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Build a Successful Cosmetic Practice One Patient at a Time

Build a Successful Cosmetic Practice One Patient at a Time To Set Yourself Up For Success No Matter What Happens Down the Road.

You build a successful practice one patient at a time. You really do. It’s a slow and steady growth over years rather than instant gratification. Every single encounter with a prospective patient is vital to your success and the growth of your practice.

Let’s take a look at the lifetime of one of your prospective patients:

Case Study of One Patient Named Sue

A friend tells a friend about you.

Her name is Sue.

Sue is 36 and concerned about her sun damage. She’s got wrinkles around her eyes and brown spots on her face.

Sue makes an appointment with you.

Your appointment with Sue goes well. During the consultation, you find out that Sue works for a large financial institution downtown and she comes from a big family.

You treat Sue with her first laser treatment and then introduce her to Nancy, your skin care consultant, who sells Sue sun block and a nighttime moisturizer.

Your receptionist rings up Sue’s order and books her 2nd laser treatment.

Sue has dinner with friends that evening and mentions her treatment and products.

The friends are curious and will watch Sue’s results.

Sue has now been in four times and is very friendly with you and your staff.

Since she is comfortable with you and trusts you, she also wants Botox which you inject in her crow’s feet and glabeller lines.

At work, Sue is getting compliments on her clearer-looking skin and tells her co-workers about you.

Sue attends a family reunion and her sisters and Mother want to know what she’s been doing since she looks so great. Sue tells them about you.

The following week, your office books consultations with two of Sue’s co-workers and with one of Sue’s sisters and Mother who want to come in together.

Sue’s co-workers get Botox and one of them signs up for the same laser treatments Sue is having.

One of Sue’s friends also books a consultation.

You send Sue a thank you note with business cards and that reminds her to give your number to another friend.

Sue’s sister buys a complete product line and books a liposuction procedure.

Sue’s Mother also buys products and books a bleph.

Sue attends her monthly business women’s luncheon where, again, people commented on her clear skin and, again, she told them about you. One of the ladies asks if you would be willing to talk to the entire group at next month’s luncheon. Sue says she will ask you.

Sue visits you for her last laser treatment and wants a little wrinkle filler in her nasal labial folds as well as plumper lips. She also asks you if you would speak to her women’s group next month. The attendance will be 60-80 women. You say yes!

At Sue’s women’s business lunch, your staff passes out your practice brochure and business card, as well as your latest newsletter with a special promotion on Botox.

Your talk goes well and you show many before/after photos from the simplest skin care to full surgical procedures. You are lightly funny, connect with the women, and they ask you so many questions, you have to cut them off and offer them a complimentary consultation to discuss their personal concerns.

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That week, you receive more than 12 telephone calls from Sue’s business group. Your receptionist books 7 consultations. One of the attendees is a reporter and wants to interview you for your local newspaper. Another of the attendees happens to work at the local TV station and wants to talk with you about participating on a panel of experts at their upcoming health event that is attended by more than 3,000 people and videotaped and shown on TV as well as their Website. Another attendee owns two exclusive spas in your area and wants you to participate in their upcoming gala event to raise money for breast cancer. It is attended by 1,000 prominent community leaders (and the socialite, fundraising wives), the media is there and you can provide a gift basket for the silent auction as well as attend the event to network with the other powerful people in your community.

Sue visits her hair stylist for a trim and color. Sue’s stylist comments on how great she looks so they discuss you and cosmetic enhancement. Sue’s stylist wants to meet you and perhaps display your business cards in her salon so she can refer her clients to you since they ask her about this “stuff” a lot. Sue will bring your cards and your practice brochure to her stylist on her next appointment.

Fast forward ten years – Sue has since married and has two children. She returns to you for post-partum rejuvenation and books a tummy tuck, breast lift and bleph.

You keep in touch with Sue over the years with bi-annual newsletters, email messages with special promotions on products and skin care treatments, annual open houses, invitations to in-house seminars to learn what’s new as well as personalized thank you notes/complimentary skin care treatments for her referrals throughout the years.

Fast forward another ten years – Sue’s children are grown and out of the house. Sue has been running a home business but is ready to enter the work force again but it’s competitive and she wants to look and feel her best. She returns to you, yet again, for facial rejuvenation and books a face/neck lift and liposuction.

And, so on and so on and so on….

So, in Sue’s lifetime, she has been worth more than $40,000 to you personally and another $90,000 in untold referrals to your practice.

The above patient scenario speaks for itself. The aesthetic patient that feels bonded to you, your staff and your practice will become your walking/talking testimonial to people they come in contact with throughout their day and throughout their lifetime.

These patients are your practice advocates and should be treated like gold. Don’t take them for granted. Acknowledge and appreciate them for what they are – your cheerleaders who keep coming back to you again and again and bring their friends, family and colleagues.

That’s how you build a successful cosmetic practice one patient at a time.

If you would like more help marketing your cosmetic practice, click here for how we can work together to build the practice you envisioned.

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

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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