What is the best way to grow your practice?
SEO, PPC, Facebook Ads, Mobile Marketing, Reviews, Referral Systems, …?
The list seems to be endless, and many doctors are getting overwhelmed. And this leads to ONE of the two following outcomes:
- You don’t do anything (because you’re confused about the “best” way to grow your practice
- You do everything and chase every shiny object – buying into the hype and false promises of slick marketers who just try to sell you the latest gimmick.
Looking at these options it seems that you can’t win… or can you?
Yes, you can!
The first step is to get off the hamster wheel, take a deep breath and take a look at your practice from the outside.
Because once you start looking at your practice (and all your marketing efforts) from a 10,000 foot view, you will discover that in fact there are only 5 ways to grow your practice:
- Number of calls
Obviously, this is one of the most important ways to grow your practice. If your phone doesn’t ring, you won’t get any appointments, consultations and procedures. But as you will see, busy phone lines are not necessarily a guarantee for profits.
- Number of appointments
How well does your receptionist convert callers into appointments? It’s great if your phone is ringing off the hook, but if your receptionist doesn’t convert these callers into appointments, it doesn’t really matter. Your receptionist’s conversion rate will have a dramatic impact on your bottom line. Therefore, it’s important to keep an eye on THIS part of your practice.
- Number of consultations
How many of the prospective patients who booked an appointment are actually showing up? You and your patient coordinator block time for a consultation, and if your prospects are not showing up for their appointments, your valuable time is wasted. Therefore, it’s important to have systems in place that remind your prospects to show up for their appointments.
- Number of procedures
How well do you and your patient care coordinator convert consultations into procedures? Everything that happened until this point is just “pre-marketing”. You don’t get paid for consultations. You only get paid if you can successfully convert a consultation into a paid procedure. Therefore, THIS step has the biggest impact on your bottom line. The better you convert consultations into procedures, the more money you’ll make.
- How often do your patients return?
You might have heard that it is 10x easier to sell to an existing patient than to attract a new patient. And the best: It costs only a fraction to convince an existing patient to come back to for another procedure. Having “patient retention systems” in place will dramatically reduce your marketing cost and therefore increase your profits.
As you can see, making the phone ring is only PART of running a profitable aesthetic practice. However, most marketing focuses on THAT aspect of the business only. But if you have holes in your process and don’t convert callers into appointments, or consultations into procedures, then all the calls you receive are worthless.
Surprisingly, most doctors don’t even know these metrics!
However, a comprehensive Patient Attraction AND Conversion Blueprint is essential if you want to take your practice to the next level.
Do YOU know your numbers?
Do YOU know what area you need to focus on to take your business to the next level?
If you need help with this, let’s schedule a FREE 30 minute consultation, and I’ll show you how to get these numbers and what exactly you can do to increase your profits by 20% within only 12 weeks.
She is a business/marketing consultant to plastic surgeons. She speaks at medical conferences all over the world on cash practice building and trains staff to be converting rock stars. | View Author Profile | Get a Free Copy of her popular book, Your Aesthetic Practice: What Your Patients Are Saying