Top 6 Ways to Increase Your IME Business by 50%
Physicians who perform IME’s can increase their business 50% by following simple but yet effective marketing techniques. Many IME physicians make the mistake of waiting for clients to call with new business or turning over their “marketing” to their assistant and hoping for the best. This is usually a recipe for marketing failure. Here are some of the techniques that IME physician Stephen Freifeld and I teach during a two day intensive training course HOW TO MARKET AND GROW YOUR IME PRACTICE.
1. UNDERSTAND HOW MUCH A NEW IME CLIENT IS WORTH TO YOU
At first glance this seems very simple. If you get $1,500 for a simple IME & report a new client is worth $1,500 right? Absolutely wrong. How often do you get to give a deposition on these IME’s. What about repeat business and referrals? What about positive word of mouth etc.A nuanced understanding of how much a new IME client is actually worth to you is a starting point for your IME marketing campaign.
2. 24/7/365 MARKETING
If you don’t know what this means you are at a serious disadvantage in marketing your IME services. Each interaction with a new or potentially new client is a tremendous marketing opportunity for you to “market” your services. You need to know how to capitalize on each and every of these numerous cost-effective opportunities.
3. IMPROVING THE QUALITY OF YOUR WORK PRODUCT
After all is said and done effective IME marketing can come down to the quality of your work product. What is the work product when you are performing an IME? Is it your examination, report, interactions with the client, ability to testify well at deposition? The simple answer is yes. To increase your IME business you need to dramatically improve the quality of your work product.
4. YOUR IME NICHE
Do you have an IME niche when performing IME’s. If you do not, you are at a disadvantage when marketing your IME practice. What is a good potential niche or sub-specialty in your IME practice. This needs to be determined so you can obtain high quality referrals in complex and lucrative cases.
5. HOW CAN YOU RAISE YOUR IME PROFILE?
Potential new clients need to know about you, who you are, and what distinguishes you from the other thousands of physicians performing IME’s. You need to be able to reach these clients in a professional cost-effective manner. Speaking, writing, training, blogging etc are just a few of the many available techniques you will want to master and use to raise your IME profile. A raised profile can and will result in a substantial increase in your IME practice.
You can and should use cost-effective advertising to substantially increase your IME practice and revenue. One of the real problems with advertising for IME business if the limited number of places available to effectively market your IME practice. The SEAK IME DIRECTORY www.imedirectory.com is one of only a handful of places that work well to increase your IME business.
Physicians who take marketing their IME practice seriously and treat it as a business are much more likely to substantially increase their IME volume and income. The above are a few techniques that we have found to be effective.
Please visit our SEAK website for upcoming IME Training Workshops.