This week on Winning In Business, Angus Pryor the Practice Growth Specialist will be sharing with you whether you are neglecting your best clients.
I’ve got a question for you. Are you ignoring your best patients? And I suspect the answer is no, you’re not ignoring them, but perhaps you’re not nurturing them as much as you could. Now the truth of the matter is in my business as a dental marketing agency people contact me because they want me to help generate, new patients for them.
But, I just need to tell you you know, your best clients of course, the ones that have already done business with you. Now if all of your clients have got perfect teeth, very unlikely, then you know this is probably doesn’t apply to you. But for the rest of us, what we found in this you know, this recession time and this COVID time, is we brought on a bunch of new clients.
The truth is we brought two new clients on today which is great. But, a lot of our business that’s come during this time has been from existing clients. We’ve had really good growth during this period, but a lot of it’s been from existing clients. And I guess I just think in dentistry, you know the risk is that we we sort of treat our existing clients as routine.
Let me put it to you this way, would it be easier for someone who’s been with you for years to you know embark on a $10,000, $20,000 case or a complete stranger? And the answer of course is obvious. It’s somebody you’ve already built up that “know, like, and trust” with. So I just wonder, what is it that you can do to redouble your efforts, to make sure that you’re not neglecting your best clients?