Shared by: George Youssef Chiropractic Marketing Success www.chirosuccess.com Chiropractic Marketing Success Newsletter Issue #49 "Reactivation Letters that Produce Results" I know that for the last couple of years, more than one of my e-mails have focused on reactivating inactive patients. Well, there's a reason for that... There is no easier patient in the world to acquire, than someone who is already familiar with you and with chiropractic. In fact, a patient that came in to you once or twice, ten years ago, still has a better chance of coming back to you than someone who doesn't know you from Adam. That's why I focus so much energy on reactivating inactive patients. Dollar-for-dollar, there are few marketing strategies that will bring back the type of Return on Investment (ROI) as reactivation strategies. So, while previous newsletters dealt with the different ways to reactivate patients, this newsletter will focus on a letter that you can use to reactivate your inactive patients. Before I actually include the letter for your usage, I'll just go over a few quick pointers to ensure that you get the most from the letter... 1) Frequency - You should plan on sending a reactivation letter two-four times per year. You can still use the same overall letter each time, but you do have to make sure you make sufficient changes so your patients don't think you're sending them the same letter each time. 2) Style - Your reactivation letter should be written in the same style as a letter to your friend. As such, you will want to talk about what's been happening in your life or in your practice, and not just on health care or chiropractic. 3) Personal - You want the letter to look personal. So use the mail-merge function on your word-processor to personalize all the letters with the recipient's name and address. Also, make sure you don't use bulk mail, and if possible, also don't use labels. You want the envelope to look as personal as possible. 4) Time Period - Go back into your records as you are able. Remember, a patient that came back to you ten years ago still has a better chance of coming back to you than someone who has never heard of you before. 5) Follow up - One week after the letter is sent out, you can follow up with an additional letter, or better yet, with a follow up phone call. In all cases, this will increase your conversion rate and help you reactivate more patients. Okay, okay, here's the letter... *** October 1, 2002 John Doe 111 State Street Springfield, IL 11111 Dear John, I know that it's been a while since you've come over to my clinic, and I hope that you and your family have been doing fantastic! Just to keep you up to date on what's been new with me, I now have a new baby daughter. Her name is Amanda, and she is the cutest thing I have ever laid eyes on. She arrived on February 22, and my life has been a blessing since. But more importantly than what I've been up to, is what have you been up to? Since the last time I saw you, it's been like a special member of our clinic is no longer there. And while I do pray that you have been in good health, I would still like nothing more than for you to stop by and visit. In fact, if you give me a call by October 15, I will make an appointment for you - FREE of charge. You'll get a FREE exam and adjustment ($187 Value). This way I will get a chance to see you, you'll get a chance to see me, and we can get caught up on what's been new in our lives. Also, I will be able to make sure that you are in perfect health. Of course, if you are in pain, or if there is any way that I can be of service to you, then I want you to give me a call immediately, and I will setup an appointment for you RIGHT AWAY! There is nothing more important to me than making sure an old friend and patient is living a pain-free, healthy, active life. So don't forget, I will be waiting for your phone call so I can schedule your FREE exam and adjustment, and more importantly for me to see you again. Your Friend and Doctor, Dr. Martin Smith P.S. Don't forget, if you call me up by October 15, 2002, I will have ready for you a FREE examination and adjustment, just my way of showing how much I missed you. P.P.S. If you want to bring a friend or family member with you, go ahead - any friend of yours is a friend of mine. And yes, I'll also have a FREE exam for him or her ready also! *** With a letter like this, you can be well on your way to properly utilizing one of the most effective strategies available for building your practice - reactivating inactive patients! Your Friend, George Youssef Chiropractic Marketing Success www.chirosuccess.com ------- Has this issue of the Chiropractic Marketing Success Newsletter been useful? Forward it to your fellow Chiropractors. 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