NEW PATIENTS/GROUPON/LIVING SOCIAL

Today let’s talk coupons, in short Groupon and Living social.  When this first came out a few years ago, I had some Chiropractic clients do this, and I observed them. I found it interesting that none went back and did it a second time.  So I asked and they gave me several reasons why.  First they were flooded with hundreds of new patients. A great problem right? However the biggest reason I was given for not going a second time was the cost of processing the new ones, versus payment from Groupon, versus the ones that took care. In English it ended up being a money loser for most of them.

However I have noticed over the past 6 months, several other clients doing these, however adding a twist, such as a massage, or another service beyond a chiropractic exam.  Once again they are flooded with new patients, we are talking 300-400 on average (spread out over time/4-5 months average) but this time it seems to be working better. More patients are sticking, and the doctors are wanting to give it a second go. Why it is working better this time I’m not totally sure, but would imagine that they are getting their procedures down better for such high volume, or perhaps being able to weed out tire kickers early on.    

For starters if you do this, these coupon companies probably are not going to let you just do a first visit discount for straight Chiropractic. There will have to be something else tossed in. If you are not comfortable with this, they I suggest you pass and focus strictly on the 5 other new patient projects I send you weekly. However if you are ok with this, then I suggest you give it at least one shot.  Here is how it works:

1-            Google Groupon or Living Social in your area.

2-            Contact a sales rep for your local area.

3-            You will have to get in line and wait.

4-            They will probably have to toss something else extra in like a massage, or nutrition, or something other than the exam/ x ray first visit. 

5-            You will have to offer a steeply discounted first visit. And there is additional over head to consider if you offer additional services tossed in.

6-            These companies as a rule keep 50% of the funds, and send you a check for the other 50% from coupons purchased.

7-            Get ready to process hundreds of new patients over 4-5 months.

If you choose to do this these here is what you need to make sure is in line.

1-                  Solid first visit and follow procedures

2-                  Low overhead  

        3 -           Staff well trained

The last thing you want to do is get them in, stress the staff, raise overhead, and blow them out the door.  I have often wondered how the places I use these coupons at make it because usually there is at least a 50% discount and profit margins are not that large.  The only logical answer is repeat business down the road for eating establishments, and other businesses. For Chiropractors it has to be patient conversion to a care plan. If you are good to go on all of this then I say GREEN LIGHT. Try it at least once and go from there.

        

PLEASE FIRST CHECK WITH YOUR STATE BOARD ON THIS TO MAKE SURE IT IS LEGAL IN YOUR STATE TO DO THIS PROGRAM!!