Just in Case You’re Not Familiar With My Work…
I am Catherine Maley, MBA, Author, Speaker, Podcaster, Consultant and Trainer for the Plastic Surgery Industry since Year 2000.
I’ve been interviewed by NBC, Today and The Wall Street Journal and my patient attraction and conversion strategies as well as done-for-you services have made more than $18M in revenues for plastic surgeons all over the world by fixing their lead generation system and plugging up the holes we’re talking about here.
And on a personal note, I am based out of Sausalito, CA. It’s a small sailboat community right over the Golden Gate Bridge in San Francisco. The views are spectacular and I highly recommend you take a helicopter tour to check out the crazy-expensive real estate.
Practice Gaps Hurting Your Bottom Line
So let’s start with the practice gaps MOST affecting your bottom line and then we’ll talk about the quickest fixes to turn things around so I’ll jump right in with…
Practice Gap #1: You Need MORE Patient Leads
This is the #1 priority in any cosmetic practice. New leads are the lifeblood of your practice. If you want more cash-paying patients and surgeries, you need more leads.
But where do these new leads come from and how do you get a predictable and steady flow of them?
You already know you have to “pay to play” in today’s marketplace. Why?
Because free organic SEO is no longer the “go to” search rankings strategy. And, gone are the days of you being found “by accident” or just because you’ve updated your Website.
The Secret to Attracting New Cosmetic Patients?
It’s to go where others are not….yet. Here’s what I mean…
TV, Print and Radio Ads have been replaced by social media ads because that’s where all the eyes went.
Social media advertising is the single biggest opportunity in the history of advertising because for a fraction of the cost, you can target WHO sees your ads.
But that means the ad design and copy are crucial to get a click.
It’s got to be eye-catching, engaging and it must offer the consumer cosmetic patient something of value so they actually respond.
Because the ONLY thing that counts at this stage is to encourage a prospective cosmetic patient to take the next step. And that is to click on your ad.
Otherwise you are spending money on leads that aren’t making you money, right?
But here’s the kicker…Leads are only one part of it.
These leads need to be converted so let’s keep going…
Practice Gap #2: Weak Follow Up on Incoming Leads
Most plastic surgeons suffer lost profits here every day, every month and every year from this silent money-waster.
I think you’ll be surprised at the stats when it comes to staff following up on leads you spent a fortune to get in the first place:
✓48% NEVER Follow Up
✓Average First Follow Up is 72 Hours Later
✓Only 25% of practices make 2 contact attempts
✓64% of practices do not have any organized way to follow up on a lead
But it’s not your staff ’s fault. They have NOT been trained on how to do it professionally.
How crazy is it to spend a fortune on lead generation but not spend any (or enough) time and effort converting them?
How frustrating is it to throw money at new patient leads that should be building your practice but, instead, it’s money down the drain because they don’t close?
Your staff will now have access to a simple sales lead platform, scripts and processes to follow up on patient leads that increase your conversions by 15%.
That will be a game-changer for you and a way to dominate your market when you follow up faster and better than your competition but there’s more…
Here’s the next practice gap….
Practice Gap #3: Staff Can’t Convert Callers or Consults
Every practice’s success is limited by their staff’s ability to convert callers to appointments and appointments to paid procedures.
It’s way too competitive to be mediocre at this stage of the lead process.
Take the phone leads…
Almost every office is challenged by this… Phone trees, answering machines, indifferent or unfriendly staff, or new untrained staff and on and on.
Phones are taken way too lightly because it’s not enough to have a friendly staff person answering the phones; they also have to be skilled. Otherwise, you lose money.
Look what happens WHEN (not IF) you lose 1 caller per day worth only $2,000:
That adds up fast:
An easy fix is to give your receptionist the scripts and training they need to keep you busy with booked appointments. It’s time and money well spent.
And what’s your coordinator’s converting rate?
The prospective patient who calls you, schedules an appointment and shows up is a Hot Prospect!
They have already decided to move forward to find a solution to something that bothers them or they wouldn’t have gone to this much trouble.
Your patient coordinator needs to be a well-trained professional with proven scripts, strategies and tools to get the patients to a yes.
For example, does your coordinator know how to:
– Position you, the surgeon, as the BEST CHOICE?
– Qualify the patient to prepare them for the quote presentation?
– Present with confidence to get the patient excited about moving forward?
– Move them closer to choosing your services?
– And, ultimately, ask for a decision?
Most coordinators don’t ask because they haven’t been trained to do so comfortably and professionally.
Converting Training Increases Conversions at Least 15%
I will give and equip your receptionist and patient coordinator with ALL THE TOOLS they need to get really good at converting callers and consultations.
Because nothing else matters until the patients say yes and give you money.
Until a transaction is made, a lead is just a lead. We need your staff to move them along the buyer journey. And convert them!
Your receptionist and coordinator will now be equipped with ALL THE TOOLS they need to get really good at converting callers and consultations.
They will have 24/7 access to The Converting Club for Receptionists
and Coordinators to increase their conversions by at least 15%.
Here is what’s included:
- 22 Training videos on key strategies
- Quizzes to ensure the information is retained
- Actual scripts and processes to follow
- Weekly behavior metrics to hold your staff accountable
- Coaching calls to and keep them motivated and engaged
And there’s one more deadly practice gap that’s costly you patients and procedures and that is…
Practice Gap #4: You Ignore Patients Who Would Return and Refer
Your #1 practice asset is your list of patients who know, like and trust you.
Many of these patients would gladly return and refer if given the opportunity. They are not as price-sensitive and they are way more likely to say yes to you than an “internet stranger patient”.
And, we all know a majority of your new patients come from your current patients so this is the new mindset you need to adopt to survive in today’s crazy competitive world:
RETENTION is the New Patient Attraction Strategy
Because when you take your patients for granted and/or ignore them, you open the door for your competitors to steal them away from you.
Please remember, cosmetic patients have endless needs..
especially as the relentless aging process continues.
Your cosmetic patients need your services now and a month from now and a year from now and so on.
When you partner with us, we go into stealth mode to nurture your current patients so they return and refer their friends and family.
Database Marketing is Effective
How do we do it? With strategic Database Marketing using segmented messages, themed emails and customized social media banners.
That way, we are connecting with your patients no matter where they are online.
So let me ask you…
Do you believe, you too, would get at least 5 to 25 more procedures per month from this plan focused on new patient attraction, conversion, follow up and retention?
Obviously its worth it so if you don’t want to do it, outsource it because SOMEBODY should be doing this type of high-end, strategic promotion to grow your cosmetic revenues and keep a steady stream of cash-paying patients coming to you.
Recap of Practice Gaps
Okay, I covered a lot here so to recap-
Here are the Practice Gaps Affecting Your Bottom Line the Most:
- You need MORE Cosmetic Patient Leads because Prospective Patients
Can No Longer Easily Find You Organically
* Weak Follow Up on Your Incoming Leads
- Your Staff Can’t Convert New Callers or Consults
- You Ignore Patients Who Would Return and Refer
So here’s a question for you…
What if you could easily turn on a new patient lead generator AND plug up the practice gaps that are costing you time, money and effort and have it handled for you so you didn’t have to hassle with it?
Would that give you back control over your day?
Would you enjoy the freedom from managing staff and processes (since you’d know that someone else is focused on growing your practice for you)?
Would you like some help with that?
What if we did it for you?
- We design, write copy and run display ad campaigns on social platforms
- We use your patient list to enlist new patients
- We provide your staff with a follow-up platform including scripts, strategies and protocol to follow to get a conversion
- We train your staff to be converting rock stars
- We listen to calls we are responsible for to accurately track results
- We nurture your current patients with emails and social media that get your patients returning and referring
- We track and report to you all results
You are Freed Up to Focus on Patient Care
Now you and your staff are freed up to focus on your core competency. And that is to focus on patient care and that is what leads to:
– Happy staff
– Satisfied patients who return and refer
– 5-star reviews to attract more new patients
– New cosmetic patients who convert
When you outsource patient lead generation, follow up, conversion, retention as well as sales training, you have a well-oiled machine working for you.
You Now Have Certainty and Control
And what comes with that? A whole lot of certainty. Certainty in knowing the key metrics in your practice are being handled by smart professionals.
That gives you control over your day so you are more profitable and productive and you have peace of mind knowing you get back time and achieve better results. This is how you strategically compete and gain market share.
So, if this all-in-one solution makes sense to you, let me and my team execute it for you and hand you the leads when they are ready to book an appointment