Catherine Maley, MBA - Attract More Patients and Profit» Catherine Maley Cosmetic Marketing Expert features on Aesthetic Marketing

Do You Want Fries With That?

Catherine — Mon, 28 Jun 2010 14:59:52 +0000

Catherine shares a simple, proven method to increase your revenues per patient without ‘selling’ or making them uncomfortable. See how you can learn from corporate giants to give your patients what they want while you increase revenues.

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Get Your FREE Marketing Checklist on www.CosmeticImageMarketing.com and see how you compare to top aesthetic practices. Catherine’s firm specializes in attracting cash-paying patients to a medical practice using PR, advertising and creative marketing strategies. Catherine can also be reached at (877) 339-8833.

Get People To View Your Website (Part 6 of 6)

Catherine — Fri, 18 Jun 2010 15:55:34 +0000

You website is more than just an information page. The more detail you can provide the better, and this section talks about the importance of using email marketing. It includes how to collect emails painlessly, and incorporate your website into events, newsletters, and other marketing materials. It also includes examples on how to choose special offers, how often to email, and more.

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Get People To View Your Website (Part 5 of 6)

Catherine — Wed, 09 Jun 2010 15:51:15 +0000

An important part of getting people to your website is SEO, or getting your site to show up on Google towards the top of the page. Catherine shares easy, cheap way to increase your ranking. That way, when patients are looking for a great aesthetic practice in your area, you will show up first. Then, when your patients get to your site, how do you keep them there? There is no point in having a web site if it scares your potential patients away, or doesn’t give them what they want.

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Get People To View Your Website (Part 4 of 6)

Catherine — Mon, 31 May 2010 15:48:53 +0000

Your patient wants to learn all about you on your website. Catherine shows you how you can share your practice, your experience, and your services with the patient online so they are compelled to call or email for more information.

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Get People To View Your Website (Part 3 of 6)

Catherine — Wed, 19 May 2010 15:59:15 +0000

There are other sites online that can give you access to potential patients. Catherine covers how to decide on which doctor directories to use, and how to incorporate sites like YouTube, Yelp, and other media sites to work in your advantage. She covers how to use keywords, where to post various content, and why.

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Email Marketing To The Aesthetic Patient

Catherine — Thu, 13 May 2010 15:24:48 +0000

Email marketing is a fantastic way to keep in touch with your patients. It’s quick, easy and best of all – cheap. But beware! Email marketing is not as easy as it looks. You not only need really good copy to make it appealing to your audience, you also need technical coding and know-how to get it through today’s company fire walls and SPAM filters. That means you need permission from your patients to send email and you preferably want their personal email address. You then need to work with someone who specializes in html coding so they can prepare the email to be read by different email services, on different computer processors and in different resolutions.

Even when you do everything right, the average open rate of an email is only 15-20%. So while email is a great medium, it’s only one way to keep in touch. Don’t count on it as the only medium to use to communicate with your patients. You still need hard copy communications to get through to your patients.

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Get Your FREE Marketing Checklist on www.CosmeticImageMarketing.com and see how you compare to top aesthetic practices. Catherine’s firm specializes in attracting cash-paying patients to a medical practice using PR, advertising and creative marketing strategies. Catherine can also be reached at (877) 339-8833.

Utilizing Your Database for Effective Marketing

Catherine — Tue, 11 May 2010 15:21:40 +0000

Your database is the holy grail of sales leads for you. The patients who already know, like and trust you are much more apt to respond to your promotional efforts so always start with them. However, do it strategically.

To be truly effective, you need:

-The right message
-Going to the right patient
-Using the right media channel

It’s called target messaging and here’s an example. You want to promote your fractional skin rejuvenation laser, but how? First, you treat the perfect patient with it and that would be a female in her 40-50’s with skin damage and aging skin concerns. Now have her provide you with a testimonial and permission to use her before/after pictures in your promotional materials. Now, send out a patient letter that includes her testimonial and pictures to other females in their 40-50’s who also most likely have skin damage and aging skin concerns. That is a super targeted message going to the right patient using the most effective media channel. In marketing we have a saying, “The Riches are in the Niches” and it’s as true in aesthetic medicine as in any other industry. Today’s consumers want something just for them.

Get People To View Your Website (Part 2 of 6)

Catherine — Mon, 10 May 2010 15:50:19 +0000

Google adwords. Do you use them, or not? How do you know whether it works or not? It doesn’t have to be a mystery, and this short video gives you a plan on how to use Google adwords to your advantage without being married to the strategy forever. She includes other tools on how to get found on the internet beyond your own site and Google.

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Effective Patient Follow Up

Catherine — Thu, 06 May 2010 15:19:43 +0000

If you have spent the time to bond with the patient and truly listen to them, they’ll tell you what they think, how they feel and where they’re at in the buying decision. It’s when you haven’t built a relationship with the patient that you feel like you’re chasing them down for an answer.

If the patient tells you they have to “think about it”, try to think with them. Ask what their sticking points are so you can address them. Then, ask if there’s anything else since it often takes a couple of questions to get to the real objection.

If that doesn’t help, set up a follow up day and time now, while they are sitting in front of you, so they expect your call.

Another follow-up idea that works well is to leave out one important point from your consultation with the patient so you can follow-up and let them know you forgot to tell them something. This could be just what they needed to jump off the fence.

Effectiveness Of Print Ads from Your Local Plastic Surgery Society

Catherine — Tue, 04 May 2010 15:16:23 +0000

From the ads I typically see from the medical societies, my overall opinion is that they are not effective. These types of “branding” ads tell the reader why you’re the right choice. Hence, the problem. It’s all about you and not the patient!

The patient only cares to learn about solutions to their problems and what’s new in aesthetic enhancement. For now, they just want to know more about what they can do about something that bothers them. Later they’ll want to know more about you – after you have educated them on the possibilities.

So, while I realize the intent is to forewarn the patients to stick to the board-certified specialists, you’ll get a much better response by answering the patient’s question, “What’s in it for me?” before diving in to why you are the best choice.