In our previous article, we explored how increasing your Average Client Value (ACV) can significantly boost your practice income. [LINK] Today, we’re tackling the second pillar of practice growth: bringing your existing clients back more often. This is often the most overlooked opportunity in natural health practices, yet it’s one of the most straightforward ways to increase your income without finding new clients.
Think about it: if you currently see a client four times per year and increase that to six visits, you’ve achieved a 50% increase in appointments from that client. Multiply this across your entire client base, and the impact becomes substantial. The beauty of frequency-focused strategies is that they work with clients who already know, like, and trust you.
The Clinical Foundation First
Before diving into systems, let’s address the elephant in the room: increased frequency must always serve your clients’ best interests. As natural health practitioners, our role is to support genuine healing journeys, not simply book more appointments. The strategies we’ll discuss should enhance client outcomes whilst building sustainable practices.
The good news? When clients receive consistent, appropriate care, they typically experience better results, which naturally leads to stronger therapeutic relationships and more referrals. It’s a win-win scenario when done thoughtfully.
At-Appointment Booking: Your Most Powerful Tool
The single most effective strategy is booking the next appointment before your client leaves. This sounds obvious, yet many practitioners skip this step, especially when they’re busy or running late.
Create a simple habit: as you’re wrapping up each session, discuss the recommended timeframe for their next visit and book it immediately. Don’t assume they’ll call later—they won’t. Life gets busy, symptoms improve temporarily, and good intentions fade.
For solo practitioners, consider phrases like: “Based on what we’ve addressed today, I’d recommend seeing you again in two weeks. Shall we get that booked now while you’re here?” This approach removes friction and significantly improves compliance.
Automated Reminder Systems
Technology can be your greatest ally here, especially when you’re managing everything yourself. Most practice management software offers automated reminder features, but you can start simple:
SMS reminders: Set up automated texts 24-48 hours before appointments, and include a gentle prompt about booking follow-ups.
Email sequences: Create template emails that go out after specific milestones—perhaps after their third visit, suggesting a maintenance schedule, or seasonal reminders for clients who benefit from regular support.
Booking links: Include easy online booking links in all communications, making it effortless for clients to schedule their next appointment.
Treatment Plans and Care Packages
Rather than booking appointments individually, consider presenting structured treatment plans. This shifts the conversation from “Do you want another appointment?” to “Here’s your recommended healing journey.”
For example, you might offer:
- Initial intensive phase: Three sessions over four weeks
- Stabilisation phase: Monthly check-ins for three months
- Maintenance programme: Quarterly wellness visits
Package these as care programmes rather than just multiple appointments. clients appreciate having a clear roadmap, and you benefit from improved commitment and cash flow.
The Follow-Up Call Strategy
A simple phone call 3-7 days after treatment can work wonders. This isn’t about selling—it’s about checking in on their progress and addressing any concerns. Often, clients have questions after they’ve left, and this touchpoint provides tremendous value.
During these calls, you can naturally assess whether they’re ready for their next session or if adjustments to their care plan are needed. Many practitioners find that clients often book additional appointments during these conversations.
Seasonal and Lifecycle Reminders
Set up simple systems to reach out based on:
- Seasonal patterns: Many conditions flare during specific seasons eg summer heat or winter chill
- Life events: Stress-related appointments around holidays, exams, or known life changes
- Anniversaries: Annual check-ins for clients who’ve completed programmes
Create template messages for each scenario and schedule them in advance. Your practice software likely has these capabilities, or you can use simple calendar reminders.
Educational Touchpoints
Regular educational content keeps you top-of-mind whilst providing genuine value. This could be:
- Monthly newsletters with health tips relevant to your clients’ conditions
- Social media posts that prompt clients to consider their wellness needs
- Simple blog posts addressing common questions
The goal isn’t to overwhelm busy clients with constant communication, but to provide occasional, valuable touchpoints that remind them of their health goals.
Make Rebooking Irresistible
Consider offering small incentives for immediate rebooking:
- Early bird pricing: Slight discounts for booking next appointments before leaving
- Package deals: Better per-session rates when booking multiple appointments
- Priority booking times: special times in your calendar kept for regular clients
Keep these straightforward—complexity defeats the purpose for solo practitioners.
Bringing It All Together
The key to increasing visit frequency lies in creating simple, sustainable systems rather than relying on your memory or good intentions. Start with booking next appointments during current visits, add one automated reminder system, and gradually build from there.
Remember, this approach works best when combined with your improved ACV strategies. Higher-value clients who visit more frequently create the foundation for a thriving, sustainable natural health practice.
The goal isn’t to overwhelm yourself with complex systems, but to create gentle, automated nudges that keep your clients engaged with their health journey—and naturally lead them back to your practice door.
