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Ep.110: Cross Promote Cosmetic Services

Beauty and the Biz: Cross Promote Cosmetic Services

Keep your patients on “the yes track” with value-added products, services, treatments and procedures.

Non-pushy Suggestive cross promote ideas during your patient’s visit, and how to get your patients to come back for more later on. It’s a win-win when you cross promote for both your patient and your practice!

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Transcript:

Ep.110: Cross Promote Cosmetic Services

By Catherine Maley

July 27, 2021

 

Welcome to Beauty and the Biz. Discover how to grow your practice with effective cosmetic patient attraction, conversion and retention advice from author, speaker, trainer, and cosmetic practice, business and marketing coach Catherine Maley MBA.

Catherine Maley, MBA

Hello, and welcome to Beauty in the Biz, where we talk about the business and marketing side of plastic surgery. I’m your host, Catherine Maley, author of, Your Aesthetic Practice – What your patients are saying, and as well as consultant to plastic surgeons, to get them more patients and more profits.

So, here’s the thought. Rather than throw more money at advertising, try increasing your patients value by offering them more services. So, the beauty pun intended of our industry is that you have an audience of consumers who want to look good and feel great, and they don’t want that one time. They want that over and over and over for years to come, especially as the aging process continues.

So, listen in to this week’s beauty and the bids podcast entitled cross-promote cosmetic service. So, I’m including lots of strategies to easily increase your revenues 10 to 30% with the resources you already have. So please listen in and I will catch you on the other side, the easiest decision for your cosmetic patients to make is the. After their initial decision to choose you for cosmetic rejuvenation. So don’t forget to cross promote all of your cosmetic services. In other words, if patients have already said yes to you, there’s so much more likely to continue to say yes, if offered additional plastic surgery or non-surgery services.

Now this one concept can increase your revenues from 10 to 30% without you spending one extra dollar on advertising, it just takes strategy and creative. So do your patients know all you have to offer. If you’ve ever heard a patient say to you, I didn’t know you did that. It’s time for you to review your promotional efforts because you’re not getting all you can from your patients, a cosmetic patient who wants to look their best and feel great is open to all sorts of procedures and treatments you offer, but they have to know about them.

So cross promote all cosmetic services you offer. Now, here are five easy ways to do that. Number one menu of services visiting patients should be educated on all you offer. Fill up digital photo frames, showing off your results for each service you provide. Number two, get to know us promotion. Lots of consumers are interested in cosmetic procedures.

But they’re scared. They need to dip their toe rather than jump right into cosmetic surgery. They also need to get to know you better, so they’re more comfortable moving forward. So, here’s what you do. Offer them a special promotion to sample your work. Create a package of easy services with products and reduce them.

For example, your get to know us promotion includes a skincare analysis session, exfoliating facial treatment, moisturizing, facial, or peel, and a skincare product of your choice. Now this is regularly priced at $300. However, they get it for only $97. I like to use skin analysis so patients can see their skin damage as well as a simple exfoliating treatment.

So, their skin feels soft and a product to introduce them to your skincare. Number three, help them heal when a Botox, filler or surgical procedure leaves, bruises offer to do a quick free laser procedure to help minimize the bruising and speed up the healing. Not only are you showing you care, you’re also cross promoting your laser procedures.

Number four signature treatment, devise your own signature treatment. That turns back the clock. For your more mature patients who want rejuvenation or are not quite ready yet for surgery combined several different services into one package with a special combination price show, how much it would cost separately.

So, they see this. Not only will they get a better result, but they also cannot pull the package apart and price, shop it with your competitors. This also builds great patient loyalty because they’ll get a good result and they’ll come back for more. And lastly, Thank you gift cards. Now, oftentimes your patients come to you for one procedure, but go elsewhere for others.

They might not have a good reason for doing that. Other than it didn’t Dawn on them to choose you for other procedures. Now in today’s crazy busy world, you can simplify your patient’s lives by becoming their one-stop. For all of their cosmetic rejuvenation needs. So next time they visit hand them a thank you card.

That’s actually a gift certificate to try a new procedure. They have not had before. For example, a skincare patient gets a gift card to experience Botox, Botox patients get a gift card to experience filler patients get a gift card to experience skin tightening. You can even offer a gift card towards a bleph or liposuction for those people who purchased skin tightening and fat reduction treatments.

And now they’re ready for a more permanent role. Now I recommend you implement the above strategies right away, and then brainstorm as a team for additional ideas to cross promote all cosmetic services. It helps your patients look great while saving time and money while you increase your bottom-line revenues.

So, it’s a win-win for everyone.

Do you see how easy it is to increase your revenues when you strategically cross promote your services? And of course, if you need help with that, please let me know. I also offered you a free PDF entitled to 20 cosmetic patient strategies. That’s full of more creative ideas to attract more patients and profits.

So, you can download it at www.CatherineMaley.com/Plastic-Surgery-Marketing-Whats-Working-Now-Guide. And of course, if you have any trouble, just send me a message at CatherineMaley.com. And of course, I’ll have my team send it to you. Okay. That’s it. For this episode of Beauty and the Biz, please subscribe.

If you haven’t done so already and I would greatly appreciate a review if you are getting value and if you’ve got any feedback or questions for me, you can just leave a message on my site, or DM me on Instagram at Catherine Maley, MBA. Thanks so much. And we’ll talk soon.

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#beautyandthebiz #podcastforsurgeons #plasticsurgeons #cosmeticsurgeons #podcast #marketing #plasticsurgery #stafftraining #businessconsulting #strategiesforsurgeons #crosspromote

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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