“Patient Visit Average” (PVA)
…a Chiropractic term to describe how many visits the average patient stays and pays in the short term. (weeks to months)
In most Chiropractic circles, the higher the “PVA” is, the better… a sign of a doctor that is really good at selling care.
But there is a dark side to high “PVA” practices.
They play the numbers game…. Get a lot in, “close” some.
Certainly you can make a buck doing this but over time, your practice will not get many referrals and your procurement costs will go up and up.
Additionally, over time, you, your practice, and your reputation will degrade.
Stress will rise.
Profits will fall.
The key is to create a practice that attracts and maintains patients, relationships, and attention.
When you do that, more patients come back.
More patients refer others.
You end up with virtually no competition—a “Blue Ocean Strategy” (read the book).
So from now on, think “Lifetime Value”… not “PVA”.
Lifetime value includes all the referrals that come from a patient who gets what they want… not what you want them to want.
This could be one visit or a dozen.
Whatever it takes to get them out of pain and out of your office.
…because THAT’S what they want and THAT’S how you maximize Lifetime Value AND PROFITS.
So if you are not a ChiroTrust member, take “The Pledge”.
( JoinChiroTrust.com )
…and if you are one, feel free to print “The Pledge” and your ChiroTrust blog address on your business cards and use the “DomeTag” that we sent you.
