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Cosmetic Patient 80% Conversion Rate

If you’re not converting at least 80% of your cosmetic patient consultations, you’re doing it wrong.

I know other consultants are telling you that 30% and 40% are great but it’s not. It can be so much better.

You are NOT in the business of spending endless hours on consultations that never amount to anything. It’s a waste of your time and mental energy and leaves you feeling drained.

So, what is the real reason you are not converting more consultations?

Cosmetic consumer patients are a tough crowd.

How to Get an 80% Cosmetic Patient Conversion Rate

They have been online researching the barrage of information about various procedures, ways of doing them and the endless providers that can provide them.

That leaves them feeling confused, overwhelmed, and stuck. That’s why they seem so fickle. 

There’s a lot to the consultation process, but if you focused on these 3 areas, I guarantee you will increase your cosmetic patient conversion rate and make more money!

Your Brand and Marketing Efforts

Your branding tells a patient what they can expect from you. It represents your values and reflects your expertise, ethics, and approach to patient care.

Branding can leave a lasting impression or a forgettable one. Spend time on your website “look and feel”, copy, images, photo gallery, reviews and video testimonials.

80% cosmetic patient conversion rate

Add anything else that can differentiate you from your competitors online. Such as PR you’ve gotten, as well as your philanthropic efforts to increase your credibility, compassion and professionalism.

When done right, patients will feel trust and confidence in you and your services.

However, be sure your online presence portrays your authentic self.  Prospective patients will choose you based on you as a surgeon and a person they can connect with, so the goal is to:

“Be the kind of person you want to attract”

Your marketing efforts include your social media presence to include professional FAQ videos, personality videos and your personality. The easiest way to do that is to show “The Day in the life of you taking care of patients. Then giving them great results and working with your staff.

Also, your email marketing to your current patients, as well as your advertising efforts to new patients should also align with your brand.

Since you can’t be everything to everybody, just be you and have that reflected in all you do and put out into the world. This way you attract patients you most enjoy working with.

For example, which fits your personality the best:

cosmetic patient conversion rate

Your Prospective Patient’s Experience with You

You do not have to be the biggest, busiest, best practice. But you do need to be congruent with what you are promising online.

Because its incongruent to have a fancy website that portrays you as “The Best”, only to have the patient experience an unfriendly receptionist, a mediocre building in a sketchy area, or an underwhelming office that hasn’t been updated for years.

This contrast in what the prospective patient was expecting and what they are actually experiencing is a major disconnect and turn off. 

Here are other turn-offs keeping your cosmetic patient conversion rate low:

     

      • Keeping them waiting

      • Unfriendly staff

      • Feeling oversold when more was recommended than asked for

      • No privacy when talking about money and personal situation

      • Coordinator not trained to convert and leaves it up to the patient to do it

    I highly recommend you re-evaluate the cosmetic patient’s visit with you to see how you can make it more comfortable. So the patient feels a connection with you and your staff, so they say yes more often.

    Your Coordinator

    You can have all the right pieces in place, but if your coordinator is not trained to bond with, qualify, present and convert consultations, you are losing money.

    Think of all the money that is flying through your hands if you have a mediocre coordinator. Look at the difference between a 30% and 80% close rate:

     

    That’s a $2,880,000 difference in your annual revenues when you have, or DON’T have a trained coordinator who knows what they’re doing.

    And please don’t assume just because you have had the same coordinator for years, that she is a converting rockstar.

    She may be loyal and pleasant, but is she able to fill up your schedule with quality consults and surgeries?

    I have seen time and time again, the long-time coordinator runs the show (and the surgeon) and is never questioned about her efforts and results, for fear of offending her. 

    There’s a chance she’s keeping you busy but you are wasting so much time seeing way too many consults to make that happen. Because many of these perspective patients are never seen or heard from again because there is no follow through.

    Or maybe you hired a new experienced coordinator and she’s booking but at deep discounts because she says you are overpriced, and she can’t compete unless she lowers the price. But what does that do to your profit margins?

    Or perhaps you hired a friendly, nice-looking person who really wants the job but has no idea how to take a skeptical stranger to a paid procedure.

    Whatever the case is for you, please invest in them so they are trained to give you their all and convert consults!

    Check out The Converting Club where I turn your coordinator into a revenue-generating machine:

    Subscribe to my Podcast Beauty and the Biz:

    See More on my YouTube Channel:

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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

    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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