Course 11: Chutzpah Gold Mining: Database Harvesting

In this course we are going to look at the technique of using your customer information wisely. I begin with the assumption that your present and past clients respect your work, trust your opinion, and like you as a person. If this is true, you have a gold mine that is waiting to be harvested.

A customer is a valuable commodity. You spent a lot of money to open your practice and to generate your first client. (Not counting the cost of your education, internship, and licensing.) The vast majority of professionals I work with do not keep contact with their patients after their treatment is over. I think it is because most professionals assume once a patient, always a patient. Unfortunately, this is not a fact. The truth is, loyal patronage has to be cultivated, and you have to show former patients how to refer clients to you.