Getting new patients in the door can be a challenge. If you want your practice to grow, you need to put a strategy in place that will get people to express interest in, and begin considering your practice. The challenging part is how to do it. Here are some lead generation tips that work for medical practices, and some advice on how to implement them.
1. Know who your leads are
Before you can create your lead generation strategy to peak the interest of potential patients, you need to understand their needs, wants, questions and concerns (as they’re related to your practice or specialty).
Think about who your patients are. Generally speaking, patients want a doctor they feel they can trust and depend on. They need specific medical advice, answers to personal medical questions, and to have their concerns addressed. Think about what advice they may be expecting, what questions they have about their health and care, and what common concerns they typically have. Knowing all of this will help you create a targeted strategy that will attract leads to your practice.
2. Have them come to you
Discovering who your leads are is the first step in attracting them to your practice. Most traditional marketing tactics tend to push a message at a particular audience. But, as the old adage goes, you attract more bees with honey. On top of that, you need to be communicating your messages where they make the most sense–the places where your ideal prospective patients are going to look for services.
Rather than shouting your marketing messages at them, present your ideal patients audience with message that appeals to them and help them. Doing this while considering where they’re physically going to look for medical care and answers will cause leads to naturally gravitate toward your practice.
More and more, patients are turning to the internet to find new medical practices and to get answers to their medical questions. Using what you already know about the needs of your ideal prospective patients, you can create marketing messages that will appeal to them.
You can create informative, helpful blog posts that answer their questions, needs and concerns, so that when they go searching the internet for answers, your medical practice will be the thing that pops up.
3. Make yourself easy to find
This may sound simple enough, but it requires a great deal of thought and strategy. Yes, patients are going online to find medical practices and for other medical reasons. And yes, answering their questions will help you establish credibility, as well as a relationship with them. But if you don’t optimize this content to be found by these patients and by search engines, your content will be lost in the internet abyss.
Remember these 3 things to get your content found online, and to make it easy for prospective patients to find your practice:
- Optimize for your audience–research your ideal patient so you can pinpoint popular topics to blog about. Popular topics widen your net. Keep your blog informative, conversational, and non-salesy.
- Optimize for search engines–identify commonly searched, low competition keywords that relate to your target topics. Use your keyword in your title, throughout your blog post, in meta descriptions, in your URL, etc
- Be social–share your content on the social media channels your ideal patients frequent. This will increase the chance of them seeing your message.
4. Capture their data
Once you have your ideal website visitors on and engaged in your site, don’t miss this opportunity to connect with them. Have forms throughout their website that allow them to contact you, set up a consultation or download something of value (like an e-book). Using forms in this way will allow you to collect their names and email address so that you can market to them in the future and take them from lead to new patient.