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    4 signs your practice’s marketing is stuck


    4. You are only focused on patient acquisition.

    If you are focusing all your marketing efforts on chasing new patients, that is a sign you aren’t getting the most out of your marketing. New patients generate, on average, a mere 13% of revenue, while existing patients generate an average of 40% of revenue and 32% of referrals. Your marketing efforts should be focused on getting your existing patients to spend more money. Additionally, you want current patients to refer your services to their friends. Don’t waste all your money on new prospects, which can cost $1,000 a person to acquire. Instead, develop a system in which you are targeting your current clients and driving them to spread the word to their friends.

    Once you understand that your staff should focus solely on caring for patients, you’ll know it’s time to change your marketing approach. Effective marketing requires a sophisticated approach without breaking the bank.

    Michael Cohen
    Michael Cohen is vice president of marketing at eRelevance Corp., where he leads both corporate marketing and the client marketing team, ...


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