5 Stages to Get New Clients

The first stage in your patient’s journey is called awareness. In other words, your potential new client has become aware that you and your practice exist. They may be actively looking for a new health and wellness provider. Or, they may have found your practice by accident.

Either way, they’re now aware that you exist.

They may have become aware of your practice because of a client referral. They may have been searching for a new health and wellness provider on Google and found your website. They may have seen your social media post on their friend’s page. Or, they may have seen your flyer in the mail.

Ideally, this potential new client has some level of interest in the services that you offer, either today or in the near future. If they do, they’ll spend time exploring your website and learning about you and your practice through your blog articles or eBooks.

According to research company, BIA/Kelsey, 97% of people use online media, such as websites, when researching new products and services in their local area.

But, not every person who becomes aware that you exist is interested in your services. People are interested in your health products and services if it can help them solve an existing health problem. Or if someone they know can benefit from your services.

Some of these people may start to feel a sense of desire to purchase your products and services. They may feel like your practice is the right fit to help them solve their health and wellness problem.

They display this desire by following you on social media, subscribing to your newsletters, researching your reviews on Google, Facebook, Yelp, or RateMDs, or even by emailing your clinic to ask questions. They’re displaying actions that indicate a desire to purchase your products and services.

As your potential patients move from the top of the funnel to the bottom, your marketing strategy helps move them through the stages until they’re ready to call your clinic. Your sales strategy helps to establish and nurture a relationship so that your potential new clients feel comfortable in booking an appointment.

Not every potential new client that calls your clinic has decided to book an appointment.

Sometimes they call to ask questions, learn about your health practitioners, your services offered, your hours, insurance coverage, etc. They may be calling a few other clinics on the same day, asking the same questions.

Some new clients will come in for an appointment once and you’ll never see them again. Other new clients will come in again and again.

This difference is based on you, your practitioners, your treatment efficacy, patient-centred care, quality of service, perceived value, etc.

The more that you can improve on these metrics, the higher your client retention will be, which increases your business profits long-term.

To learn more, please read Grow Business: How to Get New Clients