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Patient Consults are NOT Converting!

I often hear from surgeons like you, they have a nice office and great staff, but their patient consultations are NOT converting.

Convert More Plastic Surgery ConsultationsFor some reason,  the problem is in getting new prospective patient consultations to say yes to surgery, but you don’t know what to do differently.

You may be spending up to an hour with the prospective patient and then your coordinator spends time with them and they still don’t book. Ugh!

So, you have a full day of consultations, back-to-back who do NOT book surgeries or other big-ticket procedures. What a waste of time and energy!

Plastic surgeons tell me regularly how their consultation conversion rate used to be in the high 70’s but many have fallen to 20-35% so they ask themselves….

“Why aren’t we booking more consultations!?!”

The Quality of Your Patient Consultations

To answer that question, the first place to start is with the quality of the prospective cosmetic surgery patient you are attracting.

Remember that computer term, “garbage in – garbage out” and I don’t mean anything bad about the patient as a person. I’m only referring to their quality as a cosmetic surgery patient….big difference.

By that I mean how mentally, physically and financially prepared are they to move forward with cosmetic surgery?

Don’t you want to know that BEFORE you spend your valuable time with them?

If your patient consultations are NOT converting, here’s what you want to consider BEFORE meeting them:

Where did your new patient consultations come from?

Where a patient came from is your first indication of the quality of that patient. If they came from their girlfriend or sister who got fantastic results from you, you are as close to getting a yes as you can be.

If they came from your killer before/after photos and your 5-star online patient reviews, that’s pretty good too.

However, if they came from the Internet – beware.

The Internet has created short attention spans and click-crazy would-be cosmetic patients so it’s tough to get their attention. And even when you do, you can lose it just as fast when they run across your competitors and now they vacillate and change their mind.

Did the new prospective patient bond with you before their visit? 

If your patient consultations are not converting, it could be because there is no connection.

Your coordinator needs to be seen as the patient’s “aesthetic advisor” so they are comfortable enough to open up to the coordinator and tell them what they want and why they want it; along with other important personal information.

Several poignant questions need to be asked to help ensure this patient has the mental and physical health as well as the financial wherewithal to move forward.

Is the prospective patient informed?

It may feel counter-intuitive but the more informed a cosmetic surgery prospective patient is at their consultation, the more likely they are to book.

Most surgeons I know like to use their time with the patient educating them since it helps them bond with the patient; however, that can also work against you.

While the patient appreciates the information, this could be new to them so they are going to have the dreaded response….. “I gotta think about it”. So they don’t book at their consultation. They go back to the Internet to research even more and you may never see them again.

A great way to avoid that is to prepare a private page on your Website and name it your Patient Resource Center.

This page includes a Welcome Video from you telling the patient you’re excited to meet them and inviting them to check out your FAQ videos where you personally explain the procedure as well as address the common objections you get.

This way, the patient is more informed when they meet you and has intelligent questions to ask you that they have already thought a lot about. So when you address those, you are that much closer to a yes. You also save a lot of time.

Are you seeing how much detail goes into the consultation process?

I can help simplify that for you and your coordinator with my latest work to help you convert more consultations.

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ORDER MY BOOK

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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Introducing……
The Converting Club for Patient Coordinators

This is a private club where I train your coordinator(s) to convert more consults by at least 15%.

When your patient consultations are not converting, you need the competitive edge so your staff is professionally trained to educate them so patients choose you as the BEST CHOICE.

Here’s what The Converting Club includes:

  • Video Training Library of me personally explaining strategies for each step of the process;
  • Quizzes to help your coordinator retain what they learn
  • Monthly Q&A Calls for added motivation and strategies that work
  • Weekly Metrics for accountability
  • Coaching Calls to go over metrics and fine-tune their process

Click Here to Convert More Consultations Easier

 

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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