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More Patient Leads Checklist

You most likely started your cosmetic practice because you were good at your trade and enjoy transforming lives. You love using your hard-earned skills to serve your patients, helping them look good and feel great about themselves so they have the confidence to fully enjoy life.  But as your practice grew, there’s a good chance that you found out a surprising reality … you can be good at what you do and you can love to serve your patients, but there’s something that you need that they didn’t adequately prepare you for in medical school…. new patient leads.

Why you need new patient leads

You need people who possibly want whatever services you offer, and you need a bunch of them (since not all of those leads will turn into paid procedures today).

Ultimately, it comes down to one simple activity….lead generation. You need to get more and more leads into your pipeline so that some of them turn into paying patients. (And as you grow, you need to get even more leads into your pipeline!)

So I prepared this free resource sharing some of my best sources to generate leads. These are the same strategies I used to generate an extra $21 million dollars for my clients since Year 2000. 

Chances are, you may even be using some of these strategies now. There are many ways to take existing strategies and make them even more effective. And maybe there are a few here that you’re not using at all. 

Start with these and learn to master them. Along the way, I’ll be there to support you and help you grow even more. 

#1. Social media contest

Hold a social media contest and give out a great prize that your preferred patients would love. For example, you could show a photo of a patient and your followers can guess all the procedures that the patient had done. Send the winner a big prize and all participants a thank you note and gift card towards their first visit or consultation.   

#2: Social media promotion

Consider how confusing the topic of cosmetic rejuvenation is to the public to understand the process, risks, results to expect and so on. So, make it easier for them to take the next step. Ask them, “Would you like a free photo assessment?” and include an email they can send their photos and concerns to for your evaluation, recommendation and offer for a complimentary live consultation.

#3. YouTube videos

YouTube videos are a great way to get in front of your audience. Make 1- minute videos your audience is interested in and post them daily. Talk about topics prospective patients are searching for and turn them into Q&A videos. For example, “How long does Botox last in the crow’s feet?” or “What’s the downtime for a tummy tuck?” At the end of every video, make a complimentary consult offer for watching this video and invite them to call. 

#4. Give people something for free

Create a free offer on your website in exchange for your web visitors giving you their contact information. An example is a $100 “Get to Know Us” gift card for someone’s first visit or consultation with you. Make sure the offer is added everywhere, from your social media to the footer of your email.

#5. Revisit your brand and consider a strategic redesign

This might surprise you as an opportunity for lead generation, but a strong brand can inspire people to call you. This is especially true if you build a brand that (1) captures the attention of your ideal audience; (2) speaks clearly about the problems you solve; (3) separates you from your competitors; and (4) makes it easy for them to get in touch with you. 

#6. Your existing list

The fastest, cheapest, easiest way to more patient leads is a powerful and untapped source that most cosmetic practices completely ignore. Your current patients may only think of you for one type of service; or maybe there are opportunities to buy from you that they’re not even aware of. Reach out to your list and cross-sell them. For example, let your breast augmentation patients know you also offer lip plumping and your filler patients should know about your skin tightening solutions. Patients simply don’t realize and need to be guided. So, reach out to your existing list and educate them.

#7. Referrals (Part 1)

Referrals continue to be one of the very best ways to get many high valued patient leads without costly advertising. The problem is most cosmetic practices don’t ask for referrals very well or often. Make it part of your regular marketing and sales process to ask for referrals. For example, checkout is the perfect opportunity to include a referral card along with the patient’s receipt for the day. And, for added value, include a free skincare sample or practice-branded lip balm.

#8. Network

It’s not who you know but who knows you that counts. Another way to get lots of leads is by connecting with other local groups who would be interested in your services. Groups such as gyms, yoga studios, hair salons, fitness clubs, and other businesses nearby. Let them know that all receive a “Preferred Patient Welcome Gift Card” and extra service just because they are part of that group.

#9. Affiliates

This one is so simple and so scalable! Find local service providers that serve the same preferred audience as you but offer a non-competing service. For example: A cosmetic dentist, IV spa, hormone center, divorce attorney or woman-owned accounting business, etc. Then, refer your patients to them (and they’ll refer their customers/patients to you). Pay a simple fee per lead or a simple percentage per procedure performed. There are so many businesses out there that this is a VERY simple way to get a lot of leads FAST. (Note: always check laws about paying for referrals.)

#10. Increase your social proof

Prospective cosmetic patients are looking for proof that you will give them the result they want. They find that proof in your before/after photos, patient testimonials and reviews. Make it a priority to build up your photo gallery using all ages, ethnicities, and body types so others can see themselves in your photos. Encourage them to post their results with a video testimonial on their social media platforms and upload a google review. Be sure to thank them so they feel appreciated. 

 #11. 2-for-1 Promotion

What’s better than 1 new patient? The answer is 2 new patients! Advertise a 2-for-1 quick procedure such as “Peel Pals” or “Buddy Botox” so one person sees it, tells her friend and now it’s fun for them to come together to get their treatment and get to know you better. Take really good care of them so 2 becomes 4, 4 becomes 8 and so on.

Tune in to my PodCast – Beauty and the Biz: EP. 130 Publish Your Own Book

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A Complete Guide to Understanding Your Aesthetic Patient and Growing Your Aesthetic Practice. Catherine Maley, MBA went straight to the aesthetic patient to get the answers you need to succeed with your patients.

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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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