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Enjoy a Steady Stream of Cosmetic Patients (Ep.184)

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery, and how to enjoy a steady stream of cosmetic patients.

I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients and more profits. Now, today’s episode is called “Enjoy a Steady Stream of Cosmetic Patients”.

When I consult with cosmetic practices and ask them their top priority, it’s usually they want more leads.

They are most satisfied when the phone is ringing, they have lots of internet leads for their staff to follow up on and their schedule is booked with consults.

They feel good when they are extremely busy moving from room to room with patients eager to talk about their cosmetic services.

But do they really want more “patients” or do they REALLY mean  more procedures?

Here’s the reality, just because you’re busy doesn’t mean your profitable.

If you’re doing 10 consults per day but only booking 2 of them, something is off.

⬇️ Click below to hear “Enjoy a Steady Stream of Cosmetic Patients”

Cosmetic Practice Vault & Here’s a Holiday Gift for You... & Enjoy a steady stream of cosmetic patients & how to shortcut your success

In regards to doing 10 consults per day but only booking 2 of them and something being off, that’s not how you enjoy a steady stream of cosmetic patients. Here’s what I mean…

Getting more cosmetic procedures is a 3-step approach:

  1. You need to get more CALLS
  2. Your receptionist needs to be able to convert these CALLS into APPOINTMENTS
  3. Your coordinator needs to be able to convert these appointments into paid PROCEDURES

And although this seems to be pretty straight forward on how not to enjoy a steady stream of cosmetic patients, it’s not that easy to get more calls, appointments and procedures. Here’s what I mean:

1) Get more CALLS:

You probably receive a lot of emails from people claiming that they can get your phone to ring!

– Some might try to sell you “pay-per-click (PPC) advertising.

– Or, they tell you 53 things that are wrong with your website so you’ll   
     hire them to re-design it.

– Or, they tell you the “penguin / panda / zebra-safe way” to catapult

     your website to the top of Google through some Voodoo SEO.

Have you ever tried any of these tactics?

How did it work out?

For many surgeons these “magic bullets” to enjoy a steady stream of cosmetic patients don’t seem to work, yet they are told to “give it more time” and just pour some more dollars into pay-per-click while they’re waiting for organic leads.

Then there’s 2) Get more booked APPOINTMENTS

Let’s say you pulled the trigger and sunk a small fortune into a gorgeous new Website and you paid big bucks to get prospective patients to it. They check you out. They like what they see. They call your office to learn more. And?

What kind of experience do they have on the other end to help you enjoy a steady stream of cosmetic patients? Is it consistent with your new “look and feel” or is there a major disconnect between the high-end look of your branding and the low-end quality of their phone experience with your office?

It’s not enough your receptionist have a nice phone voice; although that certainly helps. Your receptionist also needs the skill to take a “look-e-loo” caller who is going down the search results list and calling you and everyone else to figure out who can help them.

A majority of the callers will be lost here if your receptionist is not a trained ambassador who skillfully welcomes the caller to your practice and invites them in to get to know you better, so you can enjoy a steady stream of cosmetic patients.

And lastly, #3) Get more PROCEDURES

Ok, now you’re making progress so you can enjoy a steady stream of cosmetic patients. The new patient found your new Website. They called and booked an appointment. And, they actually showed up for their appointment so things are looking good.

Now what? Do they have a great first impression of your office? Are they made to feel welcomed and relaxed? During their consultation with you and your staff, did they discover overwhelming evidence of why you are the BEST CHOICE?

Because here’s the reality that helps you enjoy a steady stream of cosmetic patients…the cosmetic patient with a credit card, as well as a lot of choice in providers, is looking for who can best give them what they want. What they want is a great result in the easiest, most comfortable way possible – financially, emotionally, physically and psychologically.

That’s why so many different variables go into their decision-making process when choosing the right plastic surgery practice for them. Yes, your reputation, credentials and before/after photos are essential in helping them “see” your skill and expertise.

But there are other factors that are more subtle, yet equally important to help you enjoy a steady stream of cosmetic patients:  your demeanor, your eye contact, your listening skills and it goes on and on.

And here’s the biggie….Is your patient coordinator able to convert them to a paid procedure? If not, then you can’t enjoy a steady stream of cosmetic patients.

This is where the rubber meets the road. All that you have spent on advertising, marketing, staff, office and web design is wasted when the prospective cosmetic patient chooses your competitor over you.

Because nothing else matters until the patient actually chooses you and PAYS for your services.

This step in converting a prospective would-be patient to a paying customer is no easy feat as you know and have experienced.  

It takes skillful planning of each step in the patient experience to prepare that prospective patient for a YES rather than, “I’ll need to think about it.”

Here is a helpful suggestion to help you enjoy a steady stream of cosmetic patients, and for you to gauge the experience a prospective patient has when interacting with your practice….

You and your staff do a “walk-through” of each step the prospective patient goes through when visiting with you.

Be sure to involve your receptionist, your coordinator and anyone else who interacts with the patient. You are looking for ways to improve your processes that leads to improved conversion rates.

That is how you enjoy a steady stream of cosmetic patients who keep you profitable rather than just busy.

If you could use more patient leads to help you enjoy a steady stream of cosmetic patients, and if your staff could use help converting more callers and consults, please check out my

Cosmetic Practice Vault loaded with proven working knowledge such as

  • 10 + Hours of Mind-Expanding Insider Knowledge
  • 44 Business Strategies to enjoy a smooth-running practice
  • 86 Marketing Strategies to attract a lot more cosmetic patients
  • 77 “Swipe & Deploy” creative Graphics you can use
  • 44 Proven Scripts to Convert, Follow Up on leads, write Ads that get a result, Interview questions to identify a-players and a whole lot more.

You get LIFETIME membership during this introductory period so act now by going to www.catherinemaley.com/vault and I’ll see you there.

Review Beauty and the Biz at Apple Podcasts (Pros and Cons of Nurse Injectors), The Cosmetic Patient Retention Guide for 2023 (keeping staff & differentiating, 40-surgeon practice to solo, what happens if something happens to you, life's unwanted surprises), Convert More Cosmetic Patients, buying Land and Building Practice from Scratch, Prepare Your Practice to Survive and Thrive, 3k Lip Lifts Plus 300 Facelifts Per Year, solo practice no debt, commodities trader to surgeon

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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.

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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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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