Prospect capture – your key to new clients
Your prospect list is a key to unlocking more leads and generating more awareness of your services and products. Even if you do not think you have a prospect list, you will have information somewhere in your practice that will form the basis of a prospect list. There are a number of tools that can help you build a prospect list too.
You should have a list of clients on your practice software – these are the ones that you send recall letters to and that return to the practice on a regular basis.
However – what do you do with those that haven’t been for a while? Presumably their details stay on your system but do you contact them? Are they still aware of you?
If you have a practice social media account, this also gives you access to a database of people who are aware of you. Do you capture this information? Are you aware of whether your followers are all current clients? What do you do with those that aren’t current clients but have followed you or liked your page?
Do clients make enquiries via your website? How do you capture this information? Even if they don’t make an active enquiry, how do you make the most of the fact that they are aware of you enough to visit your page?
What about clients who email, ring up or drop in to find out more information? Do you take their details? Do you follow up on their enquiry? Do you find out where they heard about you from?
All of the above areas are important questions to ask yourself and follow up on for the following reasons:
a) Your lapsed patients turn into prospective clients
b) You need to find out what part of your marketing and brand awareness is working (so that you focus your budget on this area) and what needs changing
c) You need to capture data from enquiries to ensure that they become prospects and, hopefully, later clients.