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tracking leads for cosmetic patients - how to track leads

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Tracking Cosmetic Patient Leads

I’m sure you’re painfully aware of how expensive it has gotten to get leads: SEO, content marketing, social media content, website re-design, directories, Google Adwords, retargeting and 100 other strategies you invest in to get the phone ringing.

Tips for Tracking Cosmetic Patient Leads to Increase Conversions

Hopefully, you have a lot of “irons in the fire” so you get a good amount of leads that could turn into paid procedures.

Because nothing is more important than lead generation. Leads are the lifeblood of your practice. 

If they stop, you stop.

So, what happens to those leads? 

  • When and how does your staff respond?
  • Where did these leads come from?
  • How many times does your staff follow up?
  • How do you keep track of these leads?

The holy grail of a successful cosmetic practice is its lead generation process. They have a strategic system for tracking cosmetic patient leads to get them over the finish line and it’s not just about new leads. 

It’s a step-by-step process vital to get you the results you need. 


Here’s what I mean:

Attract New Patient Leads

These top practices are not afraid to spend on advertising because they track lead results carefully to ensure they are getting a positive return on their investment. 

If they are, they continue with the advertising plan until it doesn’t work anymore and then they switch it up and try something else.

They know marketing is fluid, so they watch, track and adapt.

They also know it’s a numbers game, so they fish with lots of poles in the pond rather than count on one marketing channel to carry all the weight.

tracking leads for cosmetic patients - how to track leads

Respond to Patient Leads

The first responder wins almost every time, so they figure out how to get there first before their competitors.

They use software apps notifying them immediately of a lead coming in and they respond accordingly. 

They have automatic responses for after-hours calls to keep the prospective patient engaged until they can contact them first thing in the morning.

Convert callers to appointments

Their front desk staff has the voice and people skills to bond quickly with callers who are calling around trying to figure out which practice to visit.

They have scripts to keep them focused on the most important information to gather so the call does NOT become a 20-minute consultation with the caller NOT booking. 

Convert consultations to paid procedures

This is where the rubber meets the road. Their coordinator is trained and knows how to wrap it up and ask for the decision without pushing or being aggressive.

They comfortably address objections and convert that prospective patient into a booked procedure and a deposit is collected.

Follow up when consultations don’t convert

Tracking Cosmetic Patient Leads - how to track leads

They have a follow up process since not everyone will book on the spot. 

Some prospective patients need more time to figure out the logistics, their current meds, and lots of other reasons they give your coordinator.

No problem. Their strategic lead tracking processes help the staff keep these leads alive and moving towards a yes. 

Track all steps in the lead process – How to Track Leads

The top practices know their numbers. Because they track the above pivotal points in the lead gen process, they can easily identify the trouble spots and address them.

They don’t have to guess or anecdotally assume the problem is with the front desk, for example, when it’s really the lead quality.

Please hear me. There’s more to this than just getting more leads. The way you win in today’s uber competitive world is to have a strong foundation so the leads coming in convert a lot more often than not. 

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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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