

And if I present that same person with one or two other ways to protect their health… (Massage, Pilates, Custom Foot Orthotics, Orthopaedic pillows etc etc etc)… then there’s a very good chance that they’ll buy.

The point?…

I see many PT’s obsessing over getting more referrals – which is good – but don’t neglect the “gold mine” you’re already sitting on.

Spend some time figuring out WHAT to sell to your past patients that is likely to add value to their health — that they’re already buying from someone else – then figure out HOW to do it (using email, postcards, newsletters and social media) so that it boosts your own profits.

Anyhow…

If you want some help creating a strategy to do this, click here:

Investigate Your Opportunity To Increase Your Clinic Net Worth!

Talk soon,

Paul Gough.

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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