Archive for Successful Strategies
Guarantee Surgery – Wha-Wha-WHAT???
Posted by: | CommentsThere’s a pretty good chance you don’t guarantee your surgeries so please hear me out.
Consumers in general are skeptical. Patients are even more so since they want to know they’ll get a good result and they won’t have buyer’s remorse. They don’t know whom to trust and often have a tough decision to make between several practices. So how can you stand out?
Offer something your competitors don’t and watch your conversions grow. Offer a guarantee they will be happy with their result or you’ll throw in a revision for up to one year. However, put parameters around it. They must adhere to your directions, show up for their appointments and agree to communicate.
You probably do this anyway if a patient is unhappy so offer it up front to take away their fear of making a mistake by going with you versus someone else. And it tells your prospective patient you’re confident in your ability and that builds their trust in you.
So even if 1 out of 100 take advantage of it and you lose a little money, you’ll get 10x more conversions and 10x more profits by offering something unique. Try it!
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Your Loyal Fans
Posted by: | CommentsI’m sure you’ve heard that 80% of your profits come from 20% of your patients. It’s called the Pareto Principle and it works just as well today as it did decades ago. You want to learn who your top 20% of preferred patients are because they will be the ambassadors of your practice as well a great revenue stream with limited effort.
Go through your database and look for those who have spent more with you, visited most frequently, referred more patients than others or who are very connected in the community. Now you want to put a “fence” around them to keep them happy, loyal, returning and referring. How do you that?
You make them part of your exclusive VIP Club. That means they get extra perks that others don’t (until they, too, prove themselves worthy of your Club). Give them an official VIP card that allows them things like: last-minute Botox appointments, free makeover after every treatment so they can go right back to their everyday activities, free monthly peel, you have many options.
The point is you want them to feel very special because they are part of your inner circle. I promise they will brag to their friends about this VIP treatment and their friends will want to know how to become part of your “private club”. This club is very similar to the airline frequent flyer clubs. You have a much different flying experience when you are part of the club – you get on first, there’s plenty of room for your luggage, you get much more leg room, and so on. It’s a different industry, but the same concepts apply. People like to be treated special and will invest in that feeling.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Build on Your Successes
Posted by: | CommentsThe fastest and easiest way to increase your revenues is to replicate your successes again and again.
Go through your database and study your accounts receivable carefully. You’ll see certain pockets of positive results that you can get more of, if you simply put some effort into promoting them. The point is to play off your home runs to then get more of them.
Look for trends. Which are your most popular procedures performed? Which procedures are the most profitable (taking into account how much of your own time is involved)?
Study your patient demographics. You will see trends in age, gender, marital status, home ownership, children, education level, occupation and income. You’re not judging these folks. You’re simply learning the type of patient who is most likely to be attracted to you for certain procedures.
By the way, if you don’t like the trends you come up with, you need to change your marketing to attract who you do want as your preferred patient.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Good Job Cross-Promoting Aesthetic Services
Posted by: | CommentsI recently had a Botox and wrinkle filler session with a plastic surgeon. He was great and I looked better, so all was well. But, that evening I did develop some bruising – that didn’t really surprise me, but what did surprise me was an email I got minutes later. His nurse, whom I met briefly while I was there, emailed me and offered to do a quick laser procedure to help minimize my bruising if I had any. How great is that? I called her and ran back in for my little laser procedure and my bruising is significantly better. Now I know about her and her laser procedures – and I plan on going back for more! What a great way to show you care and promote ALL of your aesthetic services.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Are Fickle Aesthetic Patients Driving You Crazy?
Posted by: | CommentsNo shows? Looky-Loos? Price Shoppers? What’s happened to aesthetic patients?
Boy, have times changed. Aesthetic patients today are looking around, shopping around, hanging around and not saying YES like they used to. Why?
A big reason is because the supply and demand has changed dramatically. Years ago, you had one or two choices; now you have hundreds. That means the patients are in the driver seat because they have a plethora of suppliers to choose from.
So, what are you to do? The fastest, easiest and cheapest thing for you to fight this “fickle patient syndrome” do is to KEEP the patients who somehow found their way to you. Treat them well by staying on time, being nice to them and giving them a good result.
Do NOT let these valuable patients wander off to your competitor because then you’ll need to spend even more time, money and effort trying to attract another one.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Here’s a Stock Tip for You…
Posted by: | CommentsI’ve gotten several emails today from the top investment groups who have my money and they are telling me to sit tight, don’t worry, blah, blah. Apparently, things are not going well with the government debt level and there is much un-ease.
But it just dawned on me that the best investment you can make is the one that you can control, isn’t that right? So, here’s my stock tip –
Invest in your practice, your patients, your staff and watch your investment grow. Put your resources towards profit-producing activities such as:
- Spruce up your office for a better patient experience
- Train your staff continually so they promote you professionally
- Learn the most effective patient-attraction strategies working now
- Build better relationships with your patients so they return and refer
Frankly, investing in continual improvement in your own practice and your processes is a sure fire investment that will give you big returns now and when you’re ready to exit.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Actions Speak Louder than Words
Posted by: | CommentsWhenever I consult with physicians, they inevitably tell me, “I just want to make my patients happy.” Then I ask them what they are doing to make them happy. I’m told they give them a good result, their staff calls to follow up if they had surgery, they send out email blasts periodically and that’s about it.
But let me ask you this: Would you have your staff call your spouse to see how they’re doing? You wouldn’t? Why not? Because it’s impersonal, right? You have a relationship with your spouse and you need to keep in touch personally.
Same thing with your big-ticket patients. If you want them to return and refer, they have to feel cared for and cared about. If you go the extra mile, that builds mounds of patient loyalty because they’ll remember and tell their friends how caring you are. Take a minute to:
- Make the initial post-op call to check in on your surgical patient
- Send birthday and holiday wishes to your patients
- Write a thank you note to your patient who referred their friend
- Stop by to say hello when your patient is in with your aesthetician
Show you care, because actions really do speak louder than words.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Let’s Make a Deal
Posted by: | CommentsDo you ever feel like you’re playing “Let’s Make a Deal” with aesthetic patients?
Thanks to popular coupon discount sites, today’s aesthetic patients are quickly becoming price shoppers. They’ve come to expect getting a deal just to get to know you. That trend is here to stay for the foreseeable future, so how are you going to deal with it?
The problem with the discount tactic is that a prospective patient who comes to you for price will leave you for price, so it’s nearly impossible to build a loyal following with this approach.
You probably think you’ll convert these frugal friends into loyal patients but most likely, they’re after a deal and will just clog up your phones and your schedule… and NOT convert.
A better long-term strategy (not short-term tactic) is to build a practice database of loyal patients who know how great you are, trust that you are the best, are glad to pay a fair price for your skills and expertise, and who rave about you to their friends.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Consult with a Stranger vs. A Current Patient
Posted by: | CommentsHow different is the mood and feel of your surgical consultation with a referred or current patient versus a total stranger coming to you from the internet or from advertising?
Don’t you feel like you’re working harder to bond with them and “sell yourself,” because you know you’re being judged, since they don’t know you from Adam?
One of my surgeons said to me after two of those new-patient consultations he’s ready for a nap, because he’s exerted so much energy.
On the other hand, how smooth and relaxed is it when you’re consulting with either a current patient who’s ready for more or the friend they referred to you? Isn’t it a nicer two-way conversation with no pressure when you two are talking, the patient is open and looking at you, smiling and nodding yes? And aren’t your conversions better as well?
That’s how it should always be…
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
What Do Bad Phones Cost You and Your Bottom Line?
Posted by: | Comments
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
