Are you found out to win? Cosmetic practice growth comes from clarity, focus, discipline and courage to ascertain where the problems are and fix them.
Why? Because you cannot fix what you do not know. you furthermore may can’t stick your head within the sand and do what you’ve always done or you will get left behind.
Brutal honesty is required here. Where are your problem areas holding you back from more patients and profits? does one know or are you only guessing?
Are you sure that’s it or is there something else that’s broken that you simply do not know about or haven’t been willing to address?
Let’s determine …
A great place to start out is with this 9-Point Assessment that provides you the clarity you would like to specialise in what’s most vital for your practice and your revenues to grow.
Simply answer yes or no to the subsequent inquiries to see if you’re found out to win:
DO YOU HAVE A MARKETING PLAN THAT USES SEVERAL PATIENT ATTRACTION LEAD GENERATION STRATEGIES?
Cosmetic patients today survive multi-media channels and need info the way they need it.
Some prospective patients want to follow you on Facebook
Some want to seem at your pics and videos on Instagram
Some want to observe you dance on TikTok – kidding, but get in early
Some want to read your blog posts
Most want to examine you from your other cosmetic patients
Some want to travel through your website with a fine-tooth comb
So, you would like a technique to make and distribute content everywhere prospective patients could also be so you get their attention.
ARE YOU ready to TRACK WHERE YOUR NEW LEADS ARE COMING FROM?
It’s way too expensive to advertise today and NOT know what’s working. once I consult practices, we pull the reports that tell us the referral source.
However, the info are often inaccurate once we learn:
The receptionist never asked the caller how they heard about you
Or the receptionist just clicked on the primary drop-down referral source because the pc system won’t let her continue without choosing something
Or the patient left it blank on the patient in-take forms and no-one asked
Or the patient said “the internet” when asked on the phone on the other hand once she visits and gets easier , she exposes that really it had been a lover who referred her so she googled you, visited your website, then your IG to see you out
DOES YOUR STAFF answer NEW LEADS IMMEDIATELY?
The stats show that 48% of offices don’t follow abreast of internet leads because they’re too busy or don’t think they’re good quality leads, so why bother
Or some practice staff follow up days later and by then the lead has grown cold or their competitors have already reached out
Whoever follows up first has the first responder advantage so you would like a system to leap on these leads immediately while they’re hot
DOES YOUR PHONE STAFF CONVERT a minimum of 60% OF THE CALLERS TO APPOINTMENTS?
The phone experience a prospective patient has together with your practice is taken way too lightly in most practices. confine mind, new patients are never getting to meet you if they can not get past your receptionist.
Most surgeons have spent a fortune on their website to be seen because the best but not enough on the phone skills of their receptionist who represent them.
So, the potential patient has verified your website and is happy to attach with you, on the other hand changes their mind when calling your office.
They could have gotten an electronic device or an annoying phone tree or an indifferent receptionist who didn’t bother bonding with the caller.
My team and that i are doing mystery buying quite 20 years and here’s what i do know needless to say … EVERY practice can use help during this area.
And simply because you trained them once, doesn’t suggest they stay trained. Calls got to be monitored, scripts got to be followed and accountability must be in situ , so every call is handled professionally.
DOES YOUR COORDINATOR CONVERT a minimum of 60% OF THE CONSULTATIONS TO BOOKED PROCEDURES?
This is where the rubber meets the road as they assert . All the cash , time and energy you’ve got expended to draw in new cosmetic patients to you begins and ends here.
Leads are just leads until the potential patient says yes and provides you money.
Are you sure you’ve got the proper person during this position who can professionally represent you, re-evaluate the quote and invite a decision? Too many practices have hired a “nice” coordinator who is friendly and straightforward to figure with YET, they do not skills to shut .
Either they need n’t been trained to or they have resistance thereto but either way, it’s costing you a fortune in wasted time and lost revenues.
DOES YOUR STAFF FOLLOW UP PROFESSIONALLY ON LEADS THAT don’t CONVERT?
Let’s say you’ve got an excellent coordinator except for some reason, she drops the ball if she can’t convert them at the consultation.
Maybe she assumes they’re going to call back if they need questions or are able to book or even she thinks they’re lost causes.
What usually happens is she may email or call them once and say the quality , “so, did you’ve got any longer questions” and once they say, no, they’re still brooding about it, she drops them within the dead lead file and that they are gone forever.
The decision-making process for a cosmetic surgery patient has gotten so confusing with numerous choices, they often do got to believe it.
But that’s why you would like to be there helping them think.
That takes skills and methods to maneuver that thinking patient to a yes patient.
I guarantee you’re losing a minimum of 15% of your revenues if you are doing NOT have a solid plan in situ for following abreast of leads.
DO YOU SYSTEMATICALLY invite REFERRALS, REVIEWS AND RETAIN PATIENTS?
Here is where the foremost money is left on the table. You see the patient as a one-hit-wonder instead of as a raving fan who returns, refers and reviews.
When you shift your mindset and consider the lifetime value of a cosmetic patient, you create extra money and work smarter.
You already did the hard part once you attracted a replacement patient to your practice. With minimal effort, you encourage them to return more often, offer you great reviews and brag about you their friends and family.
A cosmetic practice has always and can still grow on word of mouth referrals. That’s why you found out processes to urge the maximum amount value from each cosmetic patient.
And this is often the simplest a part of our industry… cosmetic patients have endless needs, especially because the aging process and trends continue.
DO YOU HOLD YOUR STAFF ACCOUNTABLE, SO you recognize PROCESSES ARE BEING FOLLOWED?
Most surgeons I consult feel as if they do not roll in the hay , it doesn’t get done.
They complain they need to micro-manage staff and need they might just do their job.
They are frustrated with their staff and hold a quiet resentment towards them because they’re alleged to make the surgeon’s life easier – not harder.
If you, too, have felt that – there’s a far better way.
Rather than think sort of a surgeon, you want to think sort of a businessperson.
That means fixing protocols a bit like you are doing for surgery, but you are doing it also for lead generation, patient conversion, patient follow up then on.
When done correctly, the staff has clarity and you’ve got peace of mind knowing the proper things are becoming done to grow your practice.
CAN YOU EASILY PULL REPORTS THAT assist you MAKE BETTER BUSINESS DECISIONS?
When I was in graduate school getting my MBA, they harped on reporting and the way important it had been .
At the time, i assumed watching rock bottom line was enough. That was very naïve on my part because by then, it’s too late to try to to anything to repair it.
Knowing your numbers through the proper weekly and monthly reports tells you vital data.
First, it takes the guesswork and therefore the anecdotal assumptions out of it and it tells you if you’re on target or if you would like to pivot.
The right data, good or bad, helps you create better business decisions because numbers don’t lie. they’re there to assist you see what’s really happening in your practice.
There are only a couple of key metrics that make all the difference. the key is to remain focused on those key metrics and NOT be distracted by the endless chatter promising you bliss if you only do that one thing.
OK, that was tons . You either feel specialized immediately that you simply were ready to say yes to those practice fundamentals otherwise you feel not so good.
Just so you recognize , the typical cosmetic practice can only answer yes to a couple of of those questions, actually because they do not skills , or they need not had to perfect their practice fundamentals… YET.
But only the simplest will survive and flourish because they need perfected their practice fundamentals that keep their revenues flowing.
Let’s talk if you are not satisfied together with your current results. I guarantee you will have clarity and structure to run your practice more sort of a well-run business.