Index of Sales & Marketing

Blog Index

Jan. 31, 2017 10:34 pm
This note is a statement of the obvious, and so we again reference this quote of George Orwell: “We have now sunk to a depth at which re-statement of the obvious is the first duty of intelligent men.” This note will limit itself to discussing public figures, and groups; our hope is to treat individuals - in personal relationships - in a subsequent comment. As few people ever get to know a...  Read More
Mar. 17, 2014 9:43 am
Monday Momentum What to Focus On This Week - Many doctors fail because they belief their practice operates like an on/off switch. If there are staffing issues or revenue issues they can turn it off and begin anew in the morning. The real issue is a fear of failure or perhaps even a fear of success. Many fail because they think in terms of gloom and doom rather than what will be or could be....  Read More
Mar. 3, 2014 1:47 pm
Monday Momentum What to Focus On This Week - I began my career almost 30 years ago, calling anyone and everyone I knew to inform them of the product/service I was representing. Not only was the initial call important but also so were maintaining contact. The notion of customer relationship management is just as vital to business today as it was 30 years prior. Ironically, ask any...  Read More
Feb. 24, 2014 3:20 pm
Monday Momentum What to Focus On This Week - Customer messages are like a song. There is a certain pitch, harmony and tone that either brings pleasure or reeks of pain. Too often we believe our own story enough we do not want to listen to another. Yet at the end of the day it is the customer’s contentment with our brand, our service, our culture and our interaction that gets them signing...  Read More
Feb. 20, 2014 1:42 pm
Many individuals hate the word marketing. It connotes advertising, promotions and a myriad of items they claim they cannot afford or even want to do. Yet, above all the hype and myriads of text, marketing is nothing more than developing relationships with organizational stakeholders. Therefore, anyone in marketing needs to engage in discussion and create a relationship. Just yesterday, I...  Read More
Feb. 17, 2014 11:56 am
Monday Momentum What to Focus On This Week - Rumor surrounds us daily. As a child I heard the stories of Washington and the cherry tree to the ridiculous JFK assassination pundits. The news gets us thinking about this fodder daily –everything from weather related Armageddon to Affordable Health Care. The concern is not listening to this fodder but wasting time thinking about it. Rumor is like...  Read More
Feb. 9, 2014 10:21 am
When I was a child growing up in New York and New Jersey I would constantly hear the expression "I can sell you some swamp land in New Jersey”. While most of this was a whimsical knock on the New Jersey Meadowlands prior to its development, the expression implied that people would promise you things and never deliver them. In the last several weeks many people because of the use of the Internet...  Read More
Feb. 5, 2014 8:06 am
Get into gear What you need to know about accelerating patient volume. By Drew Stevens, PhD The recent and upcoming changes in healthcare laws and insurance requirements are altering the way you practice forever. Many are finding the challenge of running a business to be exceedingly difficult. Some chiropractors are discovering that they suffer from roller-coaster revenue, which...  Read More
Feb. 3, 2014 6:51 pm
Tuesday, February 11, 2014 10:00 AM - 11:00 AM PST Hot off the presses…With Medicare, EHR Stimulus Requirements, PQRS, and ICD-10s, 2014 is not like any other year! Did you know that the Medicare EHR program has been updated? Are you aware of the new deadlines? Join us for an informative session designed to provide you with REAL info to gain a REAL understanding on the changes, requirements,...  Read More
Feb. 3, 2014 9:37 am
Monday Momentum What to Focus On This Week - During my collegiate days and then as I began my professional career I was often fascinated with the readings of Peter Drucker. One of his most intriguing quotes stemmed from his famous book “The Practice Of Management”. Mr. Drucker believed that the purpose of business was one thing the customer! To me, this appears so pragmatic but others it...  Read More
Jan. 31, 2014 8:35 am
Leadership is not for everyone and this quickly becomes evident when leaders make bad decisions. Reasons for this include not having the best people in the best positions, or individuals that are making decisions based on the best information they have at that time. No matter what, leaders today are always under the microscope. What is needed is some understanding from staff, from customers and...  Read More
Jan. 28, 2014 10:48 am
The front desk is the front line to the customer- the most vital aspect for any practice. If patients are the heartbeat of practice then front office personnel are the blood and soul. The front desk is the linchpins for customer service, creating aspects for others to speak positively and negatively about the organization.  Read More
Jan. 27, 2014 11:03 am
What to Focus On This Week - As a nutrition advocate, I am always discouraged to see how organizations like food and supplement companies make recommendations about the average adult. We are not average. I learned a long time ago in my pre med programs that the human body is extremely complex and will do certain things that befuddle doctors. That said, on a service and marketing level I find most...  Read More
Jan. 24, 2014 5:36 am
Whats in a smile? A smile illustrates your desire to engage, your desire to lead and your desire to provide service. A endearing smile provides a method of concern and desire to be friendly. My mentor Dale Carnegie stated that “To someone who has seen a dozen people frown, scowl or turn their faces away, your smile is like the sun breaking through the clouds.” When others don't smile they appear...  Read More
Jan. 22, 2014 12:03 pm
How to Impress a Patient I am particularly overwhelmed when I meet doctors for the first time. Some never introduce themselves, some have a front desk that looks like an apocalypse and some look as if they do not want to be in the room with a patient. Use these techniques to accelerate your practice success. - Dress for success. Ensure you are clean shaven, or if a woman your hair is...  Read More
Jan. 20, 2014 9:21 am
Monday Momentum What to Focus On This Week - An area that many practitioners often overlook is practice building. Many doctors focus on existing patients that they forget about the pipeline. In order to have a sustainable practice, doctors must be consistently building the pipeline to ensure waiting room fullness. With that in mind, there are numerous Internet “experts” that will tell you...  Read More
Jan. 17, 2014 2:52 pm
There is a wonderful phrase known as fright or flight. This natural response comes from the body or the mind becoming fearful in dangerous situations. Well, many chiropractors are facing this currently. They fear changes in the industry, changes with insurance, changes due to competition and changes from a myriad of other areas. Just last weekend a great example of flight occurred while...  Read More
Jan. 13, 2014 8:20 am
It is written in the bible that God does not want you to fail. So stop finding so many excuses for it. ©Drew Stevens PhD, all rights reserved.  Read More
Jan. 13, 2014 7:57 am
During a recent keynote in Las Vegas, I noticed that the audience was sparse. Apparently a large portion of the group was in the casino rather than the session. Healthcare is changing and many doctors and staff are suffering. The difference between those that thrive and those that wont survive is making your own luck. When a doctor is failing it is because of a lack of systems, processes, time...  Read More
Jan. 7, 2014 5:27 pm
What about failure. Failure is terrific. The problem in today's society is that there is little room for failure but failure is about educating, is about taking risk and about making change. When you fail you are one or two steps closer to making the best decisions towards success. The problem is taking that step. So screw up and learn to take that next step. You will be wiser, stronger, happier....  Read More
Jan. 6, 2014 1:42 pm
Monday Momentum What to Focus On This Week - One of the issues of the human condition especially in present day is this notion of instant gratitude. This is driven in large measure to the quick pitch “salesman” providing instant solutions to weight, wealthy, worthiness. Additionally, the creation of instant “experts” due to Facebook and LinkedIn, have not helped. Happiness is created from...  Read More
Jan. 5, 2014 4:59 pm
As a very proud parent I watched my son and his team compete in the 2014 Cotton Bowl. The game was a nail biter, as each team battle and the ability to perform under tremendous pressure. The game was volatile, the players courageous and ultimately the University of Missouri victorious.d. At times there were errors both in playmaking and play calling. There was the battle for position, for stamina...  Read More
Dec. 30, 2013 9:09 am
Monday Momentum What to Focus On This Week - When revenue declines, it becomes very easy to play the blame game. Those willing participants blame society, politics, competition, natural disasters, industry, and technological change, whatever. First, all of these are uncontrollable environmental factors. Meaning you cannot control them. Second, is that rather than be so tactical, practice...  Read More
Dec. 18, 2013 9:48 am
WEBINAR DETAILS Date: Weds., Dec. 18, 2013 Time 1:00-2:30 p.m. (Eastern) 12:00-1:30 p.m. (Central) 11:00 a.m. -12:30 p.m. (Mountain) 10:00 a.m. -11:30 a.m. (Pacific) Speaker: Drew Stevens, PhD Length 90-minutes To boost your bottom line, referrals are an absolute factor in the success of the practice. You already know that patient referrals are the lifeblood of the health care...  Read More
Dec. 16, 2013 10:06 am
Monday Momentum What to Focus On This Week - Do you know how when you walk on the beach the sun shines a certain way and captures one or two grains of sand? They tend to stand out? They glisten differently and make them noticeable. There is a certain sheen and a their attraction is magnificent. There is differentiation and noticeability. They are not like other pieces of sand. Seems like...  Read More
Dec. 11, 2013 9:12 am
Doctors and chiropractors need to market in many different ways. The diagram below is what my best clients use when selecting marketing methods to generate leads for increasing waiting room volume.  Read More
Dec. 10, 2013 11:19 am
Drew Stevens shares his experiences with operating a perfect chiropractic or medical practice in the era of strong competition. Practice Prophesies  Read More
Dec. 9, 2013 8:34 am
I am in my second season of Missouri Football but I cannot be prouder. Andrew plays football for the University of Missouri . Amidst some very poor television commentators and some bad officiating, #mizzoufootball fell to University of Auburn. Yet after 2 seasons in the SEC, there is nothing, absolutely nothing this team needs to get down about. #andrewstevens40 and all his teammates...  Read More
Dec. 9, 2013 8:19 am
What to Focus On This Week - A major concept that many doctors fail to understand is brand. The service they provide is valuable but all they do is enwrapped by their brand. Doctors need to manifest their brand to help others understand the value they provide. Value is what patient’s desire. No one cares that you have 35 initials after your name, nor do they care that you were the “chief of...  Read More
Dec. 3, 2013 2:10 pm
Announcing a new online seminar: Practice Acceleration: Using Referrals to Build a Reception Area Full of Patients Wednesday, December 18, 2013 1:00-2:30 p.m. (Eastern) 12:00-1:30 p.m. (Central) 11:00 a.m.-12:30 p.m. (Mountain) 10:00 a.m.-11:30 a.m. (Pacific) Read more | Sign up Length: 90 minutes Cost: $237 Speaker:Drew Stevens , PhD. To boost your bottom line, referrals are...  Read More
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