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How to Increase show rates from Outside Marketin

You put all this time, energy and money into a Screening or Health Care talk, you sign up all these "patients" and then they don't show! Obviously they are not "patients" until they sign up for care. There are very specific things we can do to exponentially increase our show rates.

Before we get in to that I just want to remind you that if you are doing these events it is critical to keep stats. The ones I like are "How many people did I actually speak with? In other words how many did I screen or how many were at the talk? How many of them actually signed up to come in? How many of them actually made it in to the office, how many of them made it to the ROF and how many of them signed up." These stats will clearly show you where the holes in the bucket are and once I see those stats I can easily help you course correct. Then the proof is in the pudding! If the changes were correct you will see the stats change dramatically the next event you do.

So how do we dramatically increase our show rates? Obviously you want to make sure that you connected, have built rapport and created value etc.

There are several things you can look at... the purpose of this article is what can you do once they have singed up to come see you in your office.

1. The take away close. As you hand them their voucher pull it back and say, "Now listen Mary, before I give you this I just want to make sure that this is something you really want to do. As you know we have a limited number of spaces available and I just want to make sure that you really do want to make it in for this appointment. Do you really want to come and will you be there?" Wait for them to say YES. From a Cialdini perspective (Read Influence: The Psychology of Persuasion by Dr. Robert Cialdini) we are employing scarcity and consistency.)

2. Once they say yes ask them, "Will you please call and let us know if you are not able to make that appointment time?" Again, wait for a yes and employ "Consistency." As a side note your CA should ask this question and wait for a yes response from every new patient every time they schedule one.

3. Obviously if they pay something for "reserving their spot" i.e. $20 that can help increase the show rate.

4. Have the doctor get back to the office and call each of the perspective patients and let them know, "Hi there Mary, this is Dr. Rosen. I just wanted to let you know that as I promised we did reserve your 2:00 p.m. spot for tomorrow, please make sure you bring the paperwork... I look forward to seeing you then."

Any of these ideas can dramatically improve your show rate. But, used together you will see an exponential explosion. Make sure you keep those stats and let me see them. Together we will fill the holes in your bucket and you will see your stats skyrocket!!

Russ Rosen, D.C. - Feb 06, 2007