Dr. Vince | Expanding Your Products & Services

What's up, Instagram? What's up, Facebook? Today we're gonna talk about strategy 9. We're doing the 12 Ways to Bulletproof Our Practice in 2019. Today is day 9 of the 12 ways, and we're gonna cover expanding your products and services. You know, as chiropractors, we, you know, we have a wide scope of practice. We can do a lot of stuff to help people get out of pain and have a healthier life, but sometimes we don't really take advantage of all those things. And especially if you have a lot of traffic in your office. You have a lot of really cool opportunities. Let's quickly review what we went over in the past 8 sessions. Okay, so day 1, we talked about your target goal and then the stats we need to track to get there. Day 2, we talked about your unifying message or your USP, your unique selling proposition. What differentiates you from every other chiropractor in town or on the planet? So, we don't want to be A JAC, just another chiropractor. We want to be different. We want to, you know, set ourselves apart, right? Next, day 3, we talked about assessing the marketing campaigns that we did in 2018 and identifying what worked and what didn't work, right? And then in day 4, we created a marketing calendar. And so, by the way, you can get the entire training at chiropracticconsulting.co where we go 1 through 12. It's about a 30-minute training. It's It's awesome, and so highly recommend you check that out. Chiropractic consulting dot co. Ha ha! That's funny. So day five, we talked about installing new marketing campaigns. So first, we took everything that worked in 2018, and then we put it up on the calendar for our 2019 calendar. And then we look at and we say, "Hey, does it look like all the marketing campaigns that we have up there will help us reach our goals?" And if so, great. But it's most likely. Not going to get us there. So we talked about, okay, what do we need to add to the calendar, whatever it may be, we went through a bunch of different options. But what do we want to add there and then do that and then really focus on quarter 1, right, first 90 days so that we can, you know, you know, that's what we want to focus on right now because it's right in front of us. And then day 6, we talked about pricing structure, you know, inflation every, every year it goes up about 3%. And most Doctors just kind of forget to raise their prices. And so what we want to do is take a look at when was the last time you raised your prices, whether it's your adjustment or your massage or rehab or whatever it is. Take a look at all your prices, your pricing structure, your fees, all that type of stuff. And do you— if it's been 3 years, give yourself a raise. If your adjustment fee is $50, go up to $55. If your massage is $100, go up to $110 and just go across the board and that will have an immediate impact on your bottom line. I recommend that you do that sooner rather than later. I mean, it's January 2019, so I recommend you do that now. By the way, for the full training of this, check out chiropracticconsulting.co and we go through 1 through 12. It's a great 30-minute training and it's at chiropracticconsulting.co. Very cool. Next, we talked about creating a downloadable report. This is where we're gonna create a PDF, 4 to 6 pages, something like that, where we talk about, you know, hey, how our practice is different and really identifying a condition. Like say you treat knee pain and it could be how to fix your knee pain without harmful drugs or surgery, something like that. And then you talk about knee pain and all the different types and causes. And then you talk about what are typical treatments and then you talk about how you do it and why. Why you're so great and the protocols and all that type of stuff. And then you put that on all your social media platforms and your websites, all that type of stuff, so that people that aren't quite ready to make an appointment now, they can download that and then, you know, read it and develop some rapport and trust with you. And then they will, you know, at some point down the future, they'll have your information to call when they're ready. And then day 8, we talked about building your email list and really making this an asset Really putting a focus on building your email list and creating engagement with your email list. In other words, you're going to create a schedule of communication, whether it's weekly or biweekly or whatever it is, but make it regular, deliver value, and then always provide an ability to either schedule an appointment on that email or make a referral. So today— So that's 1 through 8. Today we're talking about number 9. How do we add additional products or services that make sense within our scope of practice? Because, you know, as chiropractors, we have a wide scope, right? We can do quite a few things, we can sell quite a few things. We don't want to go outside of our scope of practice in terms of, you know, what would make sense. I mean, you can probably sell tons of stuff in your clinic, but it would be kind of silly if you sold, you know, Scentsies, you know, like the air fresheners. I mean, goodness gracious. Right. But whether it's supplements, whether it's pillows, whether it's home rehab equipment, cervical curve tools, all those things help patients improve their quality of life, right? So especially supplements, that's one of the things a lot of doctors don't get right because they're selling it one by one. And what I would highly recommend is if you do any supplements at all, knock out a couple protocols, right? Yeah. In other words, for women, do a hair, skin, and nails protocol. 98% of women want better-looking hair, stronger nails, and of course, better-looking skin. Frankly, we all do, but the point being is this is really appealing to women. What happens is a lot of times they'll buy biotin, and that's supposed to do all 3 of those. Usually, I would say in most cases, you need a more comprehensive and robust protocol, 3 to 4 supplements that's going to really give the body what it needs to improve the hair, skin, and nails. So, and that way you're selling a protocol, so it's more comprehensive and it's more likely to have a good clinical outcome. It's also more revenue for your practice, right? So that's what I recommend on supplements. Pillows. Identify a great pillow. I always got asked about pillows in practice. What you wanna do, whether it's pillows, supplements, rehab equipment, whatever it is, all this stuff, patients, they don't wanna go to Target or go to Amazon and search through all these reviews and what's good and what's bad. They're already working with you. They already are trusting you with their health. You're getting adjusted, they're getting massages, all that type of stuff. If you say, oh, I would definitely— this pillow is awesome, they don't care if it's $50 or $75. I mean, if they know, like, and trust you, they're going to buy that pillow, right? Or they're going to get that supplement, or they're going to whatever it is. So, but you want to have a really nice display, you know, and if you, if you want ideas for a display, go to Starbucks and look at their display. I mean, they spend millions of dollars just, just in, in presentation, you know. So Go look at what they do, you know, and, you know, I recommend get something large and wooden that has like, you know, rectangular, you know, presentation squares or whatever, and you just start putting stuff up. Have nice little tags, nice little, you know, identification, little nameplates or whatever that describes what it is, and you put it right next to the front desk so that when patients come in, they see stuff, and then when they go out, they see stuff. And then the last piece of this is you gotta train up your staff so that they can ask any— they can answer any question about any of the products you have. 'Cause you don't want them to send the patients back to you to ask questions. You know, you're busy treating. They need to be able to answer all the questions that a patient would have about those products and services. And then lastly, I would just make some goals. Hey, this is what we've, you know, Sold in the past. This is what we made from that. And we're gonna add these products. And then this is what we'd like to hit in terms of revenue. So you just have some goals, some targets to hit. And that's it. That's exploring products and services that you can add to your practice. You don't wanna be just a one-man band in terms of like, you're only getting revenue from your adjustment or maybe your adjustment and like rehab. I mean, you have a lot of opportunity as a doctor. So go ahead and take a look at those, explore the opportunities. There's tons out there. If you want more information, check out chiropracticconsulting.co. Full training is there, 12 Ways to Bulletproof Your Practice in 2019. Thanks so much for joining me today, and I wish you all the best. I'm Dr. Vince, and we'll see you tomorrow for day 10, where we talk about creating a VIP patient maintenance system. All right, take care. See you soon. Bye.