3 Lessons Learned From a Pumpkin Patch on Replicating Your Top Patients

You may be asking why is a technology/computer/IT guy talking to me about growing my practice.  You might think I am starting to sound like a chiropractic coach like Dr Steve Hoffman.  Not the case but what I am doing is giving you the same benefit I give all our clients.  We take care of all your computers, networks, backups and make sure you are protected and productive so you can focus on healing the human body.  But when we come across some really good information we share it.  After all – it’s our goal to help you grow your practice, by using technology – so here you go.  I recently got the opportunity to work with Mike Michalowicz, author and founder of multiple successful businesses. In his book, The Pumpkin Plan, he details some ways you grow your practice by applying the same tactics that pumpkin farmers user to grow giant pumpkins:

1)      All patients are not built the same– Certain patients generate lot more revenue and they bring you a lot more enjoyment in doing what you do.  Other patients – well— not the same.  They bring smaller revenue, are distracting and very difficult to deal with at the same time.  If you focus on you best patients and make it your intention to replicate or clone them you practice will grow explosively.

2)      Identify your best patients– Get inside their mind.  Ask them why they come to you.  What do they like about you? Learn about their history and understand where they hang out.  Because birds of a feather do flock together.  Once you identify the traits of your top patients and understand where they hang out, you can start participating in those groups and start replicating those best patients.

3)      Put it all together – Once you understand your unique offerings, strengths, and areas of innovation, and you have identified the demographics and psychographics of your best patients there’s one more thing you need to focus on– systematizing your office.  How can you provide more innovation in your office without your direct involvement?  One example may be to install a Chiropractic EMR package.  Or if you already have one, you could work with a consultant like Dr. John Davila at Custom Chiro Solutions, and create more efficient HIPAA compliant workflows.

In any case, it takes all three- TOP CLIENTS, UNIQUE OFFERINGS and SYSTEMIZATION to truly hit the sweet spot in business.  If you have systemization and unique offerings without identifying your top clients, then no one cares.  If you have unique offerings and your top clients without systemization, then you are trading dollars for hours and not growing a scalable practice.  If you have top clients and systemization without unique offerings then you are under price pressure.  You are now a commodity.  BUT, when you combine all three, you are positioned to really grow!  We can work with you to put in place the technology you need to build the systems you need to truly grow.

I was fortunate to interview Mike Michalowicz from the Provendus Group who taught me these great ideas.  And now I am bringing it to you to help you grow your business.  Game on!