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Selling the Invisible: 4 Key Elements Needed

Selling cosmetic surgery. As a plastic surgeon, you’re in a tough position when it comes to promoting the invisible. 

Your surgical services are intangible. Prospective patients can’t “see, touch, feel” your product so that makes it difficult for them to decipher the quality of work they are paying for. 

That’s a big reason it’s so difficult for them to decide on you versus your competitors. There’s nothing tangible for them to compare. 

Cosmetic patients also have to get past the fear of uncertainty and regret. Let’s face it – once they have a cosmetic surgical procedure performed, it cannot be undone or returned. 

So, why wouldn’t a cosmetic patient choose you over others? 

The reality is cosmetic patients choose you for so much more than just your medical degrees. 

SO, HERE ARE 4 KEY ELEMENTS NEEDED FOR SELLING COSMETIC SURGERY PROCEDURES and they all start with “P” :

PRODUCT 

Because your cosmetic services are invisible and do not provide prospective patients with visual clues about function, performance, and benefits, you have to be creative. 

The way to win over your competitors is to help patients understand what the procedure entails and its value to them. 

You win over patients by educating them. For example, the procedure description should clearly state: 

  • What the procedure is – as in what problems it addresses and how you uniquely solve those problems.
  • Why the Procedure is important – by explaining what noticeable improvements it makes
  • The Benefits of the procedure – such as you’ll look good and feel great and the 
  • Deliverables are what the patient can expect in terms of the journey before, during, and after.

There is so much technology available today to help you illustrate your services and educate these consumers so they are better able to make a decision, so I highly recommend using it.

PERSONALITY 

Like it or not, thanks to the transparency of the Internet and social media, this has become a personality contest. 

Prospective patients want to know you as a surgeon but also as a person. They bond with you by feeling as if they know you through your photos and videos online. 

They want to see you as a multi-faceted individual. Not just a surgeon, but also as a Dad, spouse, speaker, gardener, cook, and whatever else you’re willing to share so the prospective patients feel comfortable enough to book the consultation. 

BTW, your personality IS your differentiator since nobody else is like you, so I highly recommend using it. 

PROCESSES

Professionally trained staff and well-defined processes ensure that your services are provided in a consistent manner. 

And, consistent service tells the patient you are a quality practice they can count on to give them predictable service in a specific way for a great result. 

A practice following consistent procedural protocols that runs smoothly is perceived as a sign of quality and cannot be taken lightly. 

PHYSICAL EVIDENCE 

This last “P” deals with anything ‘tangible’ or visual. That includes your before/after photos, reviews, and patient testimonials, preferably on an iPad the patient can feel and touch. 

But it goes beyond that to your image, such as your lobby, location, furniture, marketing materials, hair, shoes, jewelry, clothes, etc. 

It’s the details that distinguish you and help position you as the best service provider in Selling cosmetic surgery.

So to recap the 4 key elements needed to promote cosmetic surgical procedures are:

Product – Personality – Processes – Physical Evidence 

30 minute consultation catherine maley Selling cosmetic surgery

If you need help with this, let’s do a Free 30-minute strategy call you can schedule from my website at CatherineMaley.com. 

Tune in to my PodCast Beauty and the Biz – Ep. 127: Selling the Invisible: 4 Key Elements Needed

Check me out on YouTube

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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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