There are 3 easier ways to increase aesthetic revenues and they don’t cost a fortune.
The first thing you think of to increase your aesthetic revenues might be to increase the number of patients coming to your practice, right?
But that poses a challenge…
Where do you put your advertising budget? Is it better to invest in PPC, Organic SEO, FB Ads, and Directories?
And let’s say your advertising is getting you leads. The next challenge is converting them.
Are they serious or price-shopping? Do they have the money or good enough credit?
These challenges take up a ton of you and your staff’s time and mental capacity.
And while it’s necessary, there are easier ways to go about it.
Here are 3 “easier” ways to increase revenues:
There is a saying that goes, “The Second Sale is Always Easier” and it’s true for our industry as well.
Once you have spent the time, money and effort attracting a patient to you, it takes minimal effort to keep them. Here’s how:
Increase the # of times your patients return to you
While there are vendor loyalty programs available, they can be complicated for the patients and the staff to figure out so here’s another idea.
Have your own program that is super easy for everyone to understand. Give each patient a simple customized card that gives them increased savings each time they visit. On their 4th visit, that card is used up so they get a new one. Easy Breezy!
Increase the amount they spend at each visit
I call this, “Do you want fries with that?”. A majority of your patients don’t look at you as a retail outlet so they spend hundreds and thousands of dollars per year at the department store cosmetic counters or Sephora and Ulta because they don’t know better.
But rather than pressure them into buying your products, make it easy and comfortable for them to choose to buy your products on their own. For example,
Use your products on them during their treatments.
Offer a beauty bar where they can sample your products.
Have a bowl of skin care samples at the check-out counter so when they have their wallet out, it’s the perfect time to ask:
Did you want to add a sunscreen to your visit today? Or
Do you need any skin care product refills today? Or
Did you need a quick gift? While pointing to your eye-catching gift display.
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A Complete Guide to Understanding Your Aesthetic Patient and Growing Your Aesthetic Practice. Catherine Maley, MBA went straight to the aesthetic patient to get the answers you need to succeed with your patients.
Each of your patients have, on average, a circle of 150-250 people they know (family, friends, neighbors, colleagues, gym buddies and so on).
Make it easy for them to talk about you AND refer you to them.
Have customized business-sized “Get To Know Us” cards printed with a special offer to experience your services for the first time.
These cards should be distributed everywhere possible:
On your checkout counter
On checkout counters of your alliances
In nearby gyms, salons, retail shops
Mailed to your current patients to pass along, and so on.
However, due to fee-splitting laws, you cannot tie a cash reward your patients get for referring new patients to you but you can thank them profusely 😉
BUT…..Don’t Bother Doing the Above Until You Read This:
No matter how many creative strategies you come up with, nothing beats customer service for patient satisfaction, retention, referrals and 5-star reviews.
Cosmetic patients with credit cards want to feel cared for and cared about.
I am still surprised how often I spend thousands of dollars on injectables or lasers and never hear a peep out of anyone afterwards.
Nobody checks in to see how I’m doing. It makes me feel like they don’t care.
Your patients feel the same way. If you don’t care enough about how their treatment went, they are not going to care about you when it’s time to spend more money on cosmetic rejuvenation or surgery.
Have protocol in place to email/call/text the evening of a treatment to be sure all is well.
There’s a chance you’re saying right now, “I’m not looking for trouble” but there’s a different way to look at it. Trouble would be the unhappy patient who silently disappears to your competitor and tells all of their friends. That’s the reverse of referrals… it’s the new patient deterrent problem.
It’s much cheaper and easier to make a patient happy than it is to replace them with another new patient, so take care of your patients and they will take care of you.
Note: If you still think new patients is the way to go but your coordinator is having trouble converting these new patients you’ve spent a fortune to get, have her join me atThe Converting Club. I guarantee she will convert 10-15% more consultations once she learns how to professionally represent you as the BEST CHOICE.Click Here for Details.
"Catherine outlined a plan that put key metrics in place, gave us a clear plan to follow throughout the year and trained our staff to increase their conversions by at least 10%. Since engaging with Catherine, I’m happy to report that revenues are up 15% over the last three months - 22% in the last month alone! I highly recommend Catherine’s consulting services to any practice looking for “best practice” additions to their operation."
"I have finally tapped into the most efficient way to grow my cosmetic practice and that is to “fish in the pond of my own patients”. When patients return to my practice, over 85% will purchase another service, product, or procedure. Not only was it worth over $200,000 in revenues this past year, it also reminds my patients I’m still around so they don’t wander off to my competitors. Catherine’s group has far exceeded our expectations and goals we had set up for them to achieve."
"Our consult conversions were running at 40-50%. Then we attended Catherine’s online training and implemented her strategies. They immediately increased conversion rates to 75-80%."
"I know how to run a profitable practice; however, it was not without major staff issues, inefficiencies and unproductive drama. With Catherine's guidance, I reorganized staff, set up processes for them to carry more of the workload and hold them accountable so I have more time to focus on patient care. The changes we put in place and the staff training to convert more callers and consultations will easily increase my revenues by 15% as well as save us time, money and costly mistakes. "
"Working with Catherine and her team has been very profitable. We’re only half way through the year and I’m up $200K and I’m booked out for the next 2 months even though we typically go into our slow summer months now. Her recent promotion brought in an extra $63,782 with more surgeries scheduled. I never realized how much money was sitting in my patient list but I’m a believer now!"
"Catherine Maley has one of the best Marketing Minds in the aesthetic industry, bar none. She understands the aesthetic patient and she also understands the challenges and frustrations we face as aesthetic surgeons. You will benefit from Catherine's tools whether you are new in practice or a seasoned professional.Turn to Catherine for guidance - she knows what she's talking about."
“Catherine’s Cosmetic Patient Marketing Service has been a great addition to our practice-building overall plan. While we still invest in our online presence, we also found immense value in the internal marketing efforts. We especially like that all results are tracked so we know we are getting a great return ... last year it was 1,148% and no staff time was used. That’s a much easier way to grow my cosmetic practice.”
"Catherine Maley turned our practice around. We converted more consultations in one week than we did in an entire month. Our practice went from a painful 50% no show rate to a remarkable 85% show rate. Even more impressive was our close ratio - from 35% to 80% and still increasing. We would recommend her to any practice that’s looking to not only increase their profits today, but sustain a healthy flow of income for many years to come. Thanks Catherine!"
"Catherine found me the best patient care coordinator I could have asked for. She worked out a payment plan that was fair to me and motivating to my coordinator. She also provided training tools to help my coordinator convert better, even though she was already experienced. The results have been phenomenal. So good, in fact, that my income increased 250% and I’m booked out for 3 months. Don’t waste any more time or money doing it yourself. Outsource to someone you trust!"
"Since we’ve been working with Catherine and her team for the past 5 months, we’ve brought in $79K in surgeries and have booked an additional 17 surgical procedures and 20 non-invasive body procedures since then. This does not include the additional new patient referrals and revenues we are seeing from the on-going nurturing of my current patient database."
"I had given my staff the goal to convert at least $35K per week in surgeries AND I gave them the tools to help which was Catherine’s Online Learning Center at More Patients Academy. They watched Catherine’s modules and implemented her strategies and converted $80K! That equaled a 2,550% ROI. Nice!"
Catherine is a business/marketing consultant to plastic surgeons. She speaks at medical conferences all over the world on practice building, marketing and the business side of plastic surgery. Get a Free Copy of her popular book, Your Aesthetic Practice: What Your Patients Are Saying View Author Profile.
