There are a wide variety of reasons medical patients avoid appointments, but they all come down to one factor: convenience. Patients who cancel due to transportation issues, work conflicts, financial concerns, or a lack of willingness to deal with the long wait times are all saying that in-office visits are too inconvenient.
Thankfully, the rise of telehealth provides an alternative to inconvenient office visits. By giving their patients telehealth as an alternative, doctors and other medical professionals can help patients to keep appointments and experience better treatment outcomes. But to see the biggest impact from telehealth, healthcare providers must employ smart strategies to expand their telehealth client base.
“For healthcare providers transitioning from in-person to virtual consultations, it’s essential to understand that attracting new telehealth clients requires a different approach,” says Josh Thompson, CEO of Impact Health USA and Impact Health University. “When pivoting to telehealth, recognize that the reasons clients sought in-person services might differ from why they’ll choose virtual consultations. Assess your niche and practice area to identify clients who would particularly benefit from telehealth, including those you haven’t previously engaged with.”
Thompson brings an innovative vision to the healthcare space that enhances the capabilities providers have to deliver comprehensive and convenient care. The Impact Health USA platform he pioneered empowers entrepreneurs to launch businesses that connect healthcare professionals with patients who can benefit from telehealth. The platform now offers primary care, mental health support, and obesity medications in all 50 US states.
Identify ideal telehealth patients
Telehealth has redefined the healthcare experience by allowing patients to experience care in the comfort of their home. For many patients, it is an alternative that takes away the challenges associated with accessing healthcare. As providers identify those who can most benefit from telehealth’s increased accessibility, they will be able to effectively expand their telehealth client base.
“Telehealth is particularly beneficial for clients who face challenges such as home responsibilities that hinder travel, dependence on public transportation, budget constraints, and anxiety about in-person appointments,” Thompson says. “It also serves situations with patients who have a need for sharing resources like videos or worksheets during consultations.”
Thompson also points to those living in remote areas as ideal candidates for telehealth. According to the US Department of Health and Human Services, the 20 percent of Americans who live in rural areas have limited access to timely health services while also having greater healthcare needs. Providers who serve rural areas could find their more remote patients are excellent candidates for telehealth services.
Develop compelling promotional messages
As providers seek to expand their telehealth client base, they face the challenge of encouraging patients to embrace a concept that is new and potentially confusing. Telehealth visits soared during the Covid-19 pandemic, but the platforms used to facilitate them were often rudimentary. Patients whose only experience with telehealth occurred during the pandemic will need a better understanding of the benefits of today’s advanced telehealth platforms.
“For many, telehealth is a new concept,” Thompson shares. “Clearly explain how your services work through simple website descriptions, informative handouts, or explanatory videos. Address potential concerns about the technology, personalization, and effectiveness. Use client testimonials to demonstrate the positive impact of your virtual services.”
Highlighting the convenience telehealth brings to healthcare is one key to crafting compelling messages. Messages that illustrate the efficiency of telehealth will resonate with those who feel traditional care has become too time-consuming.
“Craft messages that address your client’s pain points,” Thompson advises. “For instance, transform a message from ‘Controlling diabetes while enjoying life’ to ‘Efficiently manage diabetes with our convenient, no-travel virtual consultations.’ This approach addresses client needs directly and highlights the practical advantages of telehealth, making your services more appealing and accessible to those seeking effective healthcare solutions from the comfort of their homes.”
Explaining the advanced features telehealth technology provides can also help providers connect with the right candidates. For example, today’s telehealth tools allow patients to easily exchange health metrics and track health goals, which can be very valuable for patients managing chronic conditions.
Overall, providers must accept that telehealth growth will not happen organically. They must invest time in developing and sharing messages that help patients understand what telehealth is and how it can help them with their health goals.
“Tap into your existing client base by reaching out to current and former clients,” Thompson encourages. “Inform them about your new telehealth services, highlighting the convenience and benefits tailored to their needs. Personalized communication can reignite interest among previous clients and strengthen loyalty with current ones, effectively expanding your telehealth practice through familiar and trusted connections.”