May 26 (edited) • CASE STUDY CORNER
Make More Money: Monday Motivation
It’s the end of Monday.
I’m fully booked. Not just fully booked, I’m running my wait list (3-4 weeks) & have premium emergency appointments on offer for over $400Aus for 60mins (and I booked 2x of them just today).
I’m going to tell you the 5 things I do to make sure my diary is like this every week! Keep reading…
I’m not saying this to boast, I’m saying this to make you read more, so you can do the same things I do to be fully booked ahead of the week and run premium appointments. After all, Rulan has made this page for us to help each other grow!
Now firstly - I live in Dubai, so I understand the market is different - it’s impossible to justifiably charge $400 [or is it?]. But the premise is the same - emergency appointments for a premium of a sought after service.
1) Have limited spots available!
Dictate to your client what appointments are available. Don’t let them say “I want Tuesday at 3.15pm” - especially if that leaves an awkward gap between patients when you can’t fit anyone in. Get specific with your appointment times so your diary is as efficient as possible. Tell them “you can have 2pm or 3pm, which works best for you?”
2) Value your time! Have strict start times and end times (easier if you’re working in a clinic). Don’t give out 8.30pm at night because you want to squeeze them in and do them a favour. That’s a “premium” or “emergency” spot. This appointment is only available for more $$$.
3) Follow up with last weeks appointments! How many appointments did you do last week? Does this week already look the same? If not - WHY NOT?! Write down Monday to Sunday and write their names. Go through the list; if they are booked in cross them off. If they aren’t - why? Follow up With them!! “Hey John just checking in, how’s your shoulder?” , “Hey Mary, I saw you at 5 on Wednesday last week. Currently it’s available but I’m filling up. Can I reserve it for you?” I guarantee if you do this for all of last week you’ll get some rebooking!!
4) Develop a rebooking strategy!
Work on some phrases that work for your customers to encourage them to rebook for next week - “so Tuesday at 4 worked for you, shall we lock it in for next week now before it goes?” Or “typically someone training like you sees me weekly to keep on top of things, I’ll check in with you tomorrow to see how you feel and we talk about what to work on next week” some people like to save money too, “you know we have a package where you basically get this session for free if you sign up today” and talk through your packages. There’s always an angle you can work to get somebody hooked for next week.
5) Sell a solution / Goal oriented bookings!
Someone has come to see you with an issue, they don’t buy the treatment, they buy the problem solving solution as a whole! It’s likely that it’s rational and typical evidence based protocol to see them again (and regularly) to cure their [insert injury here]. “Since we are working on X let’s continue to build on this next week to get the best and quickest result”. This approach mixed with your talent in the treatment room is guaranteed to get a rebooking.
Any questions? Or you’ve got another approach - I’d love to hear them! Drop them In the comments below! And if you try any of the above let me know if they worked!!!
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Make More Money: Monday Motivation
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