marketing strategy - Dr. Kelley

Chances are, when you graduated from your healthcare education institution, you didn’t have a strong background in marketing. If you had to define internal marketing for healthcare practices could you do it? For most providers, the answer is no, yet internal marketing is critical to the success of a practice. If you’re among the majority in this case, take a deep breath. I’m going to give you an easy definition you can use when developing your marketing strategy.

Simply stated, internal marketing for healthcare practices is any activity or event done within the walls of your office to promote your practice. The most effective marketing strategies utilize a combination of internal and external marketing for practice success. (We’ll address external marketing in a subsequent blog, so stay tuned!)

What are some examples of internal marketing for healthcare practices? Effective and attractive business cards and brochures you give to patients…patient newsletters…happy employees…a movie and discussion night …a healthcare talk or series of healthcare talks…a community corner…patient testimonials…and so on. (Yes, it is possible for an item or activity to be used for internal and external marketing. Don’t get caught up in the labeling!)

When establishing your marketing calendar for the upcoming year, a good rule of thumb is to schedule one internal marketing event or activity each month. You may be tempted to schedule more than one, but be careful you don’t overwhelm or exhaust yourself. You can always add more activities and events to your calendar later if you find you have the energy and resources.

Once the events are scheduled, plan them carefully with an attention to detail. Modify your plans as needed, and debrief after the event is over. Discuss what went well, what could have gone better, and what to change for next time. I recommend having a system to organize all of your event information and materials. A 3-ring binder or a digital folder structure both work well. This way, the next time you host the same (or similar) event, you don’t have to start from scratch!

I’d love to hear from you! What types of events and activities does your practice do for internal marketing? Share your most creative and successful ideas in the comments section below!

For more information on building community connections, I encourage you to read my new book Community Connections! Relationship Marketing for Healthcare Professionals. If you want more valuable information about how to Connect with YOUR Community, you can find FREE healthcare practice marketing content, PowerPoint Presentation Jumpstart Kits, workbooks, blog articles, and my FREE “Practice Marketing Planner” Now!

Healthcare Marketing Mindset I

If you spend any amount of time speaking with healthcare professionals in private practice, it’ll quickly become clear as to their healthcare marketing mindset. In other words, what do they think about the concept of marketing their healthcare practice? I find this topic so interesting that I decided to write a series of blogs on the subject of practice marketing mindsets. This first installation will discuss the two main mental perceptions regarding the financial aspect of healthcare marketing.

We all know marketing takes time and money. The question is, how do you view that expenditure of resources? Some healthcare professionals focus on the expense involved, while others accept the cost as an investment into their practice. Have you ever had this conversation with a patient? Where they saw the cost of care in your practice as an expense and you tried to help them see it as an investment into their health and future?

When you view something as an expense – in this case, your marketing efforts – the tendency is to want to minimize the expense. Every decision becomes about the bottom line – dollars and cents – instead of how it could impact your practice or community in multiple ways. An expense is part of the cost of maintaining a business, but doesn’t necessarily help it to grow and thrive.

Conversely, when you view something as an investment, there’s a willingness to commit the necessary resources to make sure it’s successful. The hope is that the investment will pay off in some form in the end. An investment seeks a long-term outcome such as practice growth.

It can be easy to fall into the habit of seeing marketing as just another expense…dollars flowing out of your accounts, never to be seen again. And actually, that can be the reality if you aren’t monitoring, measuring, tracking, and modifying your marketing activities to implement the ones that work best for you.

A better approach is to look at your healthcare practice marketing from the perspective of an investment. Do your research. Determine your goals (what are you hoping to achieve with your healthcare marketing?). Consider your options carefully. Obtain expert guidance when necessary. Have a plan. Invest in the future growth of your practice and your life by financing those activities that successfully grow your practice.

A word of caution – not every marketing activity will produce spectacular results in terms of new patients or revenue. In fact, not every healthcare marketing activity is intended to produce patients or revenue, so be clear on your goals. (For example, perhaps you host an event simply to raise awareness of a serious health condition.)

I’d like to hear from you! How do you perceive the commitment of time and resources necessary to market your healthcare practice? Have you recently switched from seeing healthcare practice marketing as an expense to an investment? How did that happen for you? Please share your thoughts and experiences in the comments section below!