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Fine-Tune Your Follow-Up — with Catherine Maley, MBA (Ep. 241)

Hello, and welcome to Beauty and the Biz as we discuss how to fine-tune your follow-up. In addition, we’ll also discuss the business and marketing side of plastic surgery.

I’m your host, Catherine Maley, author of “Your Aesthetic Practice – What your patients are saying.” Also, I’m a consultant to plastic surgeons, to get them more patients and more profits.

Indeed, today’s episode is called “Fine-Tune Your Follow-Up — with Catherine Maley, MBA”.

Oftentimes, when it comes to converting incoming leads, here’s a typical scenario in a plastic surgeons’ office….

Firstly, the staff meets with the patient face-to-face. Secondly, the patient
says they have to think about it. Thirdly, the coordinator sends
them on their way with the quote and now the game of
pursuit begins.

  • Generally, staff can’t get the prospective patient on the phone.
  • Oftentimes, the patient won’t return your staff’s phone call.
  • Too often, the patient won’t respond to your staff’s emails

Undoubtedly, this is so frustrating for staff because they take time
out to follow-up. Oftentimes, they give up quickly
because they feel discouraged wasting time with “stranger patients”. Specifically, they feel these weren’t good leads to begin with, so why bother.

Maybe that’s true but maybe it’s NOT true.

⬇️ Click below to hear “Fine-Tune Your Follow-Up — with Catherine Maley, MBA”

Too often, I hear over and over from staff that they don’t want to appear
pushy and “salesy”. Normally, they give the prospective patient one
call or send an email several days after the consult. After which, they maybe try again in a month.

Unsurprisingly, the incoming lead grows colder and colder and is placed in the
“dead lead” file. As a result, it’s never to be seen or heard from again.

With this in mind, if you’ve experienced this in your own practice, it’s time to re-think your follow-up process. In summary, it’s time to close the gap of lost profits.

In other words, wouldn’t you be better off spending less on advertising and investing more in converting training? There’s no question that this will help ensure your staff book more surgeries.

Fine-Tune Your Follow-Up,
Fine-Tune Your Follow-Up

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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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