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What to do During the COVID-19 Shutdown

The world has turned upside down with this COVID-19 crisis. Most governments have declared social distancing and have closed non-essential businesses and that includes your practice.

Although things look bleak at the moment, we will get through this, just like we have every other challenge because we humans are built to adapt.

However, during this “pause”, you need a plan to stay solvent so here are suggestions to keep your name and practice in front of the public so when this is over, they call you first.

Since new potential cosmetic patients are stuck at home and bored and searching online for answers, a great strategy is to grab their attention while your competitors are taking it easy and waiting this out.

This way, you build a solid list of prospective patients excited to meet when you are back up and running.

To gain the attention of new patients with digital content is a 3-prong approach:

  • Create more educational content so new patients get to know you
  • Add personality content so new patients are eager to meet you
  • Offer Free virtual consultations

BEAUTY AND THE BIZ

Beauty and the Biz is for Plastic Surgeons who know they don’t know everything and are open to discovering the pearls to grow and scale a sellable asset when they’re ready to exit.

Listen in as Catherine interviews surgeons who talk about the business and marketing side of plastic surgery and listen to Catherine’s pearls from consulting with plastic surgeons since Year 2000.

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Create Educational Content

While consumers are “homebound”, they are online even more than before, researching the popular topic of cosmetic rejuvenation.

That is leading them to ask the questions they haven’t had the time to when they were living busy lives.

That is an opportunity for you to educate prospective patients who want to learn more. Turn on your iPhone or iPad, talk loudly and clearly, and answer frequently asked questions you get at your consultations.

Use props if that will help. You can show your laptop screen of before/after photos on your website or draw on paper if it helps you explain things.

And be sure you address the typical objections you get with your Q&A so the patient sees that you understand them because you are addressing your fears.

For example, questions should include: How long is the downtime for that procedure? Where are the scars? How much pain is involved? What type of anesthesia is used?

Now, turn these short videos into a series of social posts on the various popular platforms such as Facebook and Instagram.

Also, send the videos in an email to your current patients who you know are already interested in you and your services and encourage them to share it with their friends.

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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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Add Personality Content

More than ever, consumers are starving for authenticity. That’s how social media got so popular. They used to go to your website to see the professional and polished you; but now they want to know who you are as a surgeon AND as a person, husband, humanitarian, father, dog lover, community leader, and so on.

Share whatever you are comfortable with and make it real. For example, have your family take a picture of you in the kitchen if you love to cook. Or, in your home gym working out, or sitting with your dog while reading a great book.

Consumer patients will feel as if they know you better and be more willing to take that next step when they see you are a likable person as well as a good surgeon.

Offer Free Virtual Consultations

While this COVID-19 situation is getting sorted out, offer free virtual consultations for a limited time.

Mention it in your marketing efforts and include a link to a landing page that captures the patient’s name, cell phone, and email address.

Add this to every email you send and social posts you upload. This is how you build a solid list of interested people who want your services.

You can use a video conferencing platform such as Zoom.us because it records your call and you can show your screen. Or, you can simply do a Facetime or Skype call with the patient for the initial evaluation and be sure to mention in writing, your recommendations and quotes are subject to change once you meet in person.

These above suggestions will help you gain exposure to new prospective patients and give your staff plenty of follow up tasks once they return to the office.

Stay Safe!

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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