You are reading a blog and you have probably been here before today. If you are among the many return visitors I have each week, you are probably coming back because you can learn something new or better for your marketing needs.
So, are you blogging? Are you making the proper effort to give you patients and prospects the kind of access that can pay off for you?
Obviously, you can see that I blog each week, offering top of mind issues on marketing such as this. Over the weekend, I presented a marketing lecture at Tulsa Surgical Arts' Breast Surgery CME course. We always get a chance to show off our web design, video and consulting skills in Tulsa and it is always a really fun time, too.
One doctor I met had some questions about web design. We talked twice and he asked me to call his office this week to speak to his office manager. I spoke to her today and she told me that they had followed my blog for some time. The connection was very strong and I expect that they will become a client very soon.
That is how blogs work. These folks have had access to my suggestions and Dog Star Media’ work for some time now. When circumstances bring us together, it is so much easier to form the working relationships.
And, writing this blog takes me about 10-15 minutes each week. This is why I suggest my coaching and retainer clients blog frequently. Access to your know-how is valuable. Why not let it work for you?
Tuesday, November 13, 2007
Monday, November 12, 2007
Charlie Patric Wins DSM Sudden Death Pool
Congratulations, Charlie.
This is the greatest sudden death battle I have ever seen. Great work.
This is the greatest sudden death battle I have ever seen. Great work.
Sunday, November 11, 2007
Sudden Death Pool - Week 10
Another chance for a winner.
Charlie Patric - Green Bay
Mark Collins - New Orleans
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle, New York Giants, Pittsburgh
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle, New York Giants, Washington
Charlie Patric - Green Bay
Mark Collins - New Orleans
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle, New York Giants, Pittsburgh
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle, New York Giants, Washington
Akiko Kakuta - Out in Week 6
Donald Griswold - Out in Week 4
Amy Griswold - Out in Week 4
Samir Pancholi - Out in Week 4
Jenn Zickefoose - Out in Week 4
Ben Carmen - Out in Week 4
Jason Lim - Out in Week 2
Jennifer Jens - Out in Week 2
Barry Williams - Out in Week 2
Mischa Gorrell - Out in Week 2
Tuesday, November 6, 2007
The opportunities you are missing
I was doing some research today and I came across an interesting way to look at both one-to-one marketing and vertical marketing. Both involved maintaining developed relationships with contacts with whom you already have relationships. So, I wanted to add more to my blog from a few weeks ago about influence.
In this blog and probably marketing education you have had along the way, you probably have heard plenty about databases and a dedication to marketing. In the blog I referenced above, the vehicle I discussed was email marketing. Hopefully, that got you thinking.
Beyond the question about how many you influence is a question about how you influence those people. I don’t think anyone has to be convinced that your best referrals are people you know or your circle of influence. This includes patients, friends, family and every contact you know. But, let’s talk about the easy ones: previous patients.
Past patients are an excellent source of new business in two ways. First, they come back for more treatment. Second, they refer new patients. Needless to say, I am asked nearly every day how do you get more referrals. I hope my clients accept my answer when I tell them that there is a variable involved for which we cannot account: prospective patient readiness. One who has not identified a need cannot be referred yet. So, with this giant, cosmic variable out there what do you do? Most, and I mean 99%, choose to quit. After all, what can you do?
You can get in position and stay there. Much like the game of racquetball, (If you play and play poorly, your game is about to get a boost.) maintaining the best position is the key to getting referrals. Good racquetball players play their shot and then step to the middle of the court. Most shots are within their reach and their game looks effortless. The untrained player chases the ball all over the court, physically wearing themselves down and playing without focus. This is the sort of player that does not win against superior competition. (If anyone out there would like me to demonstrate, just come to Dallas for a game with me. I’ll show you.)
So, for referrals, how do you get into that center court position? And, more importantly, how do you stay there? It starts with admitting you need two things: 1) Technology and 2) the dedication to stick to your plan.
This should provide enough incentive. Look in your patient database to find out how many people you influence. Then ask yourself how many opportunities you have to make contact with those people. Whether you are a cosmetic surgeon or cosmetic dentist, your numbers may look a little like this:
Office visits or phone contact in a year: 2
If you do some sort of annual patient reminder, add 1 contact.
Let’s give you a lot of credit. If you do a quarterly mailer, you just touched them another 4 times.
So, if you are making any kind of effort, you are making contact 7 times a year. Oh, wait... This is the effort you make. This does not take into account whether your contacts even saw it or took the time to absorb the info you are sending. Oh, no! You also have to factor out the chance that your media is not entirely correct, either in design, message or call to action.
Now consider that there are 365 days in a year during which the sun, moon and stars need to line up on a day when one of your contacts are even in position to make a referral. It is a wonder that referrals are ever made.
But they are. Imagine how much more referral opportunity you could have if you maintained excellent contact with your circle of influence on a regular and ongoing basis. In other words, instead of chasing the ball, why not put yourself in position so that when a referral opportunity pops up, you are closer to top of mind.
How do you do this: Database marketing tied to content (we recommend a blog) powered by an automated communication tool that allows you to work in volume.
If you are reading this, you are reading an object lesson. Follow my lead... because my blog and email marketing blast results in new opportunity every week.
1) I give readers something new to learn or see each week. Yes. EACH WEEK. You can do this, too. Or are you willing to admit you are out of interesting things to say about your practice?
2) I write and email regularly. Every week. Every Tuesday. People get used to it.
3) I cultivate a readership. At DSM, we don’t ever pass on the chance to add a contact to our database or mailing list.
4) I vary the topics to learn about who clicks through on what topics.
I make at least 52 attempts each year on my most distant prospects. The more immediate prospects get phone calls, personal emails to answer their questions and more. See how I improve my chances by nailing down that one variable: readiness? By using volume communications and dedication to the plan, I factor out readiness because someone is always ready somewhere. It can be the same for you in your circle of influence.
The reason I get new leads every week, and usually new business, from this action is that I have taken the variable of readiness out of the equation. I am standing in the middle of the court, reaching for balls that are coming to me. My competitors... they are running like crazy chasing the ball.
If you are chasing the ball and want to learn how to put yourself in position and stay there, we have a very affordable program for you. It is my coaching program where I help you set all of this up, make it work and give you analysis on the results. Coaching is only $300/month. If you are interested in learning this important marketing skill, let me coach you. Email me at donald@dogstarmedia.com if you are interested.
In this blog and probably marketing education you have had along the way, you probably have heard plenty about databases and a dedication to marketing. In the blog I referenced above, the vehicle I discussed was email marketing. Hopefully, that got you thinking.
Beyond the question about how many you influence is a question about how you influence those people. I don’t think anyone has to be convinced that your best referrals are people you know or your circle of influence. This includes patients, friends, family and every contact you know. But, let’s talk about the easy ones: previous patients.
Past patients are an excellent source of new business in two ways. First, they come back for more treatment. Second, they refer new patients. Needless to say, I am asked nearly every day how do you get more referrals. I hope my clients accept my answer when I tell them that there is a variable involved for which we cannot account: prospective patient readiness. One who has not identified a need cannot be referred yet. So, with this giant, cosmic variable out there what do you do? Most, and I mean 99%, choose to quit. After all, what can you do?
You can get in position and stay there. Much like the game of racquetball, (If you play and play poorly, your game is about to get a boost.) maintaining the best position is the key to getting referrals. Good racquetball players play their shot and then step to the middle of the court. Most shots are within their reach and their game looks effortless. The untrained player chases the ball all over the court, physically wearing themselves down and playing without focus. This is the sort of player that does not win against superior competition. (If anyone out there would like me to demonstrate, just come to Dallas for a game with me. I’ll show you.)
So, for referrals, how do you get into that center court position? And, more importantly, how do you stay there? It starts with admitting you need two things: 1) Technology and 2) the dedication to stick to your plan.
This should provide enough incentive. Look in your patient database to find out how many people you influence. Then ask yourself how many opportunities you have to make contact with those people. Whether you are a cosmetic surgeon or cosmetic dentist, your numbers may look a little like this:
Office visits or phone contact in a year: 2
If you do some sort of annual patient reminder, add 1 contact.
Let’s give you a lot of credit. If you do a quarterly mailer, you just touched them another 4 times.
So, if you are making any kind of effort, you are making contact 7 times a year. Oh, wait... This is the effort you make. This does not take into account whether your contacts even saw it or took the time to absorb the info you are sending. Oh, no! You also have to factor out the chance that your media is not entirely correct, either in design, message or call to action.
Now consider that there are 365 days in a year during which the sun, moon and stars need to line up on a day when one of your contacts are even in position to make a referral. It is a wonder that referrals are ever made.
But they are. Imagine how much more referral opportunity you could have if you maintained excellent contact with your circle of influence on a regular and ongoing basis. In other words, instead of chasing the ball, why not put yourself in position so that when a referral opportunity pops up, you are closer to top of mind.
How do you do this: Database marketing tied to content (we recommend a blog) powered by an automated communication tool that allows you to work in volume.
If you are reading this, you are reading an object lesson. Follow my lead... because my blog and email marketing blast results in new opportunity every week.
1) I give readers something new to learn or see each week. Yes. EACH WEEK. You can do this, too. Or are you willing to admit you are out of interesting things to say about your practice?
2) I write and email regularly. Every week. Every Tuesday. People get used to it.
3) I cultivate a readership. At DSM, we don’t ever pass on the chance to add a contact to our database or mailing list.
4) I vary the topics to learn about who clicks through on what topics.
I make at least 52 attempts each year on my most distant prospects. The more immediate prospects get phone calls, personal emails to answer their questions and more. See how I improve my chances by nailing down that one variable: readiness? By using volume communications and dedication to the plan, I factor out readiness because someone is always ready somewhere. It can be the same for you in your circle of influence.
The reason I get new leads every week, and usually new business, from this action is that I have taken the variable of readiness out of the equation. I am standing in the middle of the court, reaching for balls that are coming to me. My competitors... they are running like crazy chasing the ball.
If you are chasing the ball and want to learn how to put yourself in position and stay there, we have a very affordable program for you. It is my coaching program where I help you set all of this up, make it work and give you analysis on the results. Coaching is only $300/month. If you are interested in learning this important marketing skill, let me coach you. Email me at donald@dogstarmedia.com if you are interested.
Sunday, November 4, 2007
Sudden Death Pool - Week 9
Finally, a chance for a winner.
Charlie Patric - Pittsburgh
Mark Collins - Washington
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle, New York Giants
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle, New York Giants
Charlie Patric - Pittsburgh
Mark Collins - Washington
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle, New York Giants
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle, New York Giants
Akiko Kakuta - Out in Week 6
Donald Griswold - Out in Week 4
Amy Griswold - Out in Week 4
Samir Pancholi - Out in Week 4
Jenn Zickefoose - Out in Week 4
Ben Carmen - Out in Week 4
Jason Lim - Out in Week 2
Jennifer Jens - Out in Week 2
Barry Williams - Out in Week 2
Mischa Gorrell - Out in Week 2
Tuesday, October 30, 2007
The Cosmetic Channel Preview
Two months ago, we launched The Cosmetic Channel™ on web sites from Long Island to Maui. It is working on all kinds of web sites, offering new video to our subscribers’ web site users.
We are working on The Cosmetic Channel™ web site and we will be releasing our new DVD product for liposuction surgeons in November. For now, though, I would like to give you a bigger look at The Cosmetic Channel™.
Click here to see an overview video featuring the hosts from The Cosmetic Channel™.
There are sign up forms for Cosmetic Surgeons and Cosmetic Dentists right below the video.
And, since I am prone to unexpected special offers, I will renew the Early Pre-sale price for one week. Subscribe before the end of the next Monday night can subscribe to an Enhanced Package for the 12-month Season 1 of The Cosmetic Channel™ for $240/month.
Don't wait around. Just download the form, choose your shows and fax in your order for the special. Cross out the price of $360/month and write in $240.
We are working on The Cosmetic Channel™ web site and we will be releasing our new DVD product for liposuction surgeons in November. For now, though, I would like to give you a bigger look at The Cosmetic Channel™.
Click here to see an overview video featuring the hosts from The Cosmetic Channel™.
There are sign up forms for Cosmetic Surgeons and Cosmetic Dentists right below the video.
And, since I am prone to unexpected special offers, I will renew the Early Pre-sale price for one week. Subscribe before the end of the next Monday night can subscribe to an Enhanced Package for the 12-month Season 1 of The Cosmetic Channel™ for $240/month.
Don't wait around. Just download the form, choose your shows and fax in your order for the special. Cross out the price of $360/month and write in $240.
Sunday, October 28, 2007
Sudden Death Pool - Week 8
This is the greatest Sudden Death Pool I have ever seen. At some point, someone is going to have to pick a different team.
Charlie Patric - New York Giants
Mark Collins - New York Giants
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle.
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle.
Charlie Patric - New York Giants
Mark Collins - New York Giants
Teams they cannot pick:
Charlie: New England, Jacksonville, Indianapolis, Dallas, Tennessee, San Diego, Seattle.
Mark: Pittsburgh, Chicago, Baltimore, Dallas, Tennessee, San Diego, Seattle.
Akiko Kakuta - Out in Week 6
Donald Griswold - Out in Week 4
Amy Griswold - Out in Week 4
Samir Pancholi - Out in Week 4
Jenn Zickefoose - Out in Week 4
Ben Carmen - Out in Week 4
Jason Lim - Out in Week 2
Jennifer Jens - Out in Week 2
Barry Williams - Out in Week 2
Mischa Gorrell - Out in Week 2
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