Archive for Marketing to Aesthetic Patients
Why is the Aesthetic Patient is REALLY in Your Office
Posted by: | CommentsYou want to do everything you can to learn why the new patient is there to see you because here’s a hint: There’s a chance there’s more to their answer then originally stated.
If you and your staff bond with the new patient and let them talk, they may tell you the real reason they are there and the circumstances involved. I guarantee – it’s often not the price but something else you would never know unless they told you and they will only tell you if they feel a connection to you.
Here’s a real life example of a patient coordinator story told to me:
The patient coordinator was told by the new patient during her initial consultation that her hair stylist referred her to Dr. Smith because he was the best and his office was close by. The back story was that the patient learned her husband was going to divorce her so she desperately needed to use up the $20,000 limit on her credit card before he shut the credit card down. This consultation had nothing to do with price, competition, shopping around or negotiations – but you would never know that unless you bond with and make the prospective patient comfortable enough to open up to you.
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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.
Non-Invasive Procedures: How To Stand Out Amongst Competition
Posted by: | CommentsThe secret is: You don’t compete – you differentiate! You make sure your old, current and prospective patients know why you are different, specifically why you are perfect for them. That starts very early on and continues indefinitely. The aesthetic patient is always asking, “Is the price worth the time, money, effort or can I get the same result for less elsewhere?” To keep the, you must show them why they chose you, and show them often.
Since patients buy emotionally and then justify logically, it’s your job to remind them (in subtle ways) you are more qualified, more experienced and more skilled than others. Or perhaps you are faster, offer extended or special hours for appointments, or offer a guarantee. You never want to criticize your competitors, so focus on how you go above and beyond.. Build yourself up so your patients come to the logical conclusion on their own.
How do you build up your image? Print your medical association and hospital affiliation logos on your website, your business card, your letterhead, practice brochure and everywhere else your patients will see it. Be sure they see testimonials from other physicians who sing your praises since that’s super credible to a patient. Go above and beyond your competitors. “Sell” services you can perform that others cannot such as hospital privileges “just in case”.
Better yet, address the issue head on! Write a special report called “5 Things You Should Know About Your Aesthetic Physician” or “The Truth About Injectables” and then write it with a slant that would be only favorable to you. Now offer this special report in your advertising, your promotional materials as well as your Website to attract your preferred patients.
One last note, you have to know who you want to attract. Adding qualifiers to your promotional efforts helps you weed out those patients you don’t want and attract those patients you do want.
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For more Free tips and videos, visit www.CosmeticImageMarketing.com . Catherine Maley, MBA is Author of Your Aesthetic Practice/What Your Patients Are Saying and her firm offers everything you need to succeed in aesthetic medicine. You can call Catherine at (877) 339-8833 or email her at info@CosmeticImageMarketing.com.
Aesthetic Patient Data: The Key To Target Marketing
Posted by: | CommentsYour current patients are always your most effective target market because they already know, like and trust you. And, they are much more apt to respond to your promotional efforts.
The secret to marketing to them effectively is to give them a personalized message they will respond to. How do you do that? The answer is you customize your message based on your records.
For example, tell your Botox patients that other Botox patients also loved the youthful effects they got when adding fillers to smooth wrinkles. Tell your veteran wrinkle filler patients there are new, long-lasting fillers and restructuring fillers available to not only smooth facial wrinkles but to also rebuild the cheek area to give you a mini jowl lift.
Use your records to flag patients who haven’t been in for awhile and offer them a “Welcome Back” gift when they return to you.
For those who came in for a surgical consultation but didn’t book, offer them a very special one-time-only, on-the-fence offer they can’t refuse.
And, lastly, by all means, use your patient data to thank anyone in your database who has referred friends to you They love to be acknowledged, and your appreciation encourages them to refer others.
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For more Free tips and videos, visit www.CosmeticImageMarketing.com . Catherine Maley, MBA is Author of Your Aesthetic Practice/What Your Patients Are Saying and her firm offers everything you need to succeed in aesthetic medicine. You can call Catherine at (877) 339-8833 or email her at info@CosmeticImageMarketing.com.
