What Does a Palm Springs Vacation Rental Have to Do with Targeting Upscale Patients?

A lot, actually. As you might expect, many doctors and hospitals want to target upscale patients. Sometimes it is a matter of insurance coverage, other times doctors want to attract more fulfilling cases, and still other times clients simply want to improve reimbursements. Two weeks ago at our Orlando seminar, someone asked the familiar question […]

Reaching the Next Level of Successful Group Practice Marketing

If your schedule permits a quiet moment, look at the competitive landscape. Group practice marketing is constantly challenged to keep up with mergers, rollups and acquisitions. Know it or not, business conditions in your service area have changed in the past few months. It could be that the territory has shifted. And, like it or […]

The Painful Question is: Should Hospitals Advertise?

Not long ago, The Des Moines Register published an interesting opinion piece about hospitals that advertise. We’d like to know what you think about their coverage titled: Hospitals spend millions luring patients away from each other. Please take a minute to review their editorial handiwork and register your own opinion in the space below. Curiously, […]

A Patient Experience So Bad I Inadvertently Dropped the F-Bomb

Anyone who knows me personally or professionally would likely agree that I’m sort of a high-energy guy. Nevertheless, we would also agree, that heavy-handed swear words are not in my usual nature or vocabulary. But — there’s an important lesson for others in this tale, so I’ll confess to this recent, embarrassing exception. The story goes […]

Marketing Savvy: Being the Smartest Person in the Room

In a quiet moment, every doctor will admit that some people simply make better patients than other people. On a good-to-bad scale, the “bad news” people sink to the bottom slice of chart. They represent a (hopefully) small percentage of your patient-population. For one reason or another, they are uncooperative, unpleasant and/or difficult. It seems […]

The Most Creative On-Hold Message We’ve Ever Heard

I recently heard an on-hold message that was so creative, memorable and powerful that I texted my editor with the message, “Hey, you HAVE to listen to this on-hold message…” I’ll share the story behind my cryptic message in a moment, but first I want to address why you should even care about on-hold messages. […]

Is Your Front Office a “Desk of Death” for New Business?

About 90 percent of practices and healthcare organizations lose new business opportunity, and money when they answer the phone. That makes the front desk the second most critical job in any doctor’s office. Of course, the top job under your roof is that of the provider or providers. But the front desk is the vital […]

How Millennial Patients Are Changing The Way You Do Business

Here’s why you need a guide to Millennials. Not long ago, it was the Baby Boomers that dominated the healthcare demographic landscape—one of the top audience targets of opportunity. The post-war crowd still represents a substantial slice of the American population. But boomer-babies are no longer the largest cohort. Millennials (age 18-34) are now the […]

Email Marketing and How to Double-Down with the Power of Personalization

It was only a year or two ago that the trendy marketing watchword was “personalization.” It seems like everyone was using the P-word in email marketing. Everyone’s ambition was to take email (and other content) to the high-impact, “next level.” Internet and computer sophistication provides the ability to deliver relevant content to the right reader. […]

When Doctors Underestimate Rival Practices, Professional Referrals Vanish

All too often a healthcare practice will wait to ask for my help until the “eleventh hour.” That was the case when a medical group (belatedly) discovered their growth curve had become a flat line. It turned out that their once-robust stream of professional referrals was vanishing. A rival practice was attracting this group’s lifeblood of […]