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Value of 1 Cosmetic Patient

A typical practice spends their entire advertising budget on attracting a new cosmetic patient.

So, they throw this big net out and HOPE the consumers who see it, stop and notice and then act by calling, opting in on their website form or direct messaging them on social media.

But then they pay staff to field these “inquiries” by responding and going back and forth with the inquirer to determine if they are valid and really serious about moving forward.

But that’s just the first step. 

Staff needs to book them for an appointment and hope they show up. 

Because these inquiries don’t know you, there’s still a good chance they won’t show even if they pay a consult fee (crazy, right?)

What is the Value of 1 New Cosmetic Patient?

Or maybe they show so you and your staff spend up to an hour with them showing them around, examining them, proving you can help them, and presenting to them only to hear the dreaded,

“I gotta think about it.”

“I’ll check my schedule and call you back.”

“I need to talk to my husband.”

What the heck?!? Now what do you do? 

You either spend more valuable time running after this “loose lead” by following up and getting nowhere or you chalk it up to experience and repeat the same process over and over.

The above process is exhausting, demotivating, and plain not fun, but what else can you do?

Glad you asked 😉

Focus on Your Lowest Hanging Fruit

The faster, easier, cheaper way to attract new patients is through word of mouth. Always has been. Always will be. 

That seems so logical to me, but so often overlooked.

All your leverage is here. The prospective patient is “pre-sold” on you because someone they trust told them how great you are. 

That means these prospective patients are much more likely to show up and say yes and then refer their other friends.

Did you know we all have about a 250-person circumference in our network? Think about all the people you come in contact with directly, indirectly and/or virtually:

  • Friends
  • Friends of friends
  • Social media followers
  • Family members
  • Coworkers
  • Neighbors
  • Gym buddies
  • Club buddies
  • Hair stylist
  • Nail pro
  • Yoga pals
  • Restaurant staff
  • Accountant, banker

Not sure about this? Just go through your PAID surgical procedures and track their referral source. Usually, the stats show that HALF of them came from word-of-mouth.

If that’s true for you too, why not allocate a small percentage of your advertising budget to making that happen even more often?

That’s how you grow a successful aesthetic practice in the long term.

Watch this video on HOW you put referrals, reviews, retention, and social shares on autopilot.

Tune in to my Podcast – Beauty and the Biz: EP.62 The Word of Mouth Practice

 

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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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