In this episode of Profit Niche TV, Dr. Vince Leone explains why spinal decompression should be a core offering for chiropractic practices and then outlines three concrete, low‑cost tactics to grow the number of decompression patients. The first tactic is to mine the existing patient database by sending inexpensive postcards, running a three‑email series, and making personal phone calls to patients who haven’t visited in two or more years, always offering a free consultation. The second tactic targets past leads and patients who previously evaluated for decompression but did not start care; Dr. Vince recommends a simple “are you still interested?” email and a free three‑visit trial to re‑engage them. The third tactic uses paid advertising through local newspaper inserts (advertorial style) that educate readers about disc problems and promote the practice’s decompression service, with cost‑per‑insert and expected call‑to‑appointment conversion metrics provided. Throughout, Dr. Vince emphasizes the “output equals input” principle, provides concrete cost estimates (e.g., $0.50 per postcard, $1,000 for 10,000 inserts yielding 8–10 new patients), and encourages chiropractors to adopt these repeatable, measurable strategies.
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Hey everyone, Dr. Vince here, and welcome back to another episode of Profit Niche TV, where we talk about methods and tactics and strategies to increase your niche practice, regardless of what niche you're in, whether it's decompression neuropathy, weight loss, thyroid, functional medicine, etc., etc. So welcome back, happy that you're here. If you haven't subscribed yet, go ahead and do so, so that you can get notified right away when new episodes come up. Today we're talking about 3 ways to increase your decompression new patients. And I love decompression. If you've followed me at all, you know why. I just think it can and should be an essential part of a chiropractic practice because you're going to get these disc patients. We can't always help them with chiropractic, right? If the disc is 86% water, if it's less than optimal, we can take the pressure off the disc, but we can't get the disc back in. Right. with chiropractic, so we need that decompression. So, but let's go ahead and dive in here. 3 ways to increase your decompression patients in your office. And the first one is to go after your existing patient base. And you can do this one of several ways. One, you can mail a postcard to them, like just quick and dirty, cheap and easy. You know, talk to a local postcard company, say, hey, this is what I want to do. They'll knock out, you know, graphics and all that type of stuff. And you could do very simple, did you know, right, that we offer spinal decompression and it helps with bulging discs, herniated discs, degenerative discs, stenosis, sciatica, you know, low back pain, you know, all that type of stuff. You know, you just list the symptoms, call for your free consultation. And I always recommend a free consultation, right? So you, you know, that way you sit in front of you for 10 minutes. If it sounds like a disc and it walks like a disc and it quacks like a disc, Seriously? Yes, cracks like a desk. If it does, then you say, hey, you know, we're gonna need to do a complete examination. And then you can either do a new patient special if you are all cash, or if you take insurance, then use their insurance for the exam and x-rays. So, that's the first thing, just send out postcards. I mean, if you have, you know, 1,000 patients in the last couple years that have been in your office, that's gonna cost you like $500, right? It's usually 50 cents a postcard. So, that's the first one. Send out a postcard. Second one is do an email blast. If you're keeping an email list, then, you know, do a series of 3 emails about, you know, signs and symptoms of, you know, bulging or herniated disc. Talk about on the next video or email you could do, you know, typical causes, and then you could do what our solution is, right? You can talk about decompression and then offer the free consultation. So email blast. And then finally, if you're really diligent, I would just start calling patients. I mean, It's all output equals input. That is, you know, that is from time immemorial in any, frankly, anything, right? But in business especially, the more output, the more people that know about your practice, the bigger your practice will be, right? Jim Parker said that in the '70s. So output equals input. And if you have some extra time at the end of the day, have your assistant give you a list of all the patients that haven't been in, in, you know, greater than 2 years, right? Male patients, and I would go up to 2 years. But then if you're going to call patients, I'd go 2 years and beyond, right? Patients that haven't been in 5 years. Say, give me all these patients. Give me just names and numbers, right? And just start calling. And all you're going to do is, hey, this is Dr. Leone. I was just calling to check on you. I haven't seen you for years. Just want to see how you're doing. Great. Awesome. Hey, I wanted to let you know that, you know, we offer spinal decompression now. This is for bulging herniated discs. And if you, you know, you or anyone you know, please let me know. We'll get you in for a free consultation. Just having a conversation, just reaching out. Output equals input. Okay, so that's number one: mining your database. Number two: past leads. So if you're doing decompression and you've done it for several, you know, you know, a year or three years or six months, you and you've done any digital marketing, you have a ton of leads in your database, right? Because you know you're and obviously. The vast majority did not come into your office, but you just never know where they're at, right? So they may have, they may have been total flakes and not ever, uh, didn't, never meant to come in, but a lot of them do have a back condition, didn't, you know, get help for it. And, but it just wasn't the right time. So you just send a super simple email, use any type of CRM, AWeber, ActiveCampaign, et cetera. And you're just going to say in the subject line, are you still interested? Okay, and then in the body, you're gonna say, hey Joe, Dr. Vince here. Are you still interested in getting help for your back pain? If so, just call our office for a free consultation. That's it, right? Are you interested? Businesses all over in every different industry use this because just because the patients did not quote unquote buy in the initial cycle doesn't mean they don't have the problem still, right? So we want to reach out to them. So that's number 2. Or sorry, for your past leads. Number 1, email them, are you still interested? 2, for your past patients that came in but did not sign up. So in other words, they came in, they did the evaluation, they did the ROF, but they did not move forward with care, right? So most doctors are converting, you know, maybe around 30, 40%. And so that means if you had You know, 100 patients that came through your program in the last 2 years, then that's about 70 people that did not move forward with care. And so if they didn't do surgery and they didn't find a solution, what you do is just reach out to them and say, hey, Joe, we know that you didn't move forward with your care that the doctor recommended the first time around, but what we'd like to offer is a 3-visit trial. That's you come in, start on a Monday, do Monday, Wednesday, Friday, and you meet with the doctor on Friday and you talk about your results. And it's free, right? You know, you have free visits, but at the end, now they had a chance to experience it, right? So that's a real good way to kind of, you know, try to recapture some of those patients because they've been in your office, they probably had a really good experience, but maybe they didn't have the money, maybe they didn't have the time, maybe they didn't have the support of the spouse, who knows? But the point being is it's kind of taking a second bite at the apple. Okay, so that's number 2, reaching out to your past leads. Number 3, paid advertising with newspaper inserts. So the newspaper still offers, I mean, even though they're getting thinner and thinner, they still have subscriber bases of, you know, 100,000 or 150,000. So what you want to do is, um, I really like inserts versus ads. I don't really, because ads, they typically will lock you into a contract. Um, they're typically more expensive, but inserts, right? The freestanding 8 by 11 inserts, I like to run advertorials. So it looks like an article of the paper and we're going to educate them. Okay. I always talk about educating Education first advertising. He who educates the most patients wins. So that you use an advertorial format and then it's all about disc, you know, how to heal, you know, your bulging, herniated, or degenerative disc without drugs or surgery. That's a great headline. So, and you gotta be kind of careful with the advertise. I don't know if you can say heal these days, but how to help. That's an easy, that's a safe one. How to help your bulging, herniated, or degenerative disc... without drugs or surgery. And then you just go in. And it's the old Killer Ads format, right? I mean, I remember buying Killer Ads years ago, back in like 2008. But that format still works. It's very kind of still folksy and whatnot, but it still works. People are people. They're not going to change. And then you just drive them in. And typically what I see, and you know, when I advertise in newspapers with clients, is For every 10,000 inserts, which typically is about $1,000, we'll get 10 to 14 calls. And these, they're good quality, right? So if you get 10 calls, you'll get 8 people that show up. And so, you know, you get a couple people that bail, but, you know, you'll get 8 people that show up. And really, you should be converting at 50% if you're doing things correctly. And so if your care plan's $4,000 or $5,000, you know, you spend $1,000, then you made $16,000 to $20,000 in return for one month, right? So that's number 3, do an insert in your local paper. I'm Dr. Vince. This is Profit Niche TV. That was the 3 ways to increase your decompression patients. I hope this was helpful for you. Make sure to subscribe and we'll see you next week. Take care. Thank you.
