Most of the surgeons I’ve talked to have been super busy since they reopened, and that’s fantastic.
The increase in patients has been unexpected and strong.
I suppose it is because a large group of patients are fed up with the confinement
The effect of the Botox wore off and their fillers disappeared.
They gained weight in quarantine.
They are tired of stagnation and want to live again.
Therefore, the demand has been great and surgeons are excited to get back in the operating room and do what they do.
Actually, many surgeons tell me that after being locked up for months, they really missed going to the office, having a schedule, and working with patients and staff.
So there are positive developments in the midst of all this madness
But there is the detail (as cantinflas said)
We don’t know what will happen next.
If we have learned anything in this period, it is that life can change quickly and nothing is certain.
We are also learning that we need to be better prepared for life’s surprises.
That includes saving more for a cushion against the storms and rethinking your practice plan to attract, convert, and retain cash-paying patients.
Let’s read the play of these patients well.
Although things are going well at the moment, life will return to normal and advertising costs will increase for new prospects and poor quality leads will continue to waste their time.
Conversion rates will continue to decline due to relentless competition. And you will experience more and more patients rushing to your competitors who discount their prices.
To combat these problems, you need many potential patients every day.
But HOW do I achieve that?
Well, redesign your website and find an SEO company that will look for your rankings, (increasingly difficult task)
Or, pay thousands of dollars per month to Google AdWords, where leads are often weak and waste your and your staff’s time
Or maybe you spend a lot of time creating content for social media, but they can’t measure the results and you just pray that your efforts bring in new patients.
Ok then what? Before spending any more time and money attracting new patients to your practice, first consider who is most likely to become a patient and where you find them.
Here are 3 effective strategies to quickly obtain new patients who pay in cash, without spending so much money
1- Increase the number of times a patient visits you
2- Increase the amount of money they spend on each visit.
3- Increase the overall value of each patient by taking advantage of their referrals, reviews , before / after photos, and their social media platforms to spread the word about you and your practice.
Pure common sense you have patients with infinite needs like wrinkles, sagging skin, thin lips, sun damage and that list of needs grows as the relentless aging process continues.
But HOW do you make that happen?
Use these strategies to immediately see an increase in patients, procedures, and admissions:
Don’t just sell packages. Promote “Exclusive personalized packages” for each age group.
Packages include a combination of injectables, fillers, lasers, and skincare for a special combined price.
Do you want a website that converts quotes?
Have you ever wondered which cosmetic clinic sites convert the best and what are they doing now?
Many people immediately name Amazon as the top converting site based on the variety and volume of products you ship. It is true but they are selling products and you are selling Medical services, so you must take some of their strategies and adjust them. Here is what you can do to improve your conversion rates.
Conversion Strategy # 1: Make Your Site Incredibly Easy and Simple to Search and Navigate
Your site should be Easy to navigate for prospective patients, it is vital that they can get directly to the place on your page where the information about the procedure they are interested in is without many clicks. Be sure to include patient testimonials and ratings for that procedure, lots of before and after photos of that particular procedure, and a button for a call to action (where you can be contacted immediately).
Conversion Strategy # 2: Fix Your 404 Pages Down
Missing pages and broken links send your prospective patients directly to your competitor’s website. The Internet has created an interaction for your visitors to get immediate information from you or they will go elsewhere
This problem is more common than you imagine … your practice changes and you hire someone new to reconfigure your page, they move outdated articles, you delete old publications and the links are lost. When you hire a lot of people to work on the site simultaneously, several webmasters will have “many cooks in the kitchen” and the result is links that lead to NOTHING. Increasing your bounce rates and getting penalized by Google
It’s important that your IT staff is constantly auditing for broken links and missing pages. Then redirect to at least your home page or add your menu of services so the prospective patient can return to the procedure they were interested in.
Better yet, add a comment box so your visitor can ask you questions and interact with you.
Another important tip is not to reload the pages with elements that affect the loading speed.
I recommend that you use simple WordPress, so that the page looks clean and loads very fast, preventing the prospect from retiring or getting frustrated by not being able to navigate with the necessary speed. There are free tools to test the loading speed of your site.
Using Fiver.com you will find very cheap providers that can correct these issues that, although they seem simple, can make the difference between a prospect that converts and one that withdraws with your competition.
The reception area is often considered a mere physical space, something like the anteroom of what is truly important. In reality it is the fundamental piece, the entrance door, the first impression that can make the difference between a successful visit … or not .
Here are my suggestions and detailed steps on what a practice can do to turn its reception area into an educational and interactive center that converts more patients, helps close more procedures, increases the number of referrals and contributes to generating wonderful consultations for the patient. .
“Maximize patient time with silent sales tools in the reception area”
You must put in the reception area:
Before and after photos of patients of different ethnicities, ages, etc., so your visitors can see themselves in the photos and will ask you for more information during the consultation.
There’s a good chance your patients don’t know everything you offer. Display an aesthetically striking menu of services, so you never hear the “I didn’t know you did!” and that they have done it with your competition.
Show your prospects how much your current patients love you. Prepare a high-quality photo album, filled with thank you notes, emails, surveys, and reviews from your existing patients.
Good features of the reception area
Open space, especially at the counter (that means there are no dividing windows separating patients from your staff).
Less is more. Get rid of the clutter. In this way, visitors will be more comfortable with fewer seats and more space between them, never sitting too close together. Which is even more counterproductive in times of COVID19
The product sample should be available when you keep patients waiting (hopefully not long). This gives them an opportunity to consider the products so that they are more inclined to buy at the end of their visit.
Most common mistakes
Filled in forms that are redundant. With current technology, repetitive information (name, address, phone, etc.) should be pre-filled so the patient will only fill out what is necessary.
You need to create a balance between educating the public about the services you offer without overwhelming them with brochures and promotional materials.
Putting repetitive and annoying videos; not just for the staff but for the patient who thinks, “once is enough!” create new attractive, interesting videos, with humor and emotional stories that keep them attentive and excited about the possibility of hiring your services
Better yet, ask your patients what they think of your reception area. They will have great ideas for you to consider.
Until next time