Clinic Accelerator

Today, we have some valuable insights to share. We reached out to various brick and mortar businesses including weight loss clinics, spas, home remodelers, roofing contractors, boutique, pest control, medical clinic, and others. I asked them three important questions.

One problem many local business owners are still trying to get a handle on is hiring and maintaining employees.

Inflation rates have been climbing, with prices of goods and services experiencing increases month after month.

Host: Now, let's shift our focus to the health of local brick-and-mortar businesses. Statistics reveal a diverse landscape with both successes and challenges.

Host: Now, let's move on to the strategies that local business owners are employing to make the most out of their marketing dollars. Here are ten specific tactics they are using:

Host: Our first question was about appointments: "How many appointments do you typically get scheduled in a month?”

On average, we have around 10-20 appointments scheduled in a month we are a home remodeling contractor.

We usually see approximately 20 appointments per month at our boutique

As a medical clinic, we handle a higher volume, averaging 200 appointments in a month.

Our business combines massage and coaching, and we typically have around 80 appointments scheduled each month.

Another local business that handles individual and corporate moves gets 50-60 appointments per month.

A fitness facility that specializes in Boxing Bootcamps gets 150-200 appointments monthly.

A local pest control company gets an average of 400 new appointments each month.

[Transition Music]

On average, we estimate the value of one new client to be around $90 to $160.

Due to our premium services of home remodeling, the value of one new customer can range from $100,000 to $400,000.

In our case, the value of one new patient is approximately $2,500.

The worth of one new client can vary, but we estimate it to be around $2,000 or more, depending on the services they require.

Other customer values were $720, $1000, between $40 and 125 and $800-$1,600.

Host: It's fascinating to see the diverse range of customer values. These numbers highlight the importance of customer acquisition and retention for businesses.

[Transition Music]

Host: Our final question tackled a common challenge for brick and mortar businesses: no-show appointments. No matter what a business charges for their service… every no show appointment is a missed opportunity at revenue.

We asked, "How many no-show appointments do you get in a week?" Let's see what our business owners had to say.

We experience an average of 5 to 10 no-show appointments per week, which can be frustrating.

Fortunately, we have very few no-shows. They occur sporadically, but they're rare and don't significantly impact our operations.

We handle around 3 no-show appointments per week, which we work to minimize through effective reminder systems.

We have a low rate of no-shows, typically around 1 per week, mostly from new consultations. We focus on ensuring clear communication to minimize any disruptions.

Others shared 15 to 30 per month, 3 to 5 per week, 1 a month and finally one local business shared, we have more than I’d like to admit.

Host: No-show appointments can be a challenge for businesses, but it's great to hear that some have implemented strategies to mitigate the issue.

We hope you found these insights valuable for your own ventures.

I want to thank those local business leaders that shared valuable insights with me for this podcast today. I will drop the links to their websites below. 

If you don’t water, they’ll die.

This is a question I see debated by the gurus of marketing. “how often should I email my list?”

Answers vary from guru to guru. Some will unabashedly say they email their list 2 times a day, and they ain’t lying. I’m on that guy's list and get 2 emails a day.

Others say a couple of times a week and some say once a month.

What’s the correct amount?

I’ll answer that by sharing the following.

I recently moved back to the little town I grew up in. Mackay Idaho. The elevation is 6000 feet above sea level.

The average rainfall is about 8 inches per year. That means if you want anything to grow, you have to water it.

We have about 3 acres of grass that has an automatic irrigation system installed. You’d think I could just set it and forget it but that’s not the case.

There are certain parts of the yard where the soil is rockier and it seems no matter how much you water, the grass still gets brown and crunchy.

Other areas are shady and the grass is lush and velvety.

The people on our prospect and client lists are much like my yard.

Staying in contact with them, engaging, and providing valuable content is important to all of them.

Some require even more.

Here’s the thing I’ve noticed. When watering my grass, I can’t seem to overwater, but I definitely know when I need to water more.

I water my yard every day and some parts of the lawn get even more.

So what about emailing?

As long as you’re providing valuable content, helpful information, and the occasional irresistible offer, you can email at least 5 days a week.

If you’re just hitting them over the head with buy, buy buy, they’re going to unsubscribe.

But, if you’re solving problems for them, improving their lives, and entertaining them; you’ll have them lapping up every drop of your life-sustaining content.

The prospects on your list at some point will need the solutions you provide and the current patients and clients on your list want your expertise, your tips to improve what they already purchased from you, and that next amazing thing that will solve a problem in their life they might not even know they had.

Best of all, staying engaged with your list breaks down the objection barrier and makes it a whole lot easier to say yes to your solutions.

I used to get physically sick the day the Arbitron/Nielson ratings were released. The science behind the rating process was pretty sketchy at best. So, I never felt completely calm when those numbers would come out. In radio, we called the ratings, the numbers.

Our goal was to be the #1 rated non-ethnic morning show in the city. (I don’t think they make that distinction anymore) We competed against Rock stations, Classic Rock, Easy Listening, Jazz, Sports, Talk, Gospel, Pop, and we were Country.

If we were in the top 3 it meant the radio station could get ad buys from major corporations like Coke, Pepsi, Ford, etc. If you’re out of the top 3...not so much.

It also meant the station could charge more money for each commercial that aired on the station.

It also meant that record companies would offer bigger and better promotions for their artists.

Winning in the ratings was better than gold because it provided so much more than just extra revenue.

Oh, did I mention the bonuses the air talent would get? Let’s just say one bonus paid for a sunroom we had built on our home.

I used to think it was so unfair that radio and tv stations were the only industry that had to deal with ratings. As I said, it used to stress me out like crazy. I puked once from being so nervous.

In the late ’90s, restaurants started getting Zagat ratings. Wooo Hooo! Now other businesses could begin to enjoy that sickening experience of waiting for the ratings to be released.

Soon Yahoo, Google, Yelp, Facebook, and hundreds of other sites began to allow consumers the chance to rate local businesses on the experience they had with them.

Why are ratings and reviews important?

If you were looking for a medspa, weight loss clinic, or monkey training business, which one would you choose?

Burying your head in the sand and pretending that ratings don’t matter is dangerous.

The good news is, if you’re staying close to your customers, the ratings, reviews, and testimonials almost take care of themselves.

When you have your system in place that helps people to know like and trust you, it’s GOLD!

Ratings help to get people to say yes to your solutions by removing feelings of doubt or mistrust about you in the minds of people that need your solutions.

I was almost ready to puke I was so nervous. It was 5:45 am. I was standing alone in a dimly lit hall just outside of the on-air studio at I-95 in Birmingham Alabama. I would have to go on the air in 15 minutes.

Just 3 weeks ago I was totally at ease doing our morning show at Z-103 in Idaho Falls population 65,000. Our dream (My partner Brian and me) was to work our way up to bigger and bigger radio jobs but the reality was, I was scared to death.

Birmingham’s metro population was well over a million, and for a guy who grew up in a town with 43 people, this was way out of my comfort zone.

I said a little prayer and went into the studio. When the mics went live, I was totally fine.

Lesson learned. The scariest part about anything you’re afraid of is the waiting to do it...not the doing it.

I have my dad’s introverted personality so it never came easy for me to put myself out there. My partner Brian on the other hand... was like a drug for him. He couldn’t get enough of it.

Meeting and interviewing celebrities had been intimidating too but soon I discovered they had their insecurities. They’re human!

As a business owner, you have to promote yourself.

That will likely mean recording commercials for television and radio. You may find yourself being interviewed. You could do a webinar. You could put on a demonstration clinic. You could do a Facebook Live.

Heck, just meeting new customers for the first time can sometimes be a little nerve-racking. I still get butterflies in my stomach right before I start a Zoom meeting with a new prospect...I’m human.

Don’t be afraid to add a little humor either. You don’t have to go all Chris Rock, but you’ll be amazed at what you are capable of when you get out of your comfort zone and go for it.

Hi, my name is Jay. What I share with you today is going to save you tons of time and we could all use more of that, am I right?

Let’s get to it. Why you should never email or message the folks on your list.

First off, when I talk about a List, this is just a buzzword that gets thrown around a lot.

A list is simply people who are your patients/clients or customers and people that have expressed interest in your solutions but up till now haven’t become a patient, client or customer.

The first reason you should never consistently email or message your list valuable content. There is a very good chance that the person that receives your email will in turn tell their friends, coworkers, or family about the solutions you provide.

This is only going to make THEM interested in your solutions. It could also cause your scheduling calendar to fill up, and they’ll probably end up paying you for your time and talents.

The second reason you should never consistently email or message your list with valuable content. Imagine if you actually offered other services that the person on your list might be interested in. They may have the audacity to contact you so you can provide those others solutions to them. Again, this will probably mean filling up your calendar and causing you to make more trips to the bank.

The third reason you should never consistently email or message your list with valuable content. You just might be the first or perhaps the only business the individual on your list will think of when they find themselves in need of your solutions. What would happen if a person who doesn’t need your solutions now discovers that they do need you in a week or month?

Again, the calendar fills up and more trips to the bank to make those deposits which take you away from setting in your office hoping the phone rings.

Finally, the fourth reason you should never consistently email or message your list with valuable content. You just may find yourself in the role of a local celebrity. This means raving fans that know like and trust you. And worse, they may go on Google, Yelp, Facebook or dozens of other sites and tell other people about the valuable content and solutions you provide…even giving you 5-Star reviews.

Ok. I’ll joking aside. It’s amazing how many business owners I talk to that will say, “I suck at engaging with my list.

Think of it this way. Imagine you have a big party. The first people that show up, you’re all excited. You thank them for coming. You show them where to put their coat. You take them to the snack table and even pour them a drink. Then the doorbell keeps ringing, Each person you spend less and less time with and pretty soon people just kind of walk in and wonder if they’re at the right place. There’s no one there to greet them. Others seem to be enjoying themselves but you feel neglected and pretty soon just turn around and leave. You tell yourself how rude the host was and that you’re never going to go back there again.

An email and messaging campaign reignite and warms up your list - so they're ready to raise their hand for your next amazing offer... like that "know-it-all" in the 5th grade who was trying to be the teacher's pet.

I hope that makes a little sense.

If you’d like to learn how to get something started like this in your business…that’s what I do.

A prospect said I don’t have a problem closing people when they come in for their appointment…

When asked about their numbers…those who came in for a consultation and those who became customers…the answer was, well I don’t know that but it’s probably pretty high.

The question I didn’t ask but should have asked: Then why are you still working, instead of just cashing those checks???

You can have other people do all of the stuff you do. Just kick back on a beach and open your bank app and just watch the dollar signs flow.

Smug people can learn from their own mistakes but 'smart' people learn from other people's mistakes".

Hi, My name is Jay and this is the clinic accelerator podcast.

Marketing is pretty simple really.

It’s kinda like fishing.

First, you gotta know a little bit about the kind of fish you’re trying to catch.

Do they like worms, do they like crickets, do they like mayflies, do they like smaller fish like minnows?

Where do these fish like to hang out?

Small ponds, rivers, streams, oceans?

Once you know that, you make sure you use the perfect type of bait that your fish loves.

Then you go to the place those fish are most likely to hang out.

Then when they bite, you can’t reel them in too fast or you might lose them.

You occasionally give the line a yank to make sure that hook is set, then you keep reeling them in.

Once you have them on shore you have to carefully release the hook and make sure that fish doesn’t slip through your hands and fall back into the water before you can get them in your cooler.

You can catch a fish with a $1000 pole or an old cane pole with some fishing line tied to the end.

When I talk to some clinic owners about their current strategy, they do pretty good with using the right bait and fishing where they hang out.

The problem I see is that as they’re reeling in that big fish it either slips off the hook or the fish slips through their hands and falls back into the water.

You can spend thousands of dollars on a fancy boat, and top-of-the-line fishing gear, heck you can even have a guide to take you to the sweetest spots that no one else knows about.

But if you can’t get that fish into your boat, you’ve just wasted all of the time and money.

The one difference between fishing and marketing… at least when fishing if you don’t get the fish in the boat, you had a great day on the lake. You can always tell about the one that got away.

There’s no satisfaction in that when it comes to marketing.

All you can see is your kid’s college savings going down the ol toilet.

If you want some help getting your fish into the boat…that’s what we do.

Today I’m going to share how you can become the next Elon Musk, well maybe not a Trillionaire but you can have the freedom to come and go as you please.

When you’re an egghead marketing guy you tend to follow certain people that resonate with you. One of those guys is a British fellow by the name of Jon Buchan.

Jon is the creator of Charm Offensive shared some great ideas about becoming so successful that you, hire people to do what you used to do, and you buy a fancy-schmancy new pickup truck to haul loads and loads of cash to your bank.

I want that and I hope that appeals to you even just a tiny bit.

He asks the following question.

How in control are you of your lead generation?

Most people are either passive or active.

Then, there’s a further level of control that comes with building your own audience.

Let me explain what those mean.

Passive - Waiting for the word of mouth gods to deliver leads to you. It’s ok though, because something always comes out of the blue in the nick of time, and that means that’s always going to be the case, right? ;)

Active - Either you’re doing outbound activity, such as cold pitching, creating partnership relationships with complementary service providers, or you’ve set up inbound marketing campaigns to bring leads to you. Whatever route you’ve gone, you’re generating leads reliably. You have systems in place, so you’re not merely praying for the word of mouth gods to gift you with leads.

Audience - You’ve built an engaged following and sell your expertise at scale. You may have a premium subscription offering or sell products standalone, or both. Opportunities and leads come to you. You’re in a position where you can send an offer to your list (or to your group), and your phone beeps with payment notifications.

In today's economy, I guess you don’t need a truck to haul your money to the bank but wouldn’t it be kinda awesome just once to load up hundreds of thousands of dollars in the back of your truck and a few dollars blow off as you drive down the road but you don’t care because in the time it took you to drive that money to the bank you already made more than enough to replace the few dollars that got whipped up in the wind.

What’s harder in business, getting people to sign up for a consultation with, Getting those people to actually show up after scheduling or turning those people into new patients or clients at the consultation?

Well, no matter what you chose, I have something that can help you load your pickup full of cash to head to the bank.

It’s called Clinic Accelerator. It’s designed to take any of the hemming or hawing away when you go for the close after that person comes into your clinic for their consultation.

It’s easy to implement. You don’t have to memorize anything, you don’t have to be a Zig Ziglar motivation type person.

Living in a time of Technology is amazing.

Especially as business owners.

We have so many tools at our disposal.

The internet has made it possible to reach out and engage with people

On social media platforms like Instagram, Twitter, LinkedIn, and Facebook.

Video has become a powerful medium to teach and share ideas on platforms like Vimeo, and Youtube.

We even have our own private TV station in the form of Facebook Live, Instagram TV, and Youtube Live.

We can build our audience with Groups on Facebook.

We can become an industry leader with Podcasts on multiple platforms.

Are you using these platforms to promote yourself, your brand, and your offers?

What would happen to the growth of your business if one day you woke up and your Facebook page had been shut down?

The same goes for your Instagram, Twitter, LinkedIn, Youtube, and all the rest.

What would that do to your business?

Think it’s not possible?

There have been too many to count.

Maybe you liked a post that was found to not comply with terms of service on any of the platforms.

A copywriting master I follow by the name of Ben Settle recently shared this:

A 15-year-old snot nose who had 1.2 million Instagram subscribers, pulled in some $10k per month with it, and he was full of pee & vinegar (who wouldn’t be?), ready to conquer and pillage.

But then… Instagram shut him down without warning.

The reason:

Violating rules or something.

His entire business was gone — with the push of some button somewhere.

And of course, like a lot of influencer types, he could not replicate his massive success, because he was simply all intelligence and no wisdom.

The worst part for him though:

===

The kid said the following:

“A lot of my friends think I’ve become depressed, and I think that’s right,” Rowan said. “I’ve been feeling insecure about a lot of things, like how I look and act and talk. I talk a lot less than I used to. I’m a lot less confident. Losing my account is the main reason I feel like this. With @ Zuccccccccccc, it felt like I had a purpose and was doing something that benefited a lot of people, and now I kind of just feel — I feel lost.”

Again, what would happen to your business if the rug got pulled out from under you?

One way to combat that is by having a strong email game.

Which you can export your list and “own.

As long as the entire internet doesn’t come crashing to a halt, you can continue to engage with your List. When you have a list that you have stayed engaged with, you can present new offers, you can generate new prospects with referrals from your list.

It’s something to think about.

Here’s something else to think about. If you’re not converting the majority of each person who comes in for their consultation…you’re flushing those marketing dollars right down the toilet.

I’m giving away the strategy that can make sure your prospects tell you yes yes yes.

About 12 years ago my son and I started a project together. This was one of those projects I'd hoped would help us to bond. And, really have a lot of those father and son moments.

And we did, but the project has just taken too long to finish. So I'm now in the process where I'm getting close to being finished.

It's a 1968 Camaro SS. When, when we bought it originally, it didn't have a motor in it and it didn't have a transmission. It was just a body really, and some tires and wheels.

I put a new motor in it. It's a 454 big block.

As we were in the process of getting it painted, I discovered that the current hood will not close. It will not go over that motor. The motor is too big.

I had to order a new hood for this vehicle and it's, it's going to be in tomorrow and I'm super excited about it.

When I bought the new hood, I had three options of how I could get it delivered. FedEx could ship it, UPS could ship it or DHL could ship me this new hood.

I didn't care about it. What I wanted was the hood. They were all going to get here about the same time, all gonna cost about the same amount.

I don't care if one truck is gas-powered or diesel or electric. I don't care about any of that.

The only thing I cared about and still care about is my hood. Those trucks are just the delivery mechanisms. 

I want my hood.

The reason I bring this up is that I talk to business owners almost every day and they say, well, you know where you're just not having the success we'd like with our current marketing.

I say, well, what are you marketing?

They usually say they’re doing some Facebook ads or some social media posts.

That's not marketing, those are delivery mechanisms.

I press them a little further and ask them what are those ads saying?

They usually say the ads highlight the services they have the new equipment and tools they use to provide the service.

They’re focused on the delivery mechanism instead of making sure their message resonates with what end result in their dream customer wants to achieve.

It honestly doesn't matter what delivery mechanisms you use. The most important thing is your message.

For me, the important thing is my new Camaro hood. 

In Business...It's Your Message!

In a time when Kindness seems to be at an all-time low, I want to do you a kindness.

If you’re currently spending your hard-earned money to get people to schedule appointments with you and then actually show up…I want to share my strategy Clinic Accelerator with you FREE. It has one purpose.

To get those people that showed up to Say YES to your Solutions or Offer.

I had a Toyota Tundra for 17 years.

It was pretty common to get calls on Friday from friends who would say, do you still have that truck? I have a bed, couch that I need to move. Would you be available to help me move that?

Sometimes they would just ask to borrow the truck.

I’ll be honest…I usually agreed to help reluctantly.

But every time I did help…I felt great afterward.

Give To Get

If you Google Give to get, there’s at least 100 different links that will take you to sites that talk about the benefits of giving to get.

What does it really mean?

What are you giving?

Time with kids

Time with spouse

Valuable content information

Your expertise

What do you hope to get?

Closer bond with kids

A more loving relationship with your spouse

People that become attracted to your solutions

Groups and organizations seeking you out

Without getting all Fru Flu, Napoleon Hill The Think and Grow Rich guy had a saying.

You give before you get.

~Napoleon Hill~

Have you ever donated your time at a food bank?

Have you ever mentored someone looking for your guidance?

How did it affect that person?

How did it affect you?

Will it turn you into a multimillionaire…who knows?

Will it help you sleep better at night?

Giving to get…a pretty great concept.

I’m giving away my Clinic Accelerator training.

Why. Cause I can and I want to.

Is there an anterior motive?

Well, it’s a great way to introduce myself to the kind of people I want to help.

I could just try and sell my solutions right off the bat or I could Give valuable content…real valuable content.

The kinds of content that can make a real monetary impact for someone on day 1.

That’s really giving.

What do I want to get?

I hope you’ll remember my name.

If in the future you’re looking for solutions in your business, I hope you’ll remember the guy that made a massive impact in your revenue goals.

So there it is.

How are you giving to get in your business?

I’d love to hear. Share your comments.

I received an email from a client that said:

The promotions that are working the best are the $300 Vanquish ME, $1499 Evolve( getting many inquiries only 3 people signed up for this offer), Lipo, and B12 are also doing well.

In the Vanquish promotion, the patients are confused about what the offer is for and are unaware of the downtime if treatment is done on the face.

Perhaps a more attractive AD with real pictures of the machine and/ or before and after pics. This will give the potential customer an idea of what they are asking about.

I noticed their website under their services tab it tells what Vanquish is. It says, What Is Vanquish ME?

Every Saturday if you listen to the radio, chances are they’ll be doing what’s called a live remote broadcast.

The DJ will be onsite at usually a furniture store or a car dealer.

I’ve done hundreds of those live radio remote broadcasts.

The whole idea behind one of these remotes was to entice someone to come by a spin a prize wheel for the chance to win a CD or movie pass or some other sort of valuable prize…and then the salespeople at that store or car lot would pounce on you.

Guess how well these worked?

Not well.

But, we did do a live remote broadcast that worked like crazy.

Here’s the premise:

We promoted that on a specific date Bill Heard Chevrolet would have 20 cars.

Some were priced at $10,126, Some at $1,126 and there would be two sold for $126 and one for $26.

People could go by ahead of time and see the cars that had those prices clearly marked on them.

No, they weren’t brand new, but they were in good shape and not a ton of miles.

Then the day of the event we had people lined up for over a mile for a chance to purchase one of these vehicles at crazy low prices.

They filled out a credit app for the chance to maybe take home the car for $126 or the $1026 car and so on.

This was a huge win for the car dealer and for a bunch of people that came that day.

So what does this have to do with your clinic?

Well, lots of car lots did remote broadcasts and no one ever showed up.

But, when one car dealer decided they were going to make it impossible for someone not to at least come by…it was huge.

What are you doing in your clinic to make it impossible for someone to say anything by YES to your services and solutions?

We as a people are skeptical.

What are you doing to overcome that natural feeling?

Clinic Accelerator has that covered for you…and it’s totally free.