1. MARKETING LASER THERAPY

2. Objectives – Improve Practice Revenue – Find New Patients
– Grow Your Practice

3. Planning
Self Analysis Who are you? What do you do? Why are you good at it? Where are you? What do I need to do next? Practice Analysis Understanding your demographic Brand Reputation: Rethinking Your Strategy for the Future Quality of Product Know Future Trends Value Proposition: What's Yours? When was the last time your Company conducted a "Brand Audit"?

4. Reimbursement Options
Billing Codes
Cashed Based Service

5. Billing Codes
97039: Attended Modality, Unspecified This is a code that is also being used to bill for attended modalities. The problem with the code is that, being unspecified, it can be rejected by some insurance carriers or hand audited, and will need to be resubmitted. Make sure you have a one-page description of the treatment if a carrier wants more information. Use of the code requires that you attach to your claim form a definition of what device you are using and an explanation of what a Laser device does. This means submitting a paper claim with an attachment, which slows down your reimbursement. Note: The Relative Value Unit (RVU), used in pricing services, on the code is only .31 Using along with the modifier–KF tells the payer that it is a “level 3 Medical Device” that you are using : Attended infrared therapy or 97039: Attended laser therapy 97139: Unlisted Therapeutic Procedure One-on-One. The strength of the code is that it tells the insurance carrier that the doctor is spending direct treatment time with the patient. The weakness of the code is that an unlisted procedure is more likely to be closely inspected by an insurance carrier : Photonic Stimulation: Constant attendance 97026: Infrared This code is for infrared light therapy. The problem with this code is that it is a code for a heat lamp. Thus, reimbursement can be quite low, although for some practitioners, Medicare reimburses it. To improve reimbursement, try listing it as an attended modality or adding a –22 or an “unusual procedural services.” Three ways these codes can be used: 97026: Attended photonic stimulation 97026: Attended infrared light therapy : Attended infrared therapy *

6. Ideal Cash Based Business
Patients are willing to pay for results. In comparison to other treatment modalities, Laser Therapy offers: Quick Treatment Most treatments take 3 – 12 minutes. Painless There is no pain with a laser therapy treatment. Positive Experience Most patients experience a “soothing warmth sensation”. No messy gels are required No complex wires or harness are used Affordable Whether included as a bundled service or as a stand alone treatment, laser therapy is affordable High Compliance Patients are motivated to return for additional treatments when they experience pain relief and recovery Future Patients are more likely to return in the future, when they experience new or recurring injuries or pain Referrals Happy patients like to refer their family and friends

7. Treatment Plans
Treatment Plans Determine a Treatment Plan and if it is a relief program or corrective care program. Patient Progress Determine what method you're going to use to measure patient progress, so you can determine when the problem has been corrected.

8. Bundled Service Program
Bundled Service Program Laser therapy is added into a current Treatment Program, combining it with other modalities and services.
In this option, laser therapy is not listed as a separate itemized fee, and the current Treatment Program
Fee Schedule does not change.
The actual costs for providing the laser and treatment are absorbed into the overall Treatment Program.
The benefit with this option is that the patient will receive increased clinical outcomes, and have a greater overall experience and satisfaction rating with the practice.
Bundled Service Program and Super Bill Laser therapy is added into a current Treatment Program, combining it with other modalities and services.
In this option, laser therapy is listed as a separate itemized fee, and the current Treatment
Program Fee Schedule is changed to reflect this.
This can be added as an additional service and fee.
It can also be a replacement for another service and fee, for example ultrasound therapy.

9. Individual Service Program
Individual Service Program Laser Therapy is offered as a stand-alone service program. Recommended fees vary from geographic area to another; ranging from $20-$150 per laser treatment, with the average fee being charged $40 - $75. One approach is to charge the typical “co-pay fee” or an “office visit fee” for the prevailing area. Individual Service Program with Care Plan Laser Therapy is offered as a stand-alone service program in a bundled service Program. Examples: Acute Care Plan – 6 Treatment $60 per treatment = $360 total cost Chronic Care Plan – 12 Treatment $60 per treatment = $720 total cost

10. Incentive Plans
It is recommended to offer some type of incentives. Examples: Acute Care Plan – Get 1 Free Laser Treatment (save $60) with package 6 Treatment $60 per treatment = $300 total cost Chronic Care Plan – Get 2 Free Laser Treatments (save $120) with package 12 Treatment $60 per treatment = $600 total cost Incentive Options Family Plan Offer a family Plan where the first person pays the regular fees, but other family members receive a discount off their laser treatments. (Example – 25%) New Patients Provide a coupon good for “One Free Laser Therapy Treatment” Refer a Friend Refer a Friend and get a coupon good for “One Free Laser Therapy Treatment”

11. Marketing Activities
In office Free Laser Day On selected days during the month, provide the opportunity for a free laser treatment to current patients. Place a poster in the front office for the day “Ask about Laser Therapy” Education Night on Laser Therapy Plan a night devoted to laser therapy. Provide an educational presentation, offer refreshments and one FREE Laser therapy session. Create special flyers announcing the event and give one/mail one to all of your existing and inactive patients. Targeted Markets and Messages Identify specific target markets and the message to reach that market. Examples: Golfers – Advertise in local golf newsletters. Runners – Place flyers at running stores; and participate as a Sponsor at running events.

12. Online Marketing
Competitive Website One Website vs. Several SEO Campaigns Use Effective QR Codes Use Video to Increase Site Conversions A Good Blog Gives a Business Credibility Backlinks Web Video Step Up Your Customer Service with Social Media Facebook Advertising Facebook Timeline – What it Means for your Business Trade Publication Placement YouTube LinkedIn Pinterest

13. Marketing Strategies
Effective Print Advertising: a good Ad is one that is Written and Designed to Emotionally Connect with its Target Audience (i.e. A Picture is worth a Thousand Words) Marketing Collateral – Create Buzz with Giveaways and Contests Effective CRM Software Call Tracking: Why Tracking is Essential for Every Marketing Campaign Good Receptionist (Good first Impression); Effective Telephone Skills Customer Surveys Customer Referrals Comparisons to Other Markets (More in Common than You Think) Direct Response vs. Seminar Advertising Create Urgency in your Marketing Effective Television Buy