3-4 Public Talks/Month By Doing These 3 Things!
One of the best thing I ever did was master the art of public speaking. I have acquired more new patients through public speaking than any other type of marketing. It has been by far, the most cost-effective marketing I have ever done. The return on your investment is huge and patients come in already knowing you, trusting you and understanding chiropractic. What else could you ever want in a new patient.
I quickly realized that I needed to develop or create more ways to get more talks. Here is what I consider my "Triple Crown" when it comes to getting more talks.
- My staff is instructed, on a patient's 12th visit, to inform me of the patient's employer. Once I am made aware of where my patient works, I proceed with a very simple script: "Mary, I see here in your chart that you work for (...). Do you ever have any lunch and learns where outside people come in and talk to you about various topics? We have a complimentary program where we go into companies and present life changing information on various health topics. We bring lunch and again it's free. Would you be willing to help us on our mission of increasing the health of our community by putting us in touch with the person that organizes this type of stuff at your company?"
- I have a very specific script that I use at the end of my Doctor's Report: "Many of you have found this information thought provoking and life changing... I can tell. If you belong to a community group, country club, organization or if you place of work has more than 10 employees, I would love to be your next guest speaker. We have a complimentary program where we go into companies and various groups and present life changing information on various health topics. Our mission is to increase the health in our community and we need to do this together. Your friends and colleagues need to know this information. Please let me know if you are interested and how we need to proceed.
- I have a very specific script I use at the end of every corporate talk: "Many of you have found this information thought provoking and life changing... I can tell. If you belong to a community group, country club, any type of organization or if your significant other or friend works at a company with 10 or more employees, I would love to the next guest speaker. As you know. our program is complimentary and our content is engaging and life changing. Our mission is to increase the health in our community and we need to do this together. Your friends and colleagues need to know this information. I will hang around here for a while and let me know how I can serve you and the people you know."
Our office also does cold calls to companies and groups on a regular basis. However, warm leads are always the golden ticket. These 3 tools have consistently bring me 3-4 public talks per month where we often convert over 100% of the room. (For all you mathematicians, this means we book more new patient appointments than we have people in the room!). Once they come into our office, our new patient conversion is a solid 90-95%. Public talks should be a no-brainer and a pillar your need to add to your marketing plan.
Go Get Em!