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The Practice Development Program

The Practice Development Program. An internal marketing and patient management program for audiology practices. Finally . . . Easy-to-use techniques for long-term, sustained growth of your practice.

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The Practice Development Program

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  1. The Practice Development Program An internal marketing and patient management program for audiology practices

  2. Finally . . .Easy-to-use techniques for long-term, sustained growth of your practice • The best marketing strategies and tips developed during 18 years of work with hundreds of audiology practices. • Co-op funds: Subscribers have used manufacturer co-op funds to pay 50% to 100% of the cost. • Developed by Dennis Hampton, Ph.D., private practice audiologist since 1976 and editor of Hearing HealthCare News.

  3. Program Goals: 1. To increase practice revenues The 1,000-patient practice can increase revenues by more than $32,000 a year. 2. To improve patient care

  4. Problem #1:Lack of follow-up care is the most common hearing aid user complaint about their service provider. (MarkeTrak III survey results) Solution: The Practice Development Program provides patient follow-up services and programs that eliminate this common complaint.

  5. Problem #2:The typical professional practices loses 10% of its patients every year because “they didn’t feel cared for.”(Rockefeller Institute study) Solution: The Practice Development Program proves you care about your patient— with patient contacts tested and proven by hundreds of audiology practices.

  6. Problem #3:Replacing lost patients: Industry experts estimate it costs more than $200 to bring a new hearing aid user into your office. Solution: The Practice Development Program acts as an insurance policy against patient loss—for about $3 per patient per year.

  7. Problem #4:Manufacturers report a hearing aid return rate of 18%. Solution: Research has demonstrated that a well- designed follow-up care and patient education program cuts hearing aid returns in half.

  8. Challenge:Make sure your patients see you forall their hearing care services. • Post-fitting service is a major untapped market. • Increase revenues by more than $32,000 a year (1,000 patient practice) by: • Doubling battery sales (see worksheet) • Doubling annual test visits (see worksheet) • Increasing hearing aid sales to current patients • Generating more referrals from current patients

  9. The Program is based on three proven principles: • Patient satisfaction is vital to the growth of your practice. • Marketing to your own patients is the easiest, most cost-effective marketing you can do. • A tested and proven patient care program MAKES money.

  10. Program Tools Among the tested and proven tools we provide are: • customized patient newsletters • a patient follow-up program • a battery club program • an annual re-call program • customized physician newsletters • office forms and letters templates (on disk) • a collection of the best audiology marketing articles

  11. PDP Manual Topics How to use a patient newsletter effectively HIPAA regulations and newsletters Using manufacturer co-op funds to pay for the program How to make battery sales pay for the program 3 key elements of a successful re-call program Patient satisfaction survey Annual re-call letter Hearing aid fitting checklist The 1997 AAA Marketing Survey Marketing to physicians How to use a physician newsletter effectively Lunch & Learn Increasing your patient referrals; the four keys Appointing clients as ambassadors of your practice The 15 secrets of guerilla marketing Marketing to the sophisticated senior Reducing instrument returns by 50% with consumer education

  12. Generate more referrals from patients • Patients refer more when they feel cared for. • Active and satisfied patients are more likely to refer family and friends. • Patients are more comfortable referring family and friends when they receive regular reminders of your professionalism and willingness to provide extra care.

  13. A loyal hearing aid patient will spend more than $12,000! The typical loyal, active patient will purchase: • Three to four sets of hearing aids • 10-15 annual hearing check-ups • 100-150 packs of batteries • 10-15 years of warranties and/or repairs • Plus, refer several friends and family members

  14. Cost & Return on Investment • Cost: About $3 to $5 per year per patient (including four issues of a customized patient newsletter, several patient mailings, postage and all program materials) • Return-on-investment More than 16:1, according to current PDP participants

  15. Low risk, high return • We work with you, sharing the tips and techniques learned from working with hundreds of successful audiology practices. • We demonstrate why over 90% of our participants continue year after year. • The program makes money because it reaches the most highly qualified market possible: known hearing aid users who already know you. • Cancel anytime if not 100% satisfied.

  16. What are the benefits? • Dramatically increased revenues: $32,000 a year just from increased battery sales and annual visits (plus revenues from additional hearing aid sales to referred and current patients) • Happier patients! • More loyal patients (who won’t be seduced by your competitor’s free offers)

  17. How to get started • Call (800) 342-1643 • To learn more, visit www.hearinghealthnews.com

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