THINKING BUSINESS
a blog by Chris Barrow

The 100% Growth System – Part 9

I began this series with a promise that I would show you how to double: 1. quality traffic to your web site 2. data capture from potential new patients (which means they deposit their email address and give you permission to keep them posted) 3. enquiries from those potential new patients (when they are ready, they contact you) 4. consultations in practice 5. your conversion of treatments planned into treatments delivered 6. your reactivation of dormant treatment plans 7. your referrals via word of mouth Seven changes in performance and behaviour that would allow your practice to DOUBLE. If you look through the summary of tactics (at the end of this post) you will have a game plan to start your own journey. Throughout the series we have included links for you to download The Lifecycle Marketing Workflow and also to claim a free 30-minute telephone consultation with me, leading to a 3-hour practice visit completely without charge or obligation. During the lifetime of the series (the last 3 weeks), I have attended 26 of those complimentary phone calls, of which 6 have progressed to a complimentary visit. Selling, you see, is a numbers game – for me as well as you. You have to plough your way through the tactics so that large numbers of strangers and existing patients can become current patients and referrers. There is no substitute for the ACTIVITY that is the key to your 100% growth. This is NOT my last instalment of this series but I’m going to share with you one behavioural tactic that is identifiable in all those clients we work with who are experiencing phenomenal success and growth. A somewhat personal statement to continue what has been a very practical journey. Tactic #11 – Demonstrate Passion and Leadership on a daily basis I’ve written about leadership many times and defined it thus: 1. you are the custodian of the vision 2. you are the example of the core values and the behaviour you want to see in others 3. you start first and finish last 4. you have obsessive attention to detail 5. you are brilliant at effective delegation 6. you expect the best of people 7. you are slow to chide and swift to bless 8. you are passionate 9. you are fun 10. you inspire your team and your patients 11. your moral compass is pointing to true north Over the years I have realised that true and lasting success follows those who are able to answer a resounding “YES” to the 11 leadership principles outlined here. The only way to grow your business by 100% IS THE HARD WAY and that is going to require a huge commitment from you and your team. Tactics are the science of this and passion is the art – combine the two and you have a winning formula. So – are you ready to begin that journey? I plan 3 more instalments in this series for next week (and before this blog takes a holiday). But why wait? If you haven’t done so already, why not take advantage of our two FREE offers – the 30-minute telephone consult and the 3-hour visit (if appropriate). What you have to lose is 30 minutes. What you have to gain is the opportunity to play that bigger game that has been nagging at you. We help our clients to grow by 100%. We would love to see if we can help you. Summary so far of The 100% Growth System Tactic #1 – hold accountability meetings face to face with your SEO, Digital and Direct Marketing providers EVERY MONTH AND PREFERABLY FACE TO FACE and ask them the golden question. Tactic #2 – lead your team in actively asking for emails, social connections, testimonials, referrals and networking invitations Tactic #3 – The Lifecycle Marketing Workflow Tactic #4- Create White Paper downloads on your web site for all of the major treatment modalities that you wish to broadcast Tactic #5 – Embed White Paper offers into your existing email newsletters Tactic #6 – complete internal web forms for all new patient enquiries and up-sales to existing patients Tactic #7 – Create reactivation sequences for dormant treatment plans. Tactic #8 – create a CRM software-based recall system that encourages up-sales and referrals Tactic #9 – get trained and adept with Digital Treatment Planning Tactic #10 – Implement The 12-Point Recommendation Checklist Tactic #11 – Demonstrate Passion and Leadership on a daily basis

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