Clinic Accelerator Jay Young

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.

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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.

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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. 

http://www.gapfitnessacademy.com

http://www.rmscontractingllc.com

http://www.custombodyfitnessgws.com

http://Www.klassichomeinteriors.com

http://bebalancedcenters.com

https://901-fitness.com

http://atobmove.com

http://www.kathygruver.coach

http://www.Treecek.com

https://www.brianelderroofing.com

https://www.mwpest.com

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 have a completely free strategy that will help break down even more of those objections and fears people have about you and the solutions you provide. To download this training, go to GetMoreYes.com

My name is Jay and thank you for listening to the Clinic Accelerator podcast.

Hi, my name is Jay young, and I'm going to share something with you that maybe you didn't know, every business needs customers. All right. Maybe you did know that, but every business calls customers something a little bit different, right Maybe somebody calls them patients. It's their customers though, or clients it's still a customer or a member. Well, as a morning, radio show hosts for over 31 years, our customers were called listeners. Maybe you were one of them. And as a morning show host, our job was to get those customers, our listeners to listen every single morning and as long as possible. So we would do all kinds of things to make that happen. One of those things was be entertaining, but after every single show, I would go into production studio and I would listen to some of the parts of the show that I thought were particularly funny or engaging or exciting.

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.

If you want a FREE strategy to get more people to say yes to your solutions, go to https://GetMoreYes.com

Thank you for listening.

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.

Grab my free training to help you get more of your No Charge Consultations to say YES at https://GetMoreYes.com

If you're a weight loss or med spa clinic owner. Then you need to pay attention to this podcast because I'm going to give you my number one, single greatest, weight loss and med spa clinic, marketing hack, tip, trick, whatever the buzzword is.

And the reason I say this is my number one tip. And the greatest tip I've ever discovered from a guy named Andy Stickel... is because every time I tell a clinic owner to do this, they always do it. And then they come back a couple of days later and like, Jay, I tried that thing and it worked right. So this is an absolutely, amazing tip. It works so well. And the beauty of it is in its simplicity. This is something that I call “by the way, marketing”.

What is, by the way, marketing?

Well, have you ever had somebody come into your office for a consultation and then they left without saying yes? They didn’t become a patient or client.

Right. Happens all the time. Anyone that says they've closed a hundred percent is a freak of nature or lying to themselves.

So the reality is for most people are not going to close a hundred percent. You're going to have people that are going to come into your office and they're not going to say yes and they're going to leave, right?

So here's what you do. Here's how you get a percentage of those people to come back and say yes.

This is called “by the way, marketing”, what you want to do is a couple of days later, you want to send them a text message, right And you want to say, Hey Janet, this is Doctor Jill Smith. I wanted to thank you for coming to our clinic the other day.

And now this is where the magic happens.

You say, by the way, I was thinking about the goals you shared with me… and, and then give them a small piece of value.

For example, say you are a weight loss clinic owner and you have a consultation and they just weren’t ready to say yes.

You would text message that person a couple of days later and say, thanks for coming in the other day, I really appreciate you stopping by. By the way, I was thinking about the goals you said you wanted to achieve. I remember you said you wanted to drop 15 pounds so you would have more energy to play with your kids.

Well, since you want more energy, I think the best way to achieve your goal is to eat XYZ every morning for 30 days, take 3000 steps each day and drink 8 glasses of water. This will help you with that goal. Or whatever your tip is. I hope this helps. And I'll talk to you soon.

You just shared a valuable tip, and that prospect may come back and say yes to your solutions.

That happens over and over and over and over again when I tell people to do this.

So what you want to do is send them a follow-up text message, which first of all, that's the biggest thing, right there.

A lot of times, most people don't follow up with people who come into their office and don't say yes.

So just doing that… you’re increasing your chance of success by just following up.

You're going to get people to say YES to your services.

But the second thing is when you follow up and you provide additional value and you provide them something else to contemplate, then it makes them think, and it makes them feel like you care about them and have additional information and that you could really help them even more.

And when that happens, then they contact you and they say yes and pay you.

So it works really, really well. It's super simple. It takes less than a minute to do, but it makes such a big difference.

Imagine if every month you had one or two of the people that came into your clinic and said no originally but came back in because you did this one simple thing.

Imagine if you could get just one or two extra every single month to say yes to your solutions. At the end of the year, what would that do to your bottom line? It would be HUGE!