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Allergan: Consumer Demand for Injectables

I recently spoke at AACS’ virtual Annual Meeting and I sat in on a presentation given by Jason Gilmore, a Senior VP at Allergan.

His excellent talk was entitled:  “A Year of Struggle: What 2020 taught me about aesthetics and what to do about it.”

Here are the highlights important for you to consider:

He started with these interesting stats gathered in 2018:

  • While 65 million people in the US would consider facial injectables, only 4 million have been treated.
  • That’s only 6% of the market so the room for growth is huge! And the International Market is even bigger.

Consumer Demand for Injectables

The demand for BOTOX has recovered and increased A LOT since COVID; however, Allergan spent a ton on marketing and increasing sales:

botox

But Allergan wasn’t sure if this increase was the regular patient base coming back or new patients now wanting injectables. So, they were happy to learn these stats about consumer demand for injectables:

  • 22% of BOTOX in Q3 of 2020 were patients NEW to the brand
  • 37% of JUVEDERM in Q3 of 2020 were patients NEW to the brand

Consumer Demand for Injectables

The consumer demand for injectables is likely due to the fact that patients can’t spend on travel and restaurants, so they, instead, spend their disposable income on cosmetic rejuvenation.

So why isn’t Allergan bigger?

Jason from Allergan wondered why if 65 million consumers are interested and search like crazy for Botox and filler, but don’t get treated, there’s a fundamental problem.

Actually, there are 2 fundamental problems…..

Problem #1: Lead conversion

Their stats show:

Only 6 out of 100 phone leads are converted! The best practices in the country only convert 18 out of 100!

Response time is crucial, as well as trained staff who know how to convert callers.

Consumer Demand for Injectables

Problem #2: Patient Retention

Jason’s team reported:

50% of injectable patients never come back and that continues to decrease.

So, why don’t they come back?

He said (and it’s so true)… In your mind, all your patients come back because those are the patients you remember.

The ones that don’t come back, you don’t know and don’t remember. That skews your perception, so you don’t focus on this part of your practice as an issue to address. 

The driver is the practice experience. 

Not the function or the result because they assume that. It’s the emotional job that is not being handled correctly so patients continue to leave to find another practice they feel good about. 

So, what you should do?

Jason wrapped up his talk with these action items:

Fix Your Front Desk

Before you spend a $1, understand your most valuable marketing channel is YOUR FRONT DESK!

It’s the most valuable ROI channel you have. The interaction with new potential patients on that first phone call has everything to do with that patient choosing you….or not.

It’s their first exposure to your practice so make sure it’s up to par.

Patients don’t pick up that phone lightly. That’s a big step so your front desk needs empathy, and the emotional elements are needed. 

For example, they can tell the caller, “I have had Botox” to make the caller more comfortable to come in and learn more.

Advertise 

Jason recommended paid ads on Google, Instagram and Facebook. He suggests paying for clicks or impressions and testing first. 

Also, be authentic in your advertising so patients feel a connection to you.

Here’s My Feedback on Jason’s Allergan Presentation

Fix Your Phones – AGREE 

I agree, and have touted for years, to get your phones right since too much money is lost at this stage. 

Your front desk needs to be professionally trained to:

  • Bond with the caller
  • Credential you as the BEST CHOICE
  • Ask for the appointment

If they need help, have them join The Converting Club for Receptionists. It’s quite common for phone conversions to increase by 30% within 48 hours when they have the right structure and scripts:

phone training cosmetic surgeons

Paid Advertising – DISAGREE

Non-surgical injectables have been commoditized. It’s too competitive and too expensive to advertise services so many others can do and will do for a lower price. 

Not only will you spend (waste) a fortune advertising injectables, you’ll also be forced to lead with price specials to get the attention you want so that’s a dummy whammy on your profits.

A much cheaper and more effective approach is to thank your patients for their loyalty, so they return, refer, review and share you on social without discounting your prices!

Click Below for the solution:

Cosmetic Patient Loyalty Program

 

 

 

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"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."
Robert Sigal, MD
Robert Sigal, MD
"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."
Victor Ferrari, MD
Victor Ferrari, MD
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Anthony Corrado, MD
Anthony Corrado, MD
"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. "
Evan Sorokin, MD
Evan Sorokin, MD
"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!"
Robert Langdon, MD
Robert Langdon, MD
"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."
Edwin Williams, MD
Edwin Williams, MD
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Mark Mason, MD
Mark Mason, MD
"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!"
Sam Assassa, MD
Sam Assassa, MD
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Andrew Lofman, MD
Andrew Lofman, MD
"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."
Verne Weisberg, MD
Verne Weisberg, MD
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Adam Stein, MD
Adam Stein, MD
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Catherine Maley

Catherine Maley

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.

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