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Patient acquisition refers to the process by which healthcare providers attract and secure new patients. This process involves various strategies and efforts aimed at increasing the patient base and growing healthcare practice.

It is crucial for healthcare providers as it impacts practice growth and sustainability. It ensures a steady flow of revenue, which is essential for covering operational costs, investing in advanced technologies, and maintaining high-quality care standards.

However, patient acquisition is not a straightforward process. Many healthcare practices struggle with this due to ineffective marketing strategies, poor patient experience, inadequate patient engagement, and other factors. These factors result in negative word-of-mouth and reduced patient retention. This is where healthcare practices need effective strategies to improve patient acquisition.

This blog delves into discussing the top 6 strategies to improve patient acquisition in 2025 and other key aspects of acquiring new patients.

According to a report by Etactics, the average healthcare practice has a growth rate of 45% and a churn rate of 48%.This means that healthcare providers lose patients faster than they welcome new ones.

Why is Patient Acquisition Essential for the Success of Healthcare Organizations?

Healthcare organizations need to focus on patient acquisition for several key reasons, ensuring their long-term success, growth, and ability to deliver quality care. Here are some important points:

Revenue Generation: Patient acquisition directly impacts an organization's revenue. With a larger patient base, healthcare providers can increase their income through medical services, insurance reimbursements, and other related offerings.
Competition: The healthcare market is competitive, and providers must actively attract patients to sustain and grow their operations. If a healthcare provider doesn't prioritize acquiring new patients, competitors will likely capture that demand, leading to a loss of market share.
Sustainability: Ensuring that an organization consistently attracts new patients helps maintain a steady stream of business. This is especially crucial for hospitals, clinics, and private practices, as their operations depend on the volume of patients they see over time.
Building Trust and Loyalty: Once patients are acquired, healthcare providers can focus on developing long-term relationships through excellent care, which encourages loyalty and repeat visits. This word-of-mouth marketing is invaluable in maintaining and growing the patient base.
Patient Education and Engagement: By acquiring new patients, healthcare organizations gain opportunities to educate and engage them in preventive care, wellness programs, and treatment options, which leads to better overall health outcomes.
Improved Service Delivery: Attracting a diverse group of patients helps healthcare organizations assess their service delivery and identify areas for improvement. A broad patient base also enables them to tailor their services to the needs of different demographics.
Technological Integration: With the rise of digital health tools, telemedicine, and online appointment scheduling, healthcare providers are using digital marketing and technology to acquire patients. This allows for more streamlined and efficient processes that can also improve patient satisfaction.
Community Impact: Patient acquisition helps healthcare providers serve a wider segment of the population. In turn, they can contribute positively to the health of their communities by ensuring that people have access to necessary medical care.

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” — Maya Angelou

How to Improve Patient Acquisition: 6 Best Strategies

Here are the best practices you can implement to acquire more patients:

1. Enhance Your Online Presence

Effective online presence is a crucial patient acquisition strategy that makes healthcare practices more accessible and appealing to potential patients. A professional, user-friendly website serves as the foundation for this by providing essential information about services, staff credentials, and contact details. Improving the website for search engines (SEO) ensures it appears in relevant search results, attracting more traffic. Mobile responsiveness is also critical, as many patients use their phones to look for effective healthcare services.

Adding features such as online appointment scheduling and patient portals enhances convenience and engagement. Regularly updating the site with valuable content, such as blogs on health topics and FAQs, demonstrates expertise and keeps visitors returning. A strong online presence builds credibility and trust, ultimately converting website visitors into new patients.

According to a Press Ganey Report, over 50% of today's consumers say they use search engines to find a primary care physician.

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How can healthcare practices boost patient engagement?

Healthcare practices can boost patient engagement by offering personalized communication, utilizing patient portals, and providing telehealth options. Regular follow-ups, educational content, and user-friendly online scheduling enhance accessibility and interaction. Engaging patients through social media and responding to feedback also fosters a more connected and responsive healthcare experience. To learn more about ways to boost patient engagement, read our blog, '8 Ways to Boost Patient Engagement.'

2. Encourage Online Reviews and Testimonials

Online reviews and testimonials are essential strategies to improve patient acquisition as they build trust and credibility among potential patients. Positive reviews on prominent platforms like Google and Yelp influence patient decisions, as many people rely on others' experiences when choosing healthcare providers. Requesting feedback from satisfied patients and providing easy ways to leave reviews increases the volume of positive testimonials. Responding to reviews professionally, whether positive or negative, shows that the practice values patient feedback and is committed to improving services. Displaying these testimonials prominently on the practice's website and social media profiles further reinforces trust. A robust collection of positive reviews can differentiate a healthcare practice from competitors and attract more new patients.

What do Patient Acquisition Specialists do?

Patient Acquisition Specialists in healthcare focus on developing and implementing strategies to attract new patients to medical practices or facilities.

They implement the following strategies to improve patient acquisition:

Analyze market trends, patient demographics, and competitor activities to identify growth opportunities.
Manage digital marketing campaigns and optimize online presence through SEO and social media.
Coordinate patient engagement initiatives.
Measure campaign effectiveness, adjust strategies as needed, and collaborate with internal teams to enhance patient acquisition efforts.

3. Invest in Modern Technology

Investing in advanced technologies is another operationally efficient patient acquisition strategy. It enhances patient acquisition by improving service quality and patient experience. For instance, implementing telemedicine capabilities allows patients to access care conveniently from their homes, which is especially appealing in today's digital age. Online appointment scheduling systems simplify the booking process, reducing barriers to entry and minimizing wait times.

How to Calculate Patient Acquisition Costs in Healthcare?

Calculating Patient Acquisition Cost (PAC) in healthcare involves several steps:

Gather Marketing Expenses: Compile all costs directly related to patient acquisition. This includes expenses for digital marketing campaigns, advertising (online and offline), staff salaries involved in patient acquisition activities, and any other promotional costs.
Determine Acquisition Period: Specify the timeframe over which you want to calculate PAC, such as monthly, quarterly, or annually.
Count New Patients: Determine the number of new patients acquired during the chosen period.
Calculate PAC: Divide the total marketing expenses by the number of new patients acquired.

The formula is:
PAC=Total Marketing Expenses/ Number of New Patients

For example, if you spent $10,000 on marketing monthly and acquired 50 new patients, the PAC would be $10,000 / 50 = $200 per new patient.

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Case Study: How Upperline Health Transformed Patient Acquisition Through Digital Marketing

Upperline Health, a podiatry group operating over 130 clinics, faced challenges in expanding its patient base beyond traditional referrals. Recognizing the need for a robust digital presence to attract new patients, the organization sought to enhance its patient acquisition strategies.

To address this, Upperline Health partnered with Cardinal Digital Marketing, an agency specializing in multi-location patient acquisition. Together, they aimed to refine and scale Upperline's digital marketing efforts, focusing on maintaining low customer acquisition costs while generating high lead volumes. The collaboration involved implementing targeted pay-per-click (PPC) campaigns and optimizing online content to improve search engine visibility. This strategic approach ensured that each clinic could achieve its capacity goals and thrive in a competitive digital landscape.

As a result of this partnership, Upperline Health experienced a significant increase in patient inquiries and appointments, effectively expanding its reach and solidifying its presence in the podiatry field. This case exemplifies how medical practices can successfully leverage external expertise to enhance patient acquisition through digital strategies.

Source: Cardinal Digital Marketing

4. Utilize Email Marketing

Strategic email marketing is one of the best medical practice patient acquisition techniques that effectively engages current and potential patients, enhancing patient acquisition. Regular newsletters with health tips, practice updates, and new service announcements keep a practice top-of-mind. Personalizing emails based on patient preferences and needs makes communication more relevant and engaging. Email campaigns can remind patients of upcoming appointments, reduce no-shows, and encourage preventive care visits.

Special promotions or health packages shared via email can bring new patients and incentivize existing ones to return. By consistently providing valuable content and maintaining an open line of communication, email marketing strengthens patient relationships, encourages loyalty and referrals, and drives patient acquisition.

What is a Patient Acquisition Plan?

A patient acquisition plan in healthcare delineates the roadmap for expanding the patient base. It encompasses strategies to identify and reach out to prospective patients, utilizing various marketing channels and engagement tactics. This plan aims to enhance visibility, improve patient engagement, and measure the effectiveness of acquisition strategies through metrics like conversion rates and patient satisfaction indices.

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5. Form Strategic Partnerships

Forming strategic partnerships with other healthcare providers, local businesses, and community organizations is one of the best strategies to increase patient acquisition. Collaborating with specialists enables comprehensive care and cross-referrals, expanding the patient base. Partnering with local businesses for health and wellness programs increases visibility and attracts new patients. Participation in community events, health fairs, and educational seminars helps build relationships and establish your practice as a trusted health resource.

Additionally, becoming an in-network provider with various insurance companies broadens reach to a larger patient demographic. Strategic partnerships create a network of support and referral sources, building a practice's reputation and boosting patient acquisition through mutual promotion and community engagement.

Patient Acquisition and Retention: Key Differences

5x5 Table

Aspect	Patient Acquisition	Patient Retention
Focus	Bringing in new patients	Maintaining existing patient relationships
Objective	Expand patient base	Enhance patient loyalty and satisfaction
Activities	Marketing campaigns, outreach efforts	Personalized communication, follow-up services
Goal	Convert prospects into patients	Encourage repeat visits and ongoing care
Emphasis	Attracting new patients	Building long-term relationships
Metrics	Number of new patients acquired	patient satisfaction, retention rates
Strategies	SEO, digital marketing, patient referrals	Quality care delivery, patient education
Outcome	Increased patient numbers and revenue	Improved patient loyalty and engagement

6. Adopt Data-Driven Marketing

Adopting data-driven marketing is another strategy that can improve patient acquisition. It targets the right audience with precision and effectiveness and analyzes patient demographics, behaviors, and preferences to develop tailored marketing campaigns that resonate with potential patients. Utilizing data analytics tools helps track the performance of marketing efforts, identifying which channels and messages yield the best results.

Personalizing marketing content based on patient data increases engagement and conversion rates. Targeted advertising on social media and search engines reaches prospective patients actively seeking healthcare services. By continuously monitoring and adjusting patient acquisition tips based on data insights, practices can maximize their marketing efficiency and attract more patients.

Conclusion

Patient acquisition will become increasingly important for healthcare practices as the industry faces growing competition, technological advancements, and changing patient expectations. With more healthcare options available, practices must effectively attract and retain patients to ensure growth and sustainability.

However, these dynamics will challenge practices to stay ahead in digital engagement. They will require a robust online presence and advanced technologies like telemedicine to meet patient demands for convenience and accessibility. Additionally, the rising importance of personalized care will necessitate the adoption of data-driven strategies to tailor services and communications. This is where outsourcing can significantly aid healthcare practices in overcoming the challenges and improving patient acquisition.

At Invensis, we help healthcare practices by offering comprehensive outsourcing solutions tailored to their specific needs. Our experts ensure a strong online presence through SEO optimization and social media engagement and make healthcare practices more visible and attractive to potential patients.

We also handle administrative tasks such as appointment scheduling, billing, and patient communication, streamlining operations and allowing healthcare providers to focus on delivering quality care. Our expertise in handling customer service ensures that your patients receive timely and professional responses, enhancing overall patient satisfaction. Contact us now to achieve all critical aspects of patient acquisition with our revenue cycle management services.

Frequently Asked Questions

1. What are the patient acquisition strategies for healthcare?

Strategies to improve patient acquisition for medical practices include enhancing online presence, leveraging SEO for better visibility, and engaging patients through social media. Additionally, practices can encourage positive online reviews, use email marketing for regular updates, and form strategic partnerships with other healthcare providers and local businesses. Utilizing data-driven marketing techniques as a patient acquisition strategy also helps in targeting specific patient demographics effectively.

2. What are the three patient acquisition tips?

The three primary acquisition tips are organic growth, partnerships, and mergers or acquisitions. Organic growth focuses on expanding the patient base through internal efforts like marketing and service improvements. Partnerships involve collaborating with other healthcare entities for mutual benefits. Mergers or acquisitions refer to joining or purchasing other practices to quickly expand market reach and service offerings.

3. What is patient acquisition meaning?

Patient acquisition is the process of attracting new patients to a healthcare practice. This involves various marketing and outreach efforts, such as online advertising, community engagement, and leveraging patient testimonials. The goal is to increase the practice’s patient base, thereby ensuring sustained growth and stability by consistently bringing in new patients.

4. What is patient acquisition strategy?

A patient acquisition strategy outlines the plan for acquiring new patients or businesses to achieve growth and competitive advantage. In healthcare, this involves identifying target demographics, optimizing marketing efforts, and enhancing service offerings. Strategies to improve patient acquisition focus on expanding market presence, improving patient experience, and leveraging data analytics to make informed decisions and drive sustainable growth.

5. How do you optimize your patient acquisition cost?

You should focus on refining digital marketing efforts to target specific patient demographics efficiently, enhancing conversion rates through personalized communication and streamlined appointment processes to optimize the cost. You should also utilize data analytics to track and optimize campaign performance and evaluate and adjust strategies based on PAC metrics to ensure cost-effective patient acquisition.

Susan Collins

Susan is an experienced revenue cycle management (RCM) professional with extensive writing expertise. She excels at managing complexities effortlessly with a strong background in healthcare billing and reimbursement. Susan's proficiency spans various specialties, consistently providing valuable insights and tailored solutions. She specializes in coding compliance, claims processing, and revenue optimization. As a prominent writer in the RCM space, Susan delivers concise and practical advice, empowering healthcare organizations to confidently navigate the financial aspects of patient care.