The Patient Acquisition Funnel
Awareness
SEO, ads, content, referrals → visitor
Conversion
Website, forms, calls → lead captured
Nurture
Follow-up sequences → appointment booked
Retention
Recall, reviews, referrals → lifetime value
FAQs
How do I get more new patients?
Build a system with three components: visibility (SEO, ads, referrals), conversion (optimized website, fast response), and nurturing (follow-up for leads who don't book immediately). Most practices focus only on visibility and lose patients at the conversion stage.
What is patient acquisition cost?
Patient acquisition cost (PAC) is total marketing spend divided by new patients acquired. Average PAC varies by specialty: $200-$500 for primary care, $500-$1,500 for specialists, $1,000-$3,000 for elective procedures. Track PAC monthly and compare to patient lifetime value.
How do I reduce patient no-shows?
Implement multi-touch reminders: text at 48 hours, email at 24 hours, text at 2 hours. Add easy reschedule links. Collect a small booking deposit for elective procedures. Practices using automated reminders see 30-50% reduction in no-shows.