What’s Your Story?

What’s Your Story? Why did you enter healthcare practice? I’m honestly curious to know…what’s your story? What challenges did you experience along the way? How did you overcome those challenges and get to where you are today? For some, those challenges may have led to frustration, anger, or even a career change. In today’s healthcare environment it can be difficult to keep up with the changing regulations, provide high quality care to your patients, and maintain a positive attitude. For those of you who feel a little lost, I have a simple tip that may help.

Most of all, I want you to think about the journey you took to become the healthcare provider you are today. Where and why did it all begin? I’m not talking about the generic “I wanted to help people” answer. If you’re in healthcare, a desire to help people is assumed. Dig deep and remember the real reasons why you entered your field.

For many healthcare providers, the reason they selected a career in healthcare was a personal experience. Perhaps it was a negative experience and you entered your profession to prove you could do a better job. For others, like myself, the experience was positively life-changing and we couldn’t imagine living our lives any other way.

Now that you’re thinking about why you do what you do…write it down. That’s right. Put pen to paper, or fingers to keys, or whatever works for you. Furthermore, let your story out of your head. Hence, make sure you include the “who-what-where-when-why-and how,” as well as your feelings and emotions so your story’s complete.

Finally, once your story is written, don’t forget to read it and share it. Dr. Ron Boesch, an amazing mentor of mine, used to say “Own your story.” He understood that no matter who you are or what path you’re on there will be challenges. Knowing your story – the reason behind it all – can help you stay focused and passionate in troubled or confusing times.

How did you overcome challenges in your life or career? I invite you to share your story in the comments box 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!

The BEST Healthcare Practice Building Advice I Can Give

by Dr. Kelley Mulhern Leave a Comment

Meet Dr. Kelley

I’m going to break a cardinal rule of online content marketing today. What rule is that, you ask? I’m going to share – in my very first blog – the single best piece of small business marketing advice I could give to a healthcare professional. I’m not going to make you pay for it. I’m not even going to make you wait for it. Are you ready? Here it is: The absolute best piece of relationship marketing advice I can give to a healthcare professional looking to grow their practice is to connect with your community. Sound simple enough? Let me explain. Best Practice Blue

Chances are, if you’ve found your way to my website, you’re a healthcare professional who’s looking to build their practice. Perhaps you’re about to graduate or are new in practice. Maybe you’ve been in practice for years but continue to struggle. Or, perhaps you’ve had a successful practice but you’re getting bored with your same old marketing events. No matter which category describes you, connecting with your community can help to ramp up and reinvigorate your practice. But what does connecting with your community mean?

The best way to build a successful private healthcare practice is to become involved in the local community, build genuine relationships, and leverage those relationships to the benefit of all involved. In other words, connect with your community, and allow those community connections to help you build the practice and life of your dreams.

Community building is a key component of success. The health and well-being of your community should be in the forefront every day, which means that you need to connect with them on all levels: physically (through office hours), emotionally (by caring for their needs) and intellectually as they are not just patients but friends too. Connecting with those who support my healthcare practice has been one invaluable resource I’ve used to grow my business!

Dr. Kelley 5k Community Event

When I was new in practice, I had lots of time on my hands. I decided to give back to my community by hosting free health workshops for the local Fire Department. I donated thousands of hours to participate in ride-alongs, to create and deliver the workshops, and to create and sponsor 5 K runs to benefit specific Fire Fighters. The 9 workshops became part of a “curriculum” which all First Responders had to go through and covered physical health, nutrition, and stress management. I created a lasting relationship with this Fire Department focused on their needs. But guess what? Over time, as they got to know and trust me, when they required the services of a chiropractor, many of them turned to me.

Dr. Kelley Pendleton Connecting with her Community

Dr. Kelley Mulhern Connecting with her Community

Connecting with your community doesn’t need to take a lot of time, nor does it need to cost you a lot of money. Find a cause or a population you’re passionate about and figure out a way you can make a meaningful difference for them. Remember – it’s not about you…it’s about your community. But if you take care of them, they’ll take care of you! How can you connect with your community?

Healthcare Marketing Mastermind Group

by Dr. Kelley Mulhern Leave a Comment

Mastermind groups have been around for several decades, but have you ever thought of creating or joining a healthcare marketing mastermind group? A mastermind is a group that meets on a regular basis (typically monthly or quarterly) to share challenges, successes, and ask for feedback. The participants can be from the same profession or from a variety of professions. For a healthcare marketing mastermind, I’d recommend working with practitioners from various healthcare disciplines.

In its simplest form, the mastermind meeting allows each participant to introduce themselves, share a win, and share a challenge. The group is then able to offer advice or feedback regarding the challenges. However, the meeting format can be changed to suit the needs of the people involved. For example, the content discussed can be very general, concerning anything to do with business. Or, the discussion content can be narrowed down to a specific area such as goals/goal-setting, practice marketing, leadership, or practice procedures.

Topics for discussion in a healthcare marketing mastermind group could include wins, challenges, collaborative opportunities to educate the local community, evaluation of prospective marketing events, evaluation of completed marketing efforts, development of marketing plans (marketing calendars, “Connections CalendarsTM”), and so on.

One key piece to the success of such a mastermind group is the intent of the people involved. Each person must approach the group in a spirit of helpfulness and cooperation. This is not about competition. It’s about helping each healthcare practice to showcase itself in the community. This enhances local health awareness and increases the potential success of everyone involved. It’s been said that “a rising tide raises all ships in the harbor.”

Think of the local market as a pie. Each slice of the pie represents a “market share.” The bigger your slice of pie, the more patients you have and the more successful your practice becomes. A healthcare marketing mastermind group could help all healthcare providers. As the community becomes more educated about health and their healthcare options, the metaphorical pie (and your slice) gets bigger. As you help your peers, you also help yourself!

If the term “mastermind” doesn’t appeal to you, try another such as “Healthcare Marketing Forum,” or have the members collaborate on a name during the first meeting. A new meeting type that is gaining in popularity is the “accountability group.” These groups may be smaller than a mastermind group and meet more frequently as their goal is to help hold each member accountable to reach their goals.

What do you think? Would you be interested in creating or joining a healthcare marketing mastermind group? How have masterminds worked for you in the past? Leave your comments in the section below and help us create our own virtual mastermind group!

External Marketing for Healthcare Practices [Easy Definition]

by Dr. Kelley Mulhern Leave a Comment

We examined the concept of internal marketing for healthcare practices in a previous blog. Let’s turn our attention now to the concept of external marketing for healthcare practices. Simply stated, [external marketing] for healthcare practices is any activity or event done outside 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.

What are some examples of external marketing for healthcare practices? Effective and attractive business cards and brochures you give to prospective patients at events…a healthcare talk or series of healthcare talks hosted off-site…providing services at an athletic event…sponsoring a 5K…and so on. (Remember, don’t get caught up in the labeling because it is possible for an item or activity to be used for internal and external marketing.)

When establishing your marketing calendar each year, start by scheduling one external and one internal marketing event or activity each month. You may be tempted to schedule more than one of each, but resist the temptation. Consequently, you may overwhelm yourself, your staff, or your available resources. Then when the event occurs, you’ll likely be exhausted and unable to project the best image of your practice. You can always add more activities and events to your calendar throughout the year as your resources and energy permit.

Once the events are scheduled you can begin the planning process. Create a system to organize all your event information and materials. Try a 3-ring binder or a digital folder structure, depending on your preference. This way, the next time you host the same (or similar) event, you don’t have to start from scratch! Establish reasonable goals for what you hope to accomplish with your marketing activity (i.e.: New patients, increased awareness, raise money for a charity, etc.). Determine how you’ll track the progress of those goals. Research, collaborate, delegate, and modify as needed.

Finally, with proper preparation, you can relax and enjoy the event when the day arrives. Afterwards, debrief with staff and volunteers. (If you can get feedback from participants that’s even better!) Discuss what went well, what could have gone better, and what to change for next time.

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

Healthcare Marketing Mindset Series: Pace Yourself

by Dr. Kelley Mulhern Leave a Comment

Healthcare Marketing Mindset Series: Pace Yourself

The way in which you think about marketing your healthcare practice – what I call your healthcare marketing mindset – is critical to the success of your business. In my last blog, we explored the difference between looking at your practice marketing as an expense versus as an investment. (To briefly recap, marketing your practice is an investment in the future health and success of your business, and should be viewed as such.) In today’s second installment of the healthcare marketing mindset series, I’d like to consider attitudes about time and pace as they relate to marketing.

When a patient receives your service, treatment, or product, when do they wish or expect to see results? Immediately, right? (One of my professors jokingly used to say “patients want a forever cure, yesterday, in the mail, for free.”) We’ve been conditioned to expect fast results in this fast-paced world. How many times have you had to explain to a patient that results – and healing – take time? It’s common sense: You can’t take one small action and reverse months or years of behaviors and choices.

However, many practice owners are guilty of looking at their practice marketing in much the same way patients look at their health. These practitioners want (and perhaps need) a “quick fix” to generate cash flow, dozens of new patients, office visits, and referrals. My professor might say they want marketing results…yesterday…easily…for free.

In this mindset, practice marketing might be thought of as a sprint, with the practice pushing fast and hard for immediate results. The focus is on the short-term, such as how many marketing activities can be done in a short amount of time to obtain the desired results. There’s a brief flurry of activity, then the event is over and although you’re exhausted it’s time to plan the next activity. Does this sound familiar?

Imagine if – instead of viewing marketing as a sprint – you approached practice marketing as a marathon. You’re in it for the duration. The expectation is not about quick results, but rather a steady pace. Practitioners with this mindset focus on the long-term, and their marketing reflects that attitude. They take the time they need to develop genuine relationships in the community instead of seeing how many business cards they can distribute in 15 minutes. Healthcare practice marketing activities are carefully selected and planned for maximum impact.

In the end, the businesses of the practice marketing sprinter and the practice marketing marathoner may wind up in a similar place, but the sprinter expended much more energy and perhaps burned themselves out mentally and physically. I’d like to hear from you! Do you approach your marketing from a short-term or long-term view? How has your healthcare marketing mentality changed over the years? I invite you to share your story in the comments section, below.

Healthcare Marketing Mindset I

by Dr. Kelley Mulhern Leave a Comment

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!

Are You Attractive?

by Dr. Kelley Mulhern Leave a Comment

Are you attractive? I don’t mean to get too personal with this question, so let me clarify. Are you “attractive” to other people in the sense that you draw people to you and your healthcare practice? This isn’t a discussion of the sort of attractiveness which includes cosmetics, clothing, accessories, or physique. Instead, I want to talk about your personal ability to interest and engage people.

I’ve heard it said that everyone has the ability to light up a room. The difference is some people light up a room when they enter…and others light up the room when they leave. (Be honest…which one are you?) This has little to do with physical build, clothing, or make-up and has everything to do with your personal charisma and personality. Do people want to be around you, or do they seem to take the first opportunity to leave?

In my experience, two things draw other people to you. The first is a sense of positivity – including a warm smile. No one wants to be around someone who’s negative all the time, but being around a positive person can help lift your spirits. The second item is a passion for what they believe in. Use caution here – this doesn’t give you permission to ram your beliefs down everyone else’s throats. Rather, a firm passion that’s evidenced by actions can be very compelling.

When someone is positive and passionate, they’ll constantly attract others to them. This provides them with the opportunity to meet more people and get to know them on a deeper level than someone who’s negative or apathetic. As part of your healthcare practice marketing plan, step back and check your attitude and passion. If they’re not where they need to be, make the necessary adjustments and create the best year of your practice.

What are your experiences with positivity and passion? Did you make an attitude adjustment that changed your practice or your life? I hope you’ll share your thoughts and ideas in the comment box below!