How to Profit in Recession - Follow This Proven Chiropractic Marketing Strategy

With everything that's happening with our economy, inflation, earthquakes, it produces a tremendous amount of uncertainty. And if you're following the experts they're telling us to be prepared because winter is coming and this is not going to be an easy one.

So coming from a guy that has actually endured two economic recessions during my full-time practicing career, I want to share with you the number one tip that got me through the last two and is guaranteed to get you through this one.

Step 1: Create Your Offer

I'm going to share with you this really powerful focus that you need to have within your practice,  and it's all about your offer. If you're going to endure this economic struggle, we have to focus on delivering more value.

An offer is designed to help get patients into the door, to capture their attention, to speak to the very patients that you want to spend your time with.

One of the things that I learned very early on in my practicing career was that it wasn't that hard to get busy when I was just treating everybody for everything. But I wasn't that profitable.

And in order to endure an economic downturn, I needed to get really focused on creating complexity. I didn't want to have to depend on so many new patients.

I wanted to know that I had a good consistent flow of new patients, but of high value patients. And an offer attracts the right patients that you want to spend your time with.

Let’s break this down further.

Creating Your Offer 1: Value

Too often in our chiropractic community, I see free offers. This is where a patient is coming in for a free consultation, a free exam, or free x-rays to then try to get them into a treatment plan.

But that’s like taking them from the shallow end of the pool and expecting them to jump straight into the deep end. While free offers may seem enticing on the surface, they can inadvertently devalue the expertise and services provided by chiropractors.

There is a neuroscience behind offers, and walking a patient through the process to get them into a buying mood. And what is a buying mood? It's by focusing on the value of the offer.

Creating Your Offer 2: Consultation

In your offer, we have the consultation that's valuable. We need to talk about what the patient's going to discover in that consultation.

It is an amazing experience when a patient has the epiphany within your consultation of why they keep having this condition reoccurring. Why haven't other providers been able to help them?

And that consultation generates an amazing experience for them. There's value to that, and you need to put a dollar value to that.

Creating Your Offer 3: Exam

Within the exam you might have some screening tests that don't necessarily get paid by insurance, but they're valuable, and we need to talk about those, and the value that they bring.

Creating Your Offer 4: Diagnostic Testing

If you're giving away multiple sets of x-rays, or multiple different diagnostic tasks, you are missing out.

That’s because when a patient understands the value of what you're giving to them, along with the rationale and benefits, it helps in determining if they're a suitable candidate for our programs.

This, in turn, allows them to recognize the value and why investing in those x-rays is truly worthwhile.

The offer should be something where we're pulling out the things that the insurance doesn't pay for that legally you need to charge for.

So in the consultation, we can give that away, and screening tests we can give those away.

I don't want you to give away your offer. Instead, I want you to build the value, and then give them an opportunity to purchase it for a very low threshold price.

That could be $49, $79, $20, or $29, but sell the value. Help the patient recognize this is like a $250 value they're getting for $49.

They will have this perceived value that will be so much higher than just getting something for free.

Offering something for free or at a low cost tends to diminish its perceived value. When facing a recession, the key to navigating through it successfully lies in emphasizing the worth of what you provide to your patients.

This journey begins with crafting a compelling offer that truly showcases the value you offer.

Step 2: Name Your Offer

Now the next thing that I want you to do with this offer is to give it a name. We want to make this offer really attractive to people, and we want it to speak to people who desire to have it.

We want to give this a name, so if your specialty is low back pain, maybe you're a discopathy, maybe you do decompression in your practice, here are some ideas:

• Back To The Basics Offer

• Ease Your Pain Offer

• Relax And Recharge New Patient Offer

• Get Your Back In Motion New Patient Offer

Now these are kind of cheesy, but they're catchy, and that's what we want.

Here's a little bonus tip. You can go to some of the AI tools out there like ChatGPT.

You can literally ask it what are some good names for my new patient offer attracting low back patients or neuropathy patients or migraine patients, and it will literally give you names for your offer.

Now before I go into the last tip, would you like to know the exact steps that helped me take my practice from $1 million to $2 million?

I want you to have the same results that I had and you can by getting my FREE guide. Just type in the comments section “I'm in” for the video of this post here, “How to Profit in Recession - Follow This Proven Chiropractic Marketing Strategy”, and we'll make sure you get your free copy.

Or, if you want faster delivery, just go to Facebook Messenger, look for Doc Cory, send me a quick “I'm in” chat, and I’ll make sure that you get this guide in your inbox.

Step 3: Make It Limited

There is a neuroscience and a psychology that people have this perception that when things are unlimited, there's no urgency and there's no rush.

Your offer needs to create urgency.

Now the way that we do this is that, think about this - you do have a limited number of new patient slots every week in your practice. You don't have an infinite number of slots.

So saying things like we only have five spots left in your marketing is real. That's creating urgency that they need to take action to get one of those last spots.

Now that could be for this week, but then we open up more for next week. So creating a limited availability of these creates urgency so we can get patients to take action.

You and I both know that we get busy. We might be scrolling through our social media. We see an offer, it's interesting, but we get sidetracked onto another thing, and we totally forget.

And then later that day like, oh I really wanted to click on that thing and I forgot! How do I find it again? How do I bring it back up??

So by creating that urgency, it keeps the attention, it gets them to act now instead of waiting. 

In Conclusion

You're going to create your irresistible offer, you're going to name it, you're going to sell what the offer produces, NOT sell what you do in the offer.

You're promoting the transformation - what the patient is going to gain from this, and as long as your offer is so valuable that they can't get that anywhere else for that price, they will buy every time.

Now if you need more help in creating your offers, we actually have an entire 5-day challenge to help you turn your data into dollars where we will go deeper into the psychology of offers, help you build your offer, and even how to fill your practice with your dream patients all around the Data Driven Operating System helping you grow your dream practice.

If you're ready for this, click here to sign up. It is life-changing. See you inside!