I was recently reading a report written by, Dr. Travis McFee. It was titled 27 Astonishing Practice Building Secrets.
If I remember right, #18 was a Gifting Program.
The idea is to pick your Golden Geese – The top 200 or so patients in your practice…or, if your practice is smaller, pick the Top 100.
Those Top pts should HEAR from you every month…and not in the form or a bill or newsletter. They should be treated special. AND, they should KNOW they are special to YOU.
For instance, you might have a group of clients that provide 80% of your business income…This group is composed of just 20% of your clients. It’s the old 80/20 rule.
Gifting folks does a couple of things:
1) Cements your relationship;
2) Reminds them who you are;
3) Builds rapport; and
4) Reinforces their actions of referring
Now, you might be asking, “What in the world do I send them?”
That’s the easy part. There are about 1,994 different things they could use and also would appreciate!
Everything from: flashlights (who doesn’t need another one?), pens, baseball caps, stainless coffee mugs, inspirational books (like Chicken Soup…) and so on. Things they will really appreciate and value.
Action to Take: Investigate your pt list. Check it out and see if a Gift Program would enhance the relationship you have with your patients. My guess: It most definitely will.