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ONLINE MARKETING FOR DOCTORS PODCAST
8 minutes | Jun 17, 2021
EP073: How to Overcome Sales Objections and Drive Profits at Your Practice
Sales and new patient conversion are the blood stream of the business, and one of the key problems that I’ve seen over the years from struggling practice is that they don’t have a proven sales process in place to convert more enquiries into bookings. People in medical do not perceive themselves as sales people. If you hire a receptionist who is doing everything administrative and has no sales background or any sales training, how is she supposed to deal with converting prospects to patients, especially for high value procedures? In this video, I’ll show you the FAB selling method that has been used successfully in many practices to convert more enquiries to bookings. Key topics discussed: - Common mistakes [00:35] - FAB selling method [01:50] - Follow up with questions [02:30] - Applying FAB [03:00] - 'Money' objection [03:40] - 'Insurance' objection [04:20] - 'I just have to think about it' objection [05:10] - Having well trained staff [05:40] =============== Show Note Sales Guide: 7 Figure Samurai Sword Sales Guide For Clinics www.onlinemarketingfordoctors.com/samurai-sales-guide/
27 minutes | Jun 4, 2021
EP072: How Did ModPod Find Success During The Pandemic?
This week we’d like to bring to you an interesting interview with two clinic owners who have pivoted successfully through this challenging time. In this special OMD TV guest interview episode, Mr. Brent Goddard & Lance Penn, the owner and managing director of ModPod Sports Podiatry – Sydney’s leading podiatry clinic discussed how ModPod found success during the pandemic?” This is part of our special Covid Success Stories series, where OMD TV will feature interviews with clinics that successfully pivoted and thrived through the tough times such as the Covid 19 Pandemic. Key Topics: - Who is ModPod [01:40] - Their response to Covid initially [04:00] - Responding to lockdowns [05:40] - Working out numbers [06:00] - Government help [06:45] - Having a good team [08:15] - Strategic decisions [09:30] - Have a good balance with decision making [10:30] - Noticing changes in the market [11:30] - A lag in the market [12:40] - How to keep yourself nimble [13:50] - Don't overthink things [15:40] - A quick opening [17:00] - 12 month recap of the business [18:20] - Having a value proposition [19:30] - Techniques to draw patients in [21:00] - Getting a referral network [23:00] - Communicating vision with the team [24:00] Webinar: 3 Must-Use Strategies to Generate More New Patients and Referrals on Autopilot. https://onlinemarketingfordoctors.com/sales-funnel-webinar/
8 minutes | May 16, 2021
EP071: The Deadliest Objection From Your Prospective Patients
New patient conversion is one of the hottest topics that I get asked about from other practices, especially those that are dealing with self-referring patients, or they are selling high-valued procedures. And more so, how to handle the various objections that prospects throw at them during their sales process. I get asked quite often…”What is the hardest objection?”, and what I tell them, is that the deadliest objection of them all; is the silent objection. It's the one that you don't even know about because the prospect hasn't verbalized it, and they are keeping it close to their chest. What makes it so deadly, is that unless it is addressed, they will not be going ahead with you. But how can you address it, without even knowing what it could be?! As an effective practice manager or patient coordinator, it's something that you need to get really good at unearthing. In this episode, I’m going to show you how to handle this objection very cleverly. Handling this objection will help you to improve your new patient conversion rate dramatically. 🤩 What we cover: - The hardest objection of all [00:50] - A great strategy [01:35] - The key to this objection [02:05] - Silent and hidden objections [02:30] - What to ask your patients [03:15] - Pre-framing objections [03:40] - Handling common objections [04:30] - If you get the price objection [05:10] - How to improve your sales process [06:05] - Episode recap [07:00] Sales guide: www.onlinemarketingfordoctors.com/samurai-sales-guide/
9 minutes | Apr 25, 2021
EP070: Why Some Business Excel And Some Don't
Approximately 20% of new businesses fail during the first two years of being open, 45% during the first five years, and 65% during the first 10 years. Only 25% of new businesses make it to 15 years or more (according to Data from the U.S. Bureau of Labor Statistics) As you probably know, this year marks OMD 9th year anniversary. We are thrilled to have been able to thrive over the last 9 years despite going through a lot of hurdles and changes in our industry. And I do have some lessons to share with you the key success factors that keep us going strong until these days…. The question I’ve always asked myself is why some practices excel and thrive and some don’t. I’ve done some research and also observed the most successful practices that we have worked with and here are the key 4 things that they have in common…. PS: Remember…“It’s not the strongest of the species that survives, nor the most intelligent. It’s the one that is most adaptable to change.”- Charles Darwin Resources: Sales Guide: 7 Figure Samurai Sword Sales Guide For Clinics www.onlinemarketingfordoctors.com/samurai-sales-guide/
13 minutes | Apr 4, 2021
EP069: How To Generate Thousands Of Visits From Your Referral Tribes
My high-performance coach Brendon Burchard always says… “The quality of your life depends on what question you ask yourself every single day.” Have you asked yourself this question… “How Can I Generate Thousands of Visits From My Referral Partners?”🤩 Have you leveraged your referral network to drive more patients to your clinic? In this new OMD TV Show episode, I’ll show you some creative ideas for reaching out to thousands of your targeted patients through influencer and affiliate partner outreach campaigns, and bringing them into your website or clinic. Key points: - 3 key marketing questions [01:30] - The benefit to affiliates [02:20] - The goal of having affiliate partnerships [03:00] - The power of shoutouts from influencers [03:20] - What is hiring an email database? [04:20] - Buying email ad space [05:00] - Facebook groups & forum sites [06:40] - Blogging sites [07:10] - Incentives for affiliates [09:00] - Building a successful affiliate program [09:50] - Final thoughts [11:00] Subscribe to the podcast: Apple: https://podcasts.apple.com/au/podcast/online-marketing-for-doctors-podcast/id1372615660 Spotify: https://open.spotify.com/show/4pwmKjLDFJiX6vL8kbd1Xs Webinar: 3 Must-Use Strategies to Generate More New Patients and Referrals on Autopilot. https://onlinemarketingfordoctors.com/sales-funnel-webinar/
8 minutes | Mar 8, 2021
EP068: How To Achieve More With Less Stress
Most ambitious, driven people wind up taking on way too much in terms of setting goals — especially in the new year. (Yes, I’m looking at you.) Swept up in the annual ‘new year, new me’ mania, we unwittingly set ourselves up to drown in disappointment. Sound familiar? If your big ambition often turns into big overwhelm, this OMDTV is a must watch. You’ll learn a simple 4-step process to help you eliminate burnout before it happens and get laser focused on what’s truly most important this year — and crushing whatever goals you set for yourself and your practice this year. PS: Remember…“Sometimes, the best way to grow is to cut back.” What we cover: - Key points in the process [01:17] - The first step [01:48] - The second step [02:14] - What to focus on [02:58] - The third step [03:17] - The fourth step [03:50] - The three filters [04:55] - Crossing things off your list [06:01] - The 5am club [06:25] Resources: Webinar: 3 MUST USE STRATEGIES THAT WILL GENERATE NEW PATIENTS & REFERRALS & BUILD-UP YOUR REPUTATION ON AUTO PILOT https://onlinemarketingfordoctors.com/sales-funnel-webinar/ Have You Join The 5 Am Club? https://onlinemarketingfordoctors.com/have-you-joined-the-5am-club/
9 minutes | Feb 21, 2021
EP067: How To Get Unlimited Traffic To Your Clinics
I was introduced to the concept of the “Dream 100” when I was reading one of the current best-selling books on digital marketing called Traffic Secrets by Russell Brunson, which is the idea of identifying the top 100 tribes that thousands of your target audience are already active members of and finding a way to infiltrate these tribes for displaying your targeted message to these tribe members. And then this will take your ideal patients from “I’ve never heard of this clinic?” to “What is this clinic I keep hearing about?”. One time, Russell was at an event in Puerto Rico, and he had a chance to spend time with Rachel Hollis, the author of the #1 New York Times best-selling book Girl, Wash Your Face. He asked her the secret to selling over a million copies of her books and quickly becoming one of the best-selling authors of all time. And she told him her secrets! 🤩 Which, if you check out our latest video below, you will hear Rachel’s answer and find out how you can drive unlimited traffic to your clinic as well. What we cover: - Key marketing questions [00:59] - Dream 100 method [01:36] - Rachel Hollis' secret to selling [02:39] - What if you're just a local business? [03:50] - Top questions to find your tribes [04:28] - Driving effective awareness [05:50] - Using lead magnets [06:55] Connect with us: WEBSITE | YOUTUBE | APPLE If you want to learn more about driving more of your ideal patients into your sales funnels using targeted messages and hooks, make sure to attend our webinar called “The 3 Must-Use Strategies to Generate More New Patients and Referrals on Autopilot.” Sign up for the webinar here: https://onlinemarketingfordoctors.com/sales-funnel-webinar/
25 minutes | Jan 24, 2021
EP066: Guest Interview With James Nadin - Owner and Managing Director of Crown Clinic
In this episode, we have as special guest Mr. James Nadin, the owner and managing director of Crown Clinic – Australia’s leading hair transplant clinic. We discussed with him how to build a brand that can stand up against the biggest competitors in your niche. James and his wife Ilka founded Crown Clinic 20 years ago, but it’s still growing incredibly fast, with a 50% growth rate over the last 5 years. The growth of Crown Clinic has been so impressive, that they are now considering branching out into different cities. An interesting fact about James is that he’s not a medical doctor or surgeon, instead, he came into the industry from a construction background. So, how did James find his way into building Australian’s leading brand for hair transplants? Watch the video and learn more about his incredibly successful story. What we cover: - An introduction to James and the Crown Clinic [01:53] - How James changed his career from construction [03:55] - Building a successful brand [04:35] - The power in making mistakes [06:00] - What is your value proposition [06:45] - Relying on your team [08:38] - Best successes and failures [10:00] - Setting yourself apart [11:10] - Generating new patience [12:25] - Key to marketing [14:40] - How to handle business operations [15:15] - Becoming a leader [16:00] - Fun facts about James [18:58] - Having a vision [20:10] Connect with us: WEBSITE | YOUTUBE | APPLE If you want to learn more about driving more of your ideal patients into your sales funnels using targeted messages and hooks, make sure to attend our webinar called “The 3 Must-Use Strategies to Generate More New Patients and Referrals on Autopilot.” Sign up for the webinar here: https://onlinemarketingfordoctors.com/sales-funnel-webinar/
22 minutes | Jan 10, 2021
EP065: Guest Interview With Christy Xuan - Founder of Lumiere Beauty Clinic.
In this special episode, we have a special guest on our OMD TV show Ms Christy Xuan -the young, successful female clinic owner and entrepreneur who founded Lumiere Beauty Clinic.Christy founded Lumière Beauty Clinic around 3 years ago and it’s been growing incredibly fast ever since, with over 20 staff members (including doctors, surgeons and beauty therapists), achieving an annual growth rate of 100%. The clinic is currently adding new locations and planning a franchising model as well. Christy has a really insightful story to share about the strategies and ways that she was able to rapidly build and grow her business.Therefore Christy has got a really exciting story to share with us. In this special video episode we’re going to talk about:How Lumière Beauty Clinic can generate 1000 patient visits a monthWhat is the $20K marketing mistake that you want to avoidHow she succeeds in managing a cosmetic surgery clinic in her 30s, without having a medical backgroundThe key elements that helped Christy to scale her clinic fastWhat are her most successful techniques for generating new patientsHow to efficiently manage a work life balance.Expert advice for those thinking of starting and scaling a cosmetic surgery clinicIf you want to learn more about driving more of your ideal patients into your sales funnels using targeted messages and hooks, make sure to attend our webinar called “The 3 Must-Use Strategies to Generate More New Patients and Referrals on Autopilot.” Sign up for the webinar here: https://onlinemarketingfordoctors.com/sales-funnel-webinar/Connect with us:WEBSITE | YOUTUBE | APPLE
6 minutes | Dec 27, 2020
Ep064: How to Sell Like a Doctor
In the medical profession, a prescription without a diagnosis is malpractice. But in a sales environment, what I see far too often is prospects given sales pitches without getting a proper diagnosis. Think about how this works in a doctor’s environment; you might go in and see a doctor and they typically start off with “So tell me what's brought you in here today?”, and they pull out their pen and paper and they start to take notes. If you saw a doctor and before you even said anything to them, they just wrote you a prescription, like... “Yeah, you need antibiotics, here you go, take them!”, you are going to be like ...“Whoa, like what the hell is going on here?”. But in a sales environment, we’ve noticed people don’t have the same approach to information gathering, or prospects expecting us to show them the solutions without knowing their problems or before understanding if they are even the right fit or not for your practice. In this video, I’d like to show you how to sell your services or products like a doctor 🤩 And how getting this approach correct, will help you improve your new patient conversion rate dramatically. 7 Figure Samurai Sword Sales Guide For Clinicswww.onlinemarketingfordoctors.com/samurai-sales-guide/
11 minutes | Nov 3, 2020
EP063: How To Deal With "Let Me Check With My Partner" Objection
“Umm, can I speak to my partner and get back to you later?”How often do you or your practice manager hear this from a prospective patient?When it comes to high valued procedures, there is typically a third party involved. It could be a husband or wife - it doesn’t matter; it is whoever that 3rd party is that your prospect keeps referring to when they say something like; “I'm going to need to speak to my partner about this.”. And what I want to show you today in this new podcast below, is how to handle those “I need to talk to my partner about this.” objections. How to isolate them, and address them, so you can move onto the next steps in your new patient converting cycle. 🤩Being able to handle this objection will help you to improve your new patient conversion rate dramatically.
7 minutes | Oct 26, 2020
Ep062: 3 Marketing Questions You Must Answer
The biggest problem facing clinic owners, or entrepreneurs, is getting their potential future patients or clients to discover that they even exist.Every year, tens of thousands of businesses start and fail because entrepreneurs don’t understand this essential skill: the art and science of getting prospective traffic. Simply waiting for people to come to you is not an effective strategy. If you want to learn a simple but effective strategy to master marketing and generate more new patients for your clinic; in this short podcast below, I’ll demonstrate for you the 3 basic questions that you need to ask yourself in order to better position your marketing strategy for achieving great success.
9 minutes | Oct 26, 2020
Ep061: How To Deal With “I Need To Think About It” Objection?
“Umm, I need to think about it and get back to you later.”How often do you or your practice manager hear that from a prospective patient?No matter what services you're selling, the “I need to think about it” objection is typically going to be one of the most dominant objections that will keep coming up, especially if you are dealing with self-referring patients or you are selling high-valued procedures.But, the “I need to think about it.” objection isn't a real objection. It's actually a fake objection masquerading as a real objection. 😲And handling this objection can help you improve your new patient conversion rate dramatically. In our new podcast, I’m going to show you how to handle this objection in the smartest, easiest way possible.
10 minutes | Oct 26, 2020
Ep060: How To Qualify Potential Patients?
How many times have your staff pitched a potential client or patient, only to get a “Thanks, I’ll think about it and get back to you” email or phone call? Of course, getting new work is important. But we’ve seen from time to time that getting the right kind of work from the right kind of client or patient is more important.Otherwise, you’ll wind up selling your soul, and that wonderful clinic you love becomes nothing more than a job you hate. There is a better way. The most successful clinics have a disciplined sales process they follow religiously. So, if you haven’t mastered the fine art of sales or don't have a clue about where to start when qualifying a prospect, there’s no time like the present to get started.In this podcast, we're going to show you how to qualify prospective patients, and get your staff to do most of the screening before any consultations, so we know already if a prospect is a right fit for your services. This will help save you a lot of time & convert more new patients. 🤩
9 minutes | Oct 4, 2020
Ep059: How To Deal With Money Objections From Prospective Patients?
How often do you or your practice manager hear this from a prospective patient? No matter what services you're selling, the money objection is typically going to be the most dominant objection that will keep coming up, especially if you are dealing with self-referring patients or you are selling high-valued procedures. But being able to handle this objection well, will help you to improve your new patient conversion rate dramatically. In podcast episode #59, we’re going to show you how to handle this objection very cleverly, building confidence and a better sales process along the way.
7 minutes | Sep 5, 2020
Ep058: 3 SMS That You Needs to Send to Generate Immediate Bookings
What’s even crazier is that 99% of SMS marketing messages are opened within 20 minutes. (According to a report from MobileSquared titled Conversational Advertising) In this quick podcast episode #58, we're going to show you the 3 types of SMS messages that you need to send to your patients to generate more immediate bookings for your practices. The type of SMS messages we're going to show you below, are all about reactivating the “low hanging fruits”. Those patients that just need that little reminder or attention to encourage a new booking.
7 minutes | Sep 4, 2020
Ep057: Have You Joined The 5 Am Club?
In this podcast episode, we’re going to give you the one simple secret that will help you get all of these important things done that will help move you closer to where you want to be. This secret is one of the key attributes that helped grow our business by 166% since I first started implementing it, and in this video, I will show you why. I’ll explain all of the benefits and the key things that you should be doing in regards to this secret, to help move the needle in your work and life and get you working better, smarter, and achieving more in your day
10 minutes | Sep 4, 2020
Ep056: The Number 1 Ability You Need To Grow Your Practice
In this podcast I’m going to give you the one simple secret that will help you get all of these important things done that will help move you closer to where you want to be. This secret is one of the key attributes that helped grow my business by 166% since I first started implementing it, and in this video, I will show you why. I’ll explain all of the benefits and the key things that you should be doing in regards to this secret, to help move the needle in your work and life and get you working better, smarter, and achieving more in your day.
6 minutes | Sep 3, 2020
Ep055: One Thing You Must Do For Your Business During This Pandemic
Over the next few weeks, you’ll be able to invest this time that you’ve been gifted into working ON your business instead of being IN your business.And this is very important if you want to scale your clinic up.So, in this podcast, I’m showing you the best way for you to use your time, with this number 1 process and system that you should have in place at your clinic, today!
14 minutes | Sep 3, 2020
Ep054: 3 Healthcare Marketing Strategies To Deal With Coronavirus Threat
The coronavirus (COVID-19) outbreak is negatively impacting the world’s economy. There's been a lot of uncertainty and misinformation surrounding the outbreak, which has reflected in changing public behaviour with respect to items like toilet paper going out of stock. Given the reduction in travel, mass gatherings, and the need for more information, media consumption at home will likely increase, with online content consumption will gain a fair share. The question I have for you is... have you prepared your online presence for this sort of event yet? In this podcast, we are going to talk about 3 marketing strategies to deal with Coronavirus threat.
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