How To Increase Your Profits Instantly by Up-Selling Patients on Additional Services

By Kevin Nunley
http://www.DrNunley.com

These days, many chiropractic professionals offer additional services and products to accompany the standard adjustments-- nutritional programs and supplements, acupuncture, massage therapy, orthotics, pillows and beds, detoxification, body composition tests, etc.

The problem is, many doctors don't know how to up-sell these products and services to their patients without seeming pushy. But the key to increasing profits in any business, including chiropractics, is up-selling.

You are There to Help

Up-selling is easy if you think of your main business as helping patients, which you probably do. Think about the problems your patients come to you with. What does it REALLY take to solve their problems? If a patient's back problems are being aggravated by a weight problem, you are helping them by putting them on a weight loss supplement program, as well as earning yourself an additional profit.

Chances are, many of your patients need more than a simple adjustment to solve all their health problems. By grouping together several different products and services, you can give the patient better care and a satisfying solution.

Three Ways to Make Up-Selling Automatic

Here are three favorite ways to build up-selling into your practice. Use these and patients will consider your ancillary services without thinking you are being too pushy.

1. Pitch several related products or services together. Drop the price below what the total would be if the patient bought all the products separately.

When a patient inquires about a single product or service, point out she can get that item PLUS a great deal more by purchasing your bundle.

Most people can't resist the bundle bargain. They will understand that the additional services or products will better their condition, and if they can get them at a discounted price, all the better.

2. "It works fine by itself, but it REALLY works when you add THIS." If your product or service works much better with a complimenting item, be sure to tell patients about it.

It's surprising how many products and services go hand in hand. It's hard to have one without needing the other.

For example, some patients need massage therapy to accompany their adjustments. If the muscles in their back are tight and strained, they can render the adjustment less effective. You might offer adjustments with an option of adding on a 15-minute relaxation massage for $15. You would be surprised at how many patients would jump at the chance to take you up on this add on.

3. If a little worked, a LOT will work even better. As soon as you learn a patient is having success with your product or service, offer them a good deal on more of it.

If a patient tries your nutritional supplements and says they are working well for her, let her know that she can buy a package of three canisters for a deal.

Successful up-selling needs to be at the core of every business or professional practice. It can instantly multiply your profits.

As you can see, super-sizing every regiment has to do more with planning than with any special selling skill. Get good at fulfilling a need by seeing it as a way to help your patients. Then create packages and strategies that sell even more of your solutions to each patient.

Kevin Nunley provides marketing advice and copy writing for businesses and organizations. Read all his money-saving marketing tips at http://DrNunley.com/. Reach him at kev-@drnunley.com or 603-249-9519.

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