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Gain Competitive Advantage

When you look online for cosmetic rejuvenation as a patient would, you see website after website of beautiful young women with similar headlines promising you’ll look and feel great too.

That would be fine IF there was not so much choice with lots of practices promising the same thing.

Please know how difficult this is for a consumer prospective patient to decide who is the right surgeon for them.

So, what can you do as a plastic surgeon to stand out as the BEST CHOICE given the highly competitive nature of this industry?

Especially as disposable income dries up for the foreseeable future, there will be less patients to go around so how do you position yourself to win over new patients?

The answer is you gain competitive advantage.

Here’s how. For starters…

Stop doing what everyone else is doing.

No more “me too” marketing, where patients can’t tell you apart from others, especially when they are hastily clicking and scrolling online searching.

For example, check out your competitors’ websites.

  • If they show ridiculously young models, you show real patients.
  • While they have visitors fill out a long opt-in form, you let them text you.
  • They show boring still photos of the surgeon, you show lots of videos of you explaining procedures, so patients feel more connected to you and want to meet.

You’re going the extra mile so would-be patients take notice. They are clicking around like crazy and anything different will stand out so be creative.

Do What Your Competitors Can’t, Won’t or Don’t

If you are a board-certified plastic surgeon, it’s easy enough to differentiate yourself from non-board-certified physicians and surgeons.

But how do you compete with other board-certified plastic surgeons who had the same training and certifications you did?

That takes more nuance and keep in mind, what you take for granted, can make all the difference. You can make a big deal out of something that patients appreciate, that your competitors skip over.

For example,

  • Your specific process to address pain keeps the patient 85% more comfortable during post op than how most surgeons address it
  • Your suture technique takes the pressure off of skin so the scarring is minimal
  • You no longer use drains and explain why patients will love that
  • You guarantee your quote so even if you take longer in the OR, you don’t pass that extra charge onto the patient like other surgeons would
  • You do all surgery in-house for the privacy and safety under local twilight while your competitors continue to use general

By the way, I’m not saying general is bad; however, the patient trend is to get away from general since they have (or their friends and family) have had bad experiences and would prefer less anesthesia.

Treat Cosmetic Patients Better Than Your Competitors

As our industry continues to commoditize, it makes it more difficult for prospective cosmetic patients to tell you apart from the competition.

There is a good chance, you and your competitors have a nice website, good reviews and before/after photos, but that’s not enough.

Here is something you can do that is simple but not easy.

You can win over patients by reciting this saying every single day with your team:

*This is a Maya Angelou quote that I finessed 😉

Meet regularly with your team to brainstorm how you can make this experience faster, easier and more convenient for your patients.

I have personally visited many practices and med spas for my own rejuvenation over the decades and it’s surprising how different the vibe can be…..

….Some are chaotic and you can feel the tension.

….Some are neutral and you can feel the indifference.

….Some are friendly and you can feel the warmth.

….The best are pros and you can feel the difference.

It has never been more important to ensure your patients have an excellent experience whether on your website, on the phone or visiting your office.

A nice comfortable office with friendly staff who care, can trump the competition. That is your competitive advantage that will be remembered and bragged about to your patients’ friends and family who also want to have that same friendly and caring experience.

And, lastly, be easy to do business with. Make it so convenient for the patient, you blow your competitors out of the water. For example:

  • Let patients schedule online.
  • Labs and pharmacy are next door to you.
  • Figure out the nurse care, childcare and/or meal delivery while your patients recuperate

Great online presence and exceptional patient-centric focus can make a world a difference. Please take the time to understand what your patients want, address their concerns and provide personalized experiences. That’s what results in higher patient satisfaction, glowing reviews and valuable referrals.

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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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