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Better Qualified Patients

Has this ever happened to you?

You have a full afternoon of consultations with prospective qualified patients who scheduled time with you to get your opinion and recommendations and then book surgery with you.

But what typically happens? Most likely …

  • 3 out of 8 were not good candidates due to BMI or their medical history
  • 2 out of 8 had ridiculous expectations 
  • 2 more wanted you to drop your price substantially
  • Only 1 out of 8 booked

Now you either feel deflated that nothing is working or you’re angry and want to fire your internet marketers. 

Before you do either, let’s look at what’s going on.

How to find Better Qualified Patients for Your Cosmetic Practice

Yes, advertising has gotten more challenging and expensive. You are throwing a net out to the public and hoping good quality leads come back. 

But the new privacy rules are making it difficult to target your audience. That means you have to spend more to throw out an even bigger net in the hopes that a few of them will turn into cash-paying patients. 

This is where knowing your ideal cosmetic patient personas comes in.

Cosmetic personas are traits your ideal qualified patients have based on your data.

They help you focus your efforts on the most qualified prospective patients, invest in the right skills and technology that suit those patients and more clearly attract the right patient at the right price, who you are more likely to retain over time.

I suggest you keep it simple and develop 2 to 4 personas. Look at the positive aspects of the ideal patient, as well as the negatives so you weed them out quickly.

Here are 3 strategies to attract more qualified cosmetic surgery patients: 

The Market

Let’s talk about WHO? Who do you want to serve? Most surgeons have their favorite procedures, as well as the type of patient they enjoy working with. Don’t fight it. Just orchestrate your system to attract those patients, while repelling the others.

If I ask you who you want to serve and the only answer you come up with is, “everyone”, do this for clarity. Pull these reports:

  • #1: Revenues by Procedure
  • #2: Revenues by Zip Code, Age, Gender
  • #3: Revenues by Referral Source

Now follow the money. Advertise the biggest money-making procedures you perform. Target those ads to certain zip codes, age and gender of the biggest revenue generating qualified patients.

Now look at who are your biggest referral sources. If it’s SEO, keep it. If it’s Google Ads, improve their effectiveness using what you’re learning here. Or if it’s word-of-mouth, throw gasoline on that fire.

The Message

It’s a mistake to market a procedure and nothing else. For example, everyone over 40 gets your tummy tuck advertising. 

But do you really want that? What if they have no money for such indulgence? Or they are not done having children? What if they have medical problems? You get the point…

Go deeper than WHO and get more specific. You do that by creating content and messaging that appeals to your ideal patient persona. It also enables you to personalize your marketing for different segments of your audience.

Start with your imagery. If you want the young mom who wants their sexy back NOW, show her with a young child.

find qualified patients

Or if you want the older mom, who has financial support and whose kids are grown, use imagery, and a great headline, other older moms will relate to.

qualified patients for your cosmetic practice

Qualifying Prospective Patients

Now you might be wondering HOW can you learn these specifics BEFORE the wrong people waste you and your staff’s time. 

The easiest way to find out the above particulars is through a cosmetic surgery quiz. Make it fun for the prospective patient to qualify or weed themselves out. Start with an ad like this:

better qualified patients

They now click to answer questions. Use technology that is more user friendly than a long questionnaire that feels like a homework assignment. Just google “form builders” and you’ll see lots of them. Set it up so they answer only one question at a time. 

Keep it short enough for them to complete it but long enough for you to determine if they are suited for surgery. Here are example questions:

  • Height/weight or show BMI chart
  • Prescribed medications
  • History of diabetes, heart trouble
  • Procedure starts at $10K. Would you be interested in our pay plans or use your own credit cards?

If they answer enough questions that work for you, they are a good prospect to reach out to set up a consultation. 

This is just one strategy you can easily implement to work smarter rather than harder 😉

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TESTIMONIALS

5/5
"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
"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%."
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
“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.”
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
"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!"
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
"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!"
Adam Stein, MD
Adam Stein, MD
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Catherine Maley

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