E756 | AI, Newsletters and What Marketing Is Working Now For Cash-Based Clinics With Jeremy Dupont

The Evolution of Digital Marketing for Cash-Based Physical Therapy Practices: Insights from Jeremy Dupont and Doc Danny

In this week's episode of the PT Entrepreneur Podcast, Doc Danny sits down with Jeremy Dupont, founder of Patch, to discuss the rapidly evolving landscape of digital marketing in healthcare, particularly for cash-based physical therapy practices. Jeremy shares valuable insights from his experience growing Patch to an eight-person team and how clinics can leverage technology to enhance their marketing efforts and drive growth.

Team Growth and Culture in a Remote Work Environment

Jeremy reflects on Patch's expansion and the complexities of maintaining a strong company culture with remote staff. He contrasts this with the in-person dynamics he experienced at his previous clinic, Ripple. While remote work provides flexibility, it also presents challenges in keeping team members connected. Jeremy highlights the importance of creating a hybrid environment that balances autonomy with collaboration.

Effective Communication Strategies for Remote Teams

A key element of Patch's success has been finding the right cadence for meetings and regular touchpoints. Jeremy emphasizes that consistent communication is crucial to avoid isolation and keep the team aligned on goals. He shares practical advice on fostering collaboration while allowing team members the independence to thrive in their roles.

AI’s Role in Modern Marketing

Jeremy also discusses his recent experience at the HubSpot Inbound conference, where he saw firsthand how AI is moving from theory into real-world marketing applications. HubSpot's new AI-powered features are enabling businesses to improve customer relationship management with personalized follow-ups and targeted outreach. Jeremy believes AI will continue to play a larger role in automating processes and enhancing marketing strategies for healthcare clinics.

Leveraging Technology for Personalized Marketing Campaigns

At Patch, technology plays a pivotal role in client outreach. Jeremy outlines how tools like PT Everywhere allow clinics to automate and personalize their marketing campaigns, from lead nurturing to re-engaging past patients. These tailored approaches help clinics maximize efficiency while delivering a personalized experience for patients.

Building Relationships Through Consistent Newsletters

Another key strategy Jeremy recommends is the use of newsletters. He views a consistent newsletter as a foundational tool to maintain communication with clients and keep them engaged. Not only does this help build rapport, but it also sets the stage for successful open enrollment campaigns later in the year.

Targeting and Incentivizing Sales Efforts

Jeremy stresses the importance of segmenting contact lists for targeted marketing efforts during open enrollment. Additionally, he advocates for incentivizing clinic staff to boost enrollment sales, which can significantly impact a clinic's growth and client retention.

Takeaways for Cash-Based PT Practices

The conversation wraps up with Jeremy encouraging clinic owners to take advantage of digital marketing and technological integration to elevate their practice. Whether you're a seasoned marketer or just starting, Jeremy's insights offer practical strategies that can make a real difference in your clinic's success.

If you're interested in learning more about these strategies or need help enhancing your clinic’s digital marketing efforts, reach out to Jeremy at Patch.

Connect with Patch For assistance in implementing innovative marketing strategies and taking your cash-based physical therapy practice to the next level, connect with Jeremy Dupont and the team at Patch today.

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Ready to elevate your practice? Book a call at the link below with one of our expert consultants today and start your journey to delivering unparalleled physical therapy.

Danny: [00:00:00] Hey, real quick, if you were serious about starting or growing your cash based practice, I want to formally invite you to go to Facebook and join our PT entrepreneurs Facebook group. This is a group of over 6, 000 providers all over the country, and it's a pretty amazing place to start to get involved in the conversation.

Hope to see you there soon. Hey, are you a physical therapist looking to leverage your skill set in a way that helps you create time and financial freedom for yourself and your family? If so, you're in the right spot. My name is Danny Matta. And over the last 15 years, I've done pretty much everything you can in the profession.

I've been a staff PT. I've been an active duty military officer, physical therapist. I've started my own cash practice. I've sold that cash practice. And today my company physical therapist has helped over a thousand clinicians start growing scale their own cash practices So if this sounds like something you want to do listen up because i'm here to help you

What's going on doc danny here the pt entrepreneur podcast and we're back again with jeremy dupont the founder and owner of patch Marketing company that has been helping a ton of our mastermind members [00:01:00] really scale up their marketing on the digital side And Content side and really leveraging technology in a really interesting way.

It's always excited to have a conversation with Jeremy. And today I want to get into a couple of different things. And we spoke about this a little bit. We're going to share what's working in the PT community with you guys. So hopefully going into Q4, you have some ideas of.

What you can be doing leading into sort of like the holiday season. But Jeremy also recently went to the inbound conference, which is HubSpot's big conferences, big software conference. They host it they hosted it in Boston this year and it's huge. I went the previous year and it felt like when I walk into like Cabela's or like a Bass pro shop and I get dizzy cause there's so much shit to look at, that's what happened to me.

Cause it's just such a massive conference. And there was so much stuff there that I just couldn't even I didn't even think was like technologically happening. So anyway, we can chat a little bit about that. But first of all, I'm interested to see how things are going, growing patch, because this is an entrepreneur podcast and you are growing a team like pretty quickly.

How's that going, man? Is it like feel [00:02:00] sketchy because it's going so fast or do you feel like you got a pretty good pretty good grasp on everything?

Jeremy: Yeah we're definitely, for the last year, probably we've been doing the. The entrepreneur wobble for sure of we're going so fast that we're wobbling, but we haven't, we're not at the point where we're falling over just yet.

Which is good. I think the biggest reason for that is like our, we've got like an all star team, which, I had that at ripple too. So I find myself very lucky with The second business that I'm building, like having, the most important thing and kind of everyone that I talked to inside of patch, the clinic owners too, is you gotta have a rockstar team around you that's the best way to grow and especially what we're doing and we're growing quickly.

And like the scale that we're going for is. We've got a, we're up to eight full time staff members now. And, I got to the point that ripple where we had, five or six PTs was the max when I was super involved there too.

So we've grown a lot faster. And obviously we're running a remote company as well, which is a little bit differently than than a, brick and mortar clinic as well. The thing about ripple is I could have a very. [00:03:00] I had my hands on the culture there because I was seeing people every day and I could really affect what was going on.

On the remote side of things, it's very hard to do that. It's very tricky to do that. And it's, how do you tiptoe that line of micromanaging, letting people do things on their own while also creating a culture and how do interact with everybody and, what's the management style looks so it's it's been super fun up until this point. I'm like, I'm having the best time building this cause we're helping a ton of clinic owners. I think we're building something really awesome as well. And we've got a great team that we're building it with. And yeah, it's just it's been a blast at this point for sure.

Danny: Yeah. And you get to work with your wife, which is awesome. Being able to, come together with your partner both on the business side, but also, life is, it's a pretty unique opportunity that as long as their skill sets are a match. Some people it's actually a terrible idea because they are too similar and they step on each other's toes.

But, between you and Allie, what's interesting is there's this really unique like natural combination between [00:04:00] more of a sort of sales marketing future based sort of approach of viewing things like you have. And then Allie, which is let's get this shit organized so that we can actually fulfill on what we're saying.

And so that's a really cool combination whenever you can do that. But at the same point, running a remote team, there's big differences. What would you say. Number one, do you miss the in person side of things in the clinic? And then also too, what have you learned managing a remote staff?

Because a lot of people listening to this, they may have like remote admins and stuff where they're not in the office all the time and they probably are having some similar issues.

Jeremy: Yeah. To be honest, it's probably the future, especially like an office manager and admin staff. There's going to be some sort of, remote aspect to pretty much all employees moving forward, I think.

I think we do a really good job of it. Like luckily for us, I think, you can ask our team members for sure, I think because we're, we utilize Slack for all of our communication with like internally with our team and also with all of the patch members that we work with as well.

So we're in Slack 24, seven, always interacting, hopping on calls. A lot of [00:05:00] the things that we're doing is a lot of ad hoc stuff as well. So something comes up, a client, they need a workshop spun up because they just signed it. So they just got the gym owner to, agree to Saturday morning from nine to 11.

All right. We've got to build a landing page for them. We've got to get these email drips created for them. And that's a lot of what we're doing is just very quick, like interactions and trying to get stuff spun up for our patch members. We're on, zoom as much as we need to.

It's usually what I say. It's we don't want to. We don't want, we don't want to have meetings just to have meetings, but we need to have those touch points in place to make sure we're all on the same page. And I think whether remote or like in person, I think that's how I looked at Ripple as well of, I was never I was never a meeting guy.

Like I was like, can this be an email type person of do we need to sit down and have this meeting? So I think, both in the remote in the in person setting, you've got to go through that trial and error process and figure out like, what is the proper cadence here?

How much help do you need? I'm going to let you run autonomous autonomously on your own. And then you [00:06:00] come back to me and figure out what you need from there. And that's worked really well for us. Again, we're lucky at patch where, we're starting to hire people That kinda live like in like mid-management roles.

So they're like making a lot of the decisions. They're making a lot of the, the pushes forward without needing allair myself there. So that's been really cool. That's something like I had a clinic director at Ripple that kinda lived in that, that middle role in between myself and like the staff PTs.

This is just like on a little bit bigger scale. So it's it's been cool to, to build.

Danny: Do you miss being, going to the clinic though? Do you miss the in person side at all?

Jeremy: I think yes. First, there's pros and cons, right? Like we're living in Montreal for this month. And then we're going to London for a couple of weeks where I can work and do those things.

That's, I think my goal always with ripple and starting the entrepreneur journey is, I want to have location freedom. That was a really big thing for me. So I love that side of it of being able to, live out a ski [00:07:00] mountain for the winter time and still be able to work. But, and I think like Allie's probably a better person to talk to about this because she worked in management consulting.

She was in the office five days a week. And she had that like water cooler the water cooler talk with her staff members. And I think you missed that a lot too. And I think even on the management side of things if you're not able to just like, Okay. See how somebody's interacting just like in person, then it's really hard to make managerial decisions.

And then of course I think we really realized it when we had inbound last month where. Everybody got together. We did a ton of learning. We had an awesome time together. It was like, damn, I missed this. This is so fun. So yeah, I think that part of it for sure. But the flexibility is awesome.

Danny: Yeah, and even if let's say somebody starts a satellite clinic where they have their main office and they started, they start an office somewhere else there's a balance there between how frequently you could have somebody off in isolation on their own. [00:08:00] And how much they need to be in the clinic because that sort of isolated job can feel very lonely for that provider and especially physical therapists, they're used to being around like other clinicians and there's a social element, but there's also a learning element to that, right?

Where. It could be like, man, this person, their ankles, like some kind of weird. What do you think about that? Here's what I've done, right? And you can have this mini case, study over lunch with somebody that is maybe, similar experience or a mentor or whatever to you that you can't really, you have to schedule a meeting for that.

And I think that's, that is the that is the challenge of. Of the remote side of things as well as maintaining the culture and for remote businesses remain maintain culture can be tough because the in person side of things is really what drives a lot about the day to day of what you're doing or the way that people show up at the office and how you hold standards can be really hard to maintain whenever there's not a lot of visibility, So I think there's this interesting sort of give and take associated with that.

But for a lot of people I [00:09:00] would say a mixture of the two seems to be the best fits. And I've seen a lot of companies adopting that outside of obviously P. T. And even if it's one day where they have a day and they can work remotely or that can make such a big difference to people's life, especially if they have a strict clinical schedule to be able to, set up.

Things they need to do for their life outside of it, or to just be out of the office and get outside a bit more, I think just from a longevity standpoint, the mixture seems to make the most sense. It's just a matter of fitting the business model onto that, that it can be a bit tricky.

Jeremy: Yeah, I think even just looking back at Ripple, all of our staff, PTs they had ownership of their schedules, there was times where I wasn't seeing a staff staff member for a couple days, maybe a week of our schedules just didn't line up. And, we really wanted that culture to have Hey, you dictate your schedule.

As long as you're getting your stuff done. That's all that really matters. And that's where, again, I talk with a lot of. Patch clinic owners and like they're running their business off of text message and email. Like you guys got to get on slack like this. You got to centralize your [00:10:00] communication with your team members, especially if you're trying to grow.

You have some people that are a little remote. So I think that's really important for clinic owners to remember if you want to create that culture where people can be a little bit transient again, as long as they're getting stuff done. There's just gotta be a form of communication. And I don't think, I don't think like email gets lost in the shuffle.

I think text is a little too personal. That's why I think Slack is that perfect in a mirror area of being very accessible, also not a text message. So yeah, I think it's huge.

Danny: It fits really well. And we've used that internally with every company that we've ever had, and it makes a lot of sense for team communication.

What did you see as the shift gears to inbound? I'm interested, when we went to conferences ago, I was just like, blown away with some of the things that were happening, especially as far as how they were leveraging AI at the time. And this is a ago. The advancements that have been made are even more.

So what did you see that you were like, man, I feel like this is something I can see being added to [00:11:00] the type of businesses that we work with, over the next few years and something that maybe people should keep an eye on.

Jeremy: Yeah, I think, like you said, it's a lot of AI stuff for sure. I think, this is obviously my second year in a row going and for the second year in a row, I've we've hitched our wagon to the right CRM because HubSpot just does everything.

Correctly, and especially for the small businesses, it just does a really good job of centralizing everything. I think the biggest difference this year between last year, I think last year was a lot of theoretical AI of here's what we think is going to happen. And here's where we see this, Trends starting to go and this year it's a lot more practical.

It's a lot more like use cases of like, how are we actually utilizing AI to make the customer experience better? That's a lot of what HubSpot talks about. They, they talk a lot. Obviously, they're the, this whole conference is called inbound. That's a play on inbound marketing. That's their whole thing of, When you're marketing, talking to clinic owners, right?

It's you're trying to get a new [00:12:00] patient in the door. It's not just the funnel anymore. It's got to be this whole inbound. It's gotta be the inbound marketing where it's almost more of a fly wheel. So how are we delighting people throughout the whole buyer's journey? How are we giving them content for them to make an educated decision?

And that's where AI is going to come in now is, you leveraging a CRM and it's still all about like the data that you put into a CRM, but AI can make that follow up process a lot easier, a lot more personalized, a lot faster. You're not going to need a human to do those things. And that's what HubSpot starting to roll out now is, they're the, they're coining the term.

Agents is what it is. You'll have this agent inside of your CRM, which is, AI. And based on the information that you have on that that, that lead, it'll be able to suggest follow ups for you and just make everybody's lives a lot easier. The use cases for AI now is becoming, more and more, especially for small businesses.

Danny: It's really interesting, [00:13:00] it's it is a shift in technology that I feel like. is more of an advancement than I think in any time period that I've been a clinician that I've really ever seen. I remember we're going from like paper notes to EMR. That was a big shift for me to be able to like, like not have to write that down and then lock it in a closet basically.

And that's nothing compared to some of the things that, you know, that I've seen that are being able to not just layered into a CRM, but. I'm interested to as far as being able to work adjacent to a skilled provider to help them make even better decisions. So some of that might be built into technology they can use for assessment and training and all that.

And I think people get. Sometimes they get a little scared and they're like, Oh, it's going to replace all of our jobs. It's going to replace some people's jobs. It's gonna be really hard to replace a clinician's job. But what I see, it's very similar to people that either lean into technology, they embrace it.

It makes them better to become more efficient, more effective, or they're just like, I'm [00:14:00] not touching it. Like that's not for me. And at a certain point it's going to really not make much sense not to leverage some of these things and what you're doing, because if you can effectively get a better outcome for people why would you not do that?

And also if that means, Your competition, you're doing a better job than them. Then of course, you're going to want to reinvest in that. So did they have anything like that? That was like physical equipment tools, things that they're able to like assess, things in the physical world that you saw that are going to be able to, maybe integrated with things that I think of force plates and stuff where it's like, Oh, dude, we have all this like data they can aggregate. And we can see if you're missing this amount of ankle dorsiflexion on this side, and we see this amount of shift, it increases the likelihood that you're going to have lower back pain by X amount or whatever.

And in order to fix that, here's what we're going to do hands on. And here's what we're going to do after that. But it's really just like enabling you to be. Yeah. More efficient of a provider through external technology. Hey, sorry to interrupt the podcast. I have a huge favor to ask of you.

If [00:15:00] you are a longtime listener or a new listener and you're finding value in this podcast, please head over to iTunes or Spotify or wherever you listen to the podcast and please leave a rating and review. This is actually very helpful for us to get this podcast in front of more clinicians and really help them develop time and financial freedom.

So if you would do that, I would greatly appreciate it. Now, back to the podcast.

Jeremy: Yeah. Obviously it imbounds a lot on like the marketing side of things and how are we leveraging like AI to, market, but like you said, there are use cases of you have all this like force plate data.

It's like, how do we plug this into a language model and create a marketing campaign around it or create norms around it? Or there's loads of like healthcare they set up booths there and whether they're doing like a AI documentation tool or they're, they're like a, a phone system or something along those lines, like there's vertical specific AI use cases for things like that.

So it's, how are we taking all of the data that you're getting in that real world and whether it's a, a good example of this is like [00:16:00] MPS. Scoring. This is one of the booths that I talked to, like they're gathering all this information based on an MPS score. It was a health care specific company.

So there you know, they can break it down by whether it's low back pain, whether it's knee pain and gathering all that information and then using AI to figure out, What do you need to do in order to increase your outcomes or get better results on these scores? And then that can obviously go back into your, your home exercise programs and you can retarget those people for Google reviews if they're leaving you a high score on an NPS survey.

So that's really where, I think like there, there's a lot of like automation. You can do a lot of things through Zapier or those types of platforms. It's just going to be even more ingrained now, and you're going to be able to take different platforms and just mold all that data together and then get it to spit out, whatever you're looking for.

Danny: What's interesting is, I remember the first CRM, I think it's the first one we really looked at implementing was infusion soft way [00:17:00] back in the day and the nickname for it at the time was confusion soft because it was very hard to implement. And understand honestly it just was.

Super, super difficult. We ended up, moving over to something that was more more simple to understand for our staff after a few months of like really trying to implement it and not really doing such a good job, but the couple of takeaways I took from that at the time were one being how important segmentation was and being able to deliver the right message to the right person at the right time and not.

If somebody's been running, not sending them information on golf, right? Like as simple as that sounds, but, and it was quite, manually difficult to be able to tag those people appropriately, all this stuff. And what I see, which I think is fascinating and probably going to really be helpful as far as marketing is concerned is being able to have some of that stuff happen based on what people are doing and their, what they're reading or what they're opening and being able to naturally.

Over the course of time be able to curate information for people in a more [00:18:00] effective way So as a consumer like I appreciate that too, right? Even if i'm on social media and I see a good ad Sometimes i'll just buy their stuff because i'm like hey good for You know if there's something I wanted I appreciate that, you know you served me up something that I thought was was really helpful and and that's something I see more and more You know turning that direction.

So As far as like a high level what you're seeing working now You For these clinicians how are you seeing things trend, in a significant way? And what should people keep their eye on as far as marketing for these cash and hybrid practices you're primarily working for?

Jeremy: Yeah, like in the CRM space.

And this is something that we just like harp on inside of patch as well. It's all about the data in. So if you're, Not putting good data into the CRM and makes, utilizing that CRM hard to do. And if we start, if we continue talking about the AI capabilities without any sort of data in on specific leads or anything like that, it's going to be really hard to utilize AI because it's not going to have anything to, there's no prompts for it to, create [00:19:00] some sort of like specific marketing campaign for them.

The more, talking HubSpot, right? Like you can integrate your phone system, you can integrate, your website, you can integrate all these different tools and understand all these different touch points. If a lead calls in, they go to your website, you're able to gather all this information on them.

And then you can obviously store notes. We have an integration with PT Everywhere that we just rolled out that like talks a bit like we basically pulled the information from PT Everywhere into HubSpot that talks about what was the date of their last appointment? Do they have another appointment scheduled?

How many sessions do they have remaining on their package? With all of that information, we can then create a Automated emails. And again, to your point we don't want them to be creepy, but like they're helpful and they should be helpful. And people should, they should watch those reminders of, Hey, you haven't been in the clinic in 30 days.

You still have a couple of sessions left on your package. We would love to have you back in. That's where like leveraging technology for things like that. That's one of the best follow up has always [00:20:00] been the best form of marketing, I think for cash clinics, that's I did that super heavily with ripple is something I did every single day was just like, Who am I following up with?

Who do I need to reach out to? We can now use like the technology to do that, like on a more automated basis. And if you're trying to, reach out to 50 100 people every single day, that's The tech should be able to do that more for you. And that's how that's not even, we're not even talking about generating another lead at all.

We're not paying for any sort of lead. It's just who do we have in our system and how do we follow up with those people? That's been a huge unlock for us recently.

Danny: Yeah. Yeah. It's interesting. You bring up like, not, you don't want it to be. You don't want to be so specific. They're like, Hey, Danny, I saw you had a red shirt on today.

We have red shirts on sale. That would be weird. And there was a man, I forget what book I read this in, but there was an interesting test that target was doing where they were they were putting like baby formula and diapers and coupons. They were sending people. Do you know which book this is?

I know [00:21:00] it's a pretty well Anyway. They referenced this and what was happening was they were based on people's habits on their site. They're looking at, cribs and we're like, okay, obviously you're pregnant or they think that you are. So then they would create these custom mailer campaigns, like actual physical campaigns.

And the beginning, all these coupons for, like diapers and stuff like that. And They actually had a lot of backlash because people who were like building. I'm pregnant. I don't want to tell anybody I'm pregnant just yet and like I'm getting all these and they were getting like I'm really irritated by it.

And so they made it like too obvious right to direct. So I think there is a fine line there between serving somebody out something that's useful for them, but not in a creepy way which is going to be an interesting, decision to make as we go forward, where we get even more information and we can be more curated and detailed.

I think the key is to make it feel natural, right? And that's where it gets really hard. This is the difference between, yes, we can leverage these things that are automated, intelligent. We have to feed it the right data, but at the end of the day, it's still very juvenile in terms [00:22:00] of how. How we can have it communicate on our behalf versus, maybe there's the shell of what needs to happen.

And then the person that is the marketer has to fill in the human side of it to make it feel very natural. And that's where I see the combination of the two, working the best. So for where patches at right now. As far as like non ads are concerned, and even leading into Q4 into the holidays, where are you seeing places where people can start to leverage, these non ad based campaigns that are going to really retarget people in a way to get them back in to have a big Q4 in historically a relatively slow time of the year?

Jeremy: Yeah, I think like my crusade for the last six months of getting people to send a newsletter out is starting to work, which is awesome. What are you

Danny: seeing?

Jeremy: I'm interested in Canada

Danny: more

Jeremy: because

Danny: we did it all time and I was a hard sell on it too, until I started to see. How effective it was.

Jeremy: Yeah, I think it's just, I obviously talk a lot [00:23:00] about it.

It was one of the more successful things we did at Ripple. And, I think I put a lot of training out there, too. Here's how you make this easy. This doesn't need to be a three hour thing. And yeah, I think just a handful of clinic owners that I've since spoke to they're, they're starting to be a little bit more consistent.

Maybe they're starting once a month, but, I just had an office hours call last week with somebody, she sent out her first, newsletter in six months. She's I had three people reach back out and say Hey it's great to hear from you. I'd love to come back in. And so I think just like just starting there is really important.

I talk about this all the time too if you're not sending out that weekly newsletter But then you go and you do this huge open enrollment sales campaign because it's very hard to sell that because now you're only emailing people To make sales and that comes off, again, a little, just a little bit too salesy.

So that's where, again, a lot of people that I'm talking to now, it's, Hey, why don't you start sending out a couple of newsletters? Just provide as much education and value as you can try to entertain your list. Because in the beginning [00:24:00] of November, when you run open enrollments, you don't want that to be your, the first touch point for people.

So that's been working really well. A lot of the the coaching I do on the newsletter side of things. And this is where HubSpot comes in. It gives you really good metrics in terms of who opens obviously the newsletters, but who interacts with the newsletters is really what we're looking at.

So who's clicking on those newsletters and who's engaging with it. So HubSpot will obviously tell you who clicked on that newsletter and then who engaged with it. What I used to do for Ripple is anybody that engaged with the newsletter more than three times or anybody that clicked on that newsletter, I would create a list of those people scan that list and see if there's anybody that like comes top of mind of Oh, yeah, I should be reaching out to Tad like he's been on my list.

This is the perfect time to follow up with them. And again, to what we were just talking about, it's not, Hey, I saw you clicked on our newsletter. Would you like to come in for an evaluation? It's almost like doubling down on what you talked about in that newsletter and just [00:25:00] saying Hey, no, you got the shoulder thing going on.

Here's a great YouTube video that I stumbled across or here's one of our more recent, like Instagram videos that we just put out. I think you'd really enjoy it. So you're providing more value to people. And then, you get that conversation started. That's when they actually come in for that evaluation.

That's how you, again, avoid being creepy. It's just like, how do we, Provide value. It's the Gary V jab jab. And then eventually you'll get that hook where they come in. That works really well. And obviously it leads into, the big campaign that everyone's running at the end of the year here is like open enrollment.

But I think starting with the newsletter first, getting that under control and then rolling out the open enrollment is a really good formula.

Danny: Yeah. And when we look at that campaign in particular, like when I put that together, that, that sort of like a retargeting campaign, it, for me, it was to establish better cashflow leading into the end of the year.

I wanted to just be in a better financial position because the first couple of years, it just felt so sketchy in December. And if you feel [00:26:00] like that, then. If you can do a better job of managing cash flow, especially the months where you're busier then you can really offset that.

And that's not something that people learn very early on. That's a kind of complex understanding of how to manage your business revenue. And but it really does help if you can have some sort of influx of And one of the things that we've seen to, to your point is any sort of email campaign that you're going to do any sort of whatever, none of the email, but just contact campaign can be text, email, whatever messaging directly.

If you have a outstanding ongoing relationship with people where they're used to hearing from you and you're, you have something that is. educational, entertaining, informative, whatever, something that they want to open, the likelihood of them actually interacting with a marketing campaign that you have is much higher.

And the guerrilla side that you're talking about, even where it's oh, so and so clicked on this, it, you can even go, it can be as simple as just literally having, somebody call them or text them and let them know Hey, we got a couple of these like special, whatever visits for people that are [00:27:00] pre existing clients.

We only have a few of them this month, come in, it's 50 bucks or whatever for a reaval if you're a resisting client and then boom, you got, a reason why somebody is obviously interested and it's not actually a hundred percent success rate, but. It's much better to do that than it is to literally a not send anything out or be don't even look like you don't see who's interacting with you, right?

So you don't know who is the most likely to want to do business with somebody because everything that happens is I think of it as you're building social credibility. And that social credibility is not necessarily just tied to you because there's other people that they can. Work with and if you let's say they need to get to a nine out of ten before they make a decision to Do something to actually act and take action to whatever pay for the service or hire this person or whatever let's say you're getting them to like You get into an eight, you go from a zero to an eight with them.

And then all of a sudden, like somebody else delivers a message at the right time, just, maybe unintentionally, maybe just luckily, but that other person, if they get them from an eight to a nine, boom, it's their client. And you just did all this [00:28:00] work. It'd be like somebody running the ball, 90, yards to a goal line.

And then they bring out the backup running back and he punches it in for a touchdown. That's basically what you've done. So you have to maintain that relationship. And. Create offers in some sort of ongoing, regular cadence. So they give people a reason to come in. I think the offers is where people get really.

They get squirrely about it man. It's oh, I don't want to like, I don't want to be salesy I don't know what you got to at least do this at some point in time. Doesn't have to be all the time I don't know if you found like a cadence with that But I think for a lot of people that's where they struggle big time is not the education but it's Now let's work together.

It's, you've built a rapport, but now give them a reason why.

Jeremy: Yeah. I think that's, it's definitely something that like, you've got to massage the copy, how you want it to sound for sure. But at the end of the day if you're not asking for that sale, you're never going to get it as you what, how that's how copy works, some marketing works.

So I think it's like something that we've found really successful in these early open enrollments that we've been running. Yeah. It's to your point there of like, how do we like, how do we categorize people that are like perfect fits for this [00:29:00] open enrollment and reach out to them, lead with value.

It's Hey, this is like a really good offer. We're running 12 sessions for the price of 10 or 24 sessions for the price of 20 or, whatever you end up doing with that offer. We like inside a patch. What we do is we help people like curate this list of it's basically like anybody who has one or two sessions left on their package, like they're perfect for open enrollment because they need another package and this is the, a great time for them to This is a great time for them to just pre buy these cheaper sessions, because, hey listen you've got two sessions left, but you're going to need, 10 more, like we have, we got bigger things that we need to continue working on.

There's people that like have just recently finished up a package and maybe they've fallen off a little bit. So reaching out to them seeing how they're doing and letting them know that, hey, we got this big deal. We, this is, the best deal of the year. And then it's really anybody that, interactive with the email. What we were just talking about there. If they're like, that's why like your email campaign isn't going to [00:30:00] magically reactivate 50 people for you. It's going to reactivate some people for sure. But how do we take those emails, see who's reading them a couple of times, clicking on the links, going to the landing pages, and then reaching out to them with a personal message and being like, Hey, I think you're perfect for this.

Why don't you come in? If you can check those three boxes. It's a really easy way to, again, lead with value, get people back in the door. There's an awesome conversation going on in the mastermind group. And it was basically like talking about like, how do we get the team involved and how do we incentivize this of if, how do we have a little internal competition of whoever sells the most open enrollments?

We'll get 500 bucks, or if we sell 30 as a team, we'll go to the F1 arcade and take a day off. I think getting the team involved, stuff like that too. It's just, it's not like a magic marketing wand that you can wave, but that's how you get, that's how you go from selling a handful of these to 30 or 40 of them.

Danny: Yeah. Yeah. And it's a great way to bring your team together to work on something. Like I like the team goal a bit more than the individual goal. As far as we've [00:31:00] done both of those actually. And I really liked the team goal better. Cause they're all working together.

They see the number, your office, like we had an office manager that was like, Just so good at catching people on the way out that she would know you really should do this. This is a no brainer. And then, she would account for 15 kind of herself, I think getting them to work together is a great idea.

But, I would finish with this because number one, I know you got, you're busy guy. You got some other stuff coming up. Get to get some, jump to some office hours for patch clients. But if people are listening to this and they're like, this is all great ideas. I don't want to do it.

Where do they find out more about working with patch? Where do they learn more about what you guys offer? And if they're a good fit for it.

Jeremy: Yeah. Patch system. com. You can book a call with me. I took all these calls. Sit down and we can just like map out exactly how we roll out open enrollment.

That's what a lot of my recent newsletters has been about as well. So if you're not on my newsletter list, definitely get on that. I've been posting stuff on Instagram about it as well. So just at underscore Jeremy DuPont and just reach out to me. I'm happy to chat through this stuff, but that's exactly it of this all sounds good in theory, but when are you going to have time [00:32:00] to execute it?

And that's where we come in.

Danny: Yeah. And you might be, you might love marketing. I found that I didn't want to do marketing. I found that I really enjoyed it as I was forced into it, because when I hired actually I heard three agencies before I, and I fired all three agencies before I was like, shit, I've got to do this myself because it was just so hard for me to explain what I wanted them to do and what my business model was.

And the verb is never came out, right? The ads were too templated. They just were never, Like they were never very good. They never got good results. And I didn't, I never was able to find somebody that I could actually, I can that off to until that I had trust with them. But if I could have, it would have saved me a bunch of time.

But if you like, you're like nerd out on marketing and you want to read about copywriting, okay, cool. That should probably be the thing that you focus on in your business, because that's a really high value skill that you can learn to really drive your business to drive your business forward.

If that doesn't appeal to you. And you don't want to learn technology and ads and all that stuff, then it's just about finding the right partner to actually help the business do that side, because you really, you need that in order to [00:33:00] compete, businesses are becoming more sophisticated.

It's just the reality. And it's a pro and a con, right? It's the pro is there's way more visibility when people are willing to work with clinics like that we have. The con is that there's more people that are stepping into those roles and are starting businesses there. So there's more competition, but overall, I think it's a great thing for the industry.

And if you want to really be able to grow a business, this is this is something you have to do. You have to have digital marketing. You have to have some variation of ads running. You have to really do a good job of curating a brand through your messaging internally. And if that's something you're looking for, I think Patch is awesome.

We have tons of people in our mastermind that are working with Patch right now. And when I look at their numbers, when they start with you, it's obvious their businesses grow they get more of their time back. They're really happy. So it's a natural, like fit for us to want more of them to work with you.

Cause you're helping them, really just, help more people and get more people involved in their business that are clinicians that they can hire and take away from these high volume clinics, which is ultimately our goal, right? That's what we're just, I've always been about.

So anyway highly recommend Pat's. If you guys want to check it out and go for it, Jeremy, thanks for your time today, man. I know you're a busy guy. You got a lot going on. I really appreciate it. And as always guys, thanks so much for listening [00:34:00] and we'll catch you next time.

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