5 Low Costno Cost Ways For Aesthetic Physicians To Prosper
January 24th, 2012 | 
Author: 5 Low Costno Cost Ways For Aesthetic Physicians To Prosper
5 Low Cost/No Cost Ways for
Aesthetic Physicians to Prosper During a Down Economy
You may be feeling the pinch of the downturn in the economy. Thanks to the medias frenzied reporting on higher gas prices foreclosures and unemployment the public is more apprehensive about spending their disposable income as freely as they were in the past. That means your aesthetic patients may need a bit more prodding from you to continue to look as good they feel.
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The secret in succeeding during this shaky time is to concentrate on those aesthetic patients you already know. They are your lowhanging fruit. You have already spent the time money and effort to attract them to your practice so with minimal effort you can keep them loyal to you and coming back for more while bringing their friends with them.
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Here are five strategies that will work for you:
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Strategy 1: Incentivize; Your Staff to be Rock Stars
Dont look at this idea as losing money. You are losing money now or getting 100 of nothing when your staff doesnt do their best. Its human nature to perform better when there is a carrot; at the end of the stick. The easiest way to get your staff to be at their best when they are on the job is to reward them for a job well done and then reward them even more for going the extra mile.
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Incentives keep your staff motivated and on top of their game. They also help to self police; when you are not there because now they are not just working for you ndash; they have skin in the game and are working for themselves.
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Your staff will perform better when they have quantifiable numbers to strive for. Its important these be individual goals with numbers and time lines attached to them so the staff person knows what is expected of them and when. The more specific the goal the better able they are to obtain it. Examples of Goals:
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Book 10 aesthetic appointments per week
Covert 80 of all new callers to a consultation
Sell 3000 of aesthetic services per day
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Since each staff person plays a different role in your practice meet with each of them individually to discuss their particular role in promoting you and your aesthetic services. Tell them the minimum you expect from them for the salary you pay them and then give them an incentive for going above and beyond. By the way the incentive may be money or time off or a shopping spree etc. Let them tell you what works for them. Take the above examples and add incentives:
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Book 10 aesthetic appointments per week by Friday and get
a 50 gift card to spent that weekend
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Receive 510 for every new caller converted to a consultation
paid out every Friday
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10 commission on all retail products sold to be paid out weekly
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The reason you are paying them so often is so they stay motivated. If they see the quick payoff they will understand the connection between a good job and the payoff so they will keep up the good work.
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And be sure your staff knows you appreciate them. Thank them often. Hold regular staff meetings. Discuss whats going on and whats new.
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Get your staffs input on whats working and what needs to change so they feel they are part of the team. They will be more receptive to helping you reach your goals when the feel respected and valued by you.
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Also give them the scripting http://www.cosmeticimagemarketing.com/scripting.php they need to succeed and close appointments and procedures.
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Strategy 2: VIP Very Important Patient Promotion
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We all know your best patient is the referred patient. They are not as price conscious and are already presold on you. You do not want to take these referrals lightly. Every practice has their group of cheerleaders and you do too.
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Go through your database and pick out any patient who referred someone to you in the past year. Now send them a personal letter telling them how much you appreciate them and how much you would like more patients just like them. Handwrite your signature and add a personal note such as Thanks for all your support Patty. These cards are for you and a friend;. Include 2 VIP cards. One for them that gives them 50 Off their next visit when they refer a friend and the other goes to the friend with the same offer. You can even give them multiple cards for multiple referrals since the value of the referral is far greater than 50. see your own bylaws for rules on referrals.
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While youre at it be sure to include Bring a Friend; on your invitations Send this to a friend; on your website announce on your onhold messaging and mention in your newsletter. Spread the word to your patients so they will spread the word to their friends family and colleagues.
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Strategy 3: Email Marketing Campaign
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Email marketing is by far the cheapest and fastest way to communicate with your patients today. Thanks to advanced technology and streamlined processes you can literally send out a message and within minutes get your telephone ringing with eager patients.
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Email marketing is not a nice; thing to offer your patients. Its becoming mandatory if you want your patients to remember you when they are ready for aesthetic enhancement. In todays competitive environment its vital to keep in touch with patients on a regular basis. This will help ensure their loyalty to you and keep them coming back throughout the year. You also want to market through education; since a true aesthetic patient wants to know whats new in the world of cosmetic enhancement.
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Be sure you are asking your patients for their email address so they can receive your very exclusive web offers and event announcements. And your email messages must be brief eyecatching and include very special promotions so they continue to want to receive communications from you.
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Strategy 4: Promotions at the Right Time of Year
There are certain times of the year that are more emotional than others for the aesthetic patient and you want to capitalize on that. Since aesthetic medicine is based on emotion and perceived need develop a marketing plan around holidays. You will get a much better response when you promote your services around these themes:
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New Year ndash; New You
Valentines Day Love Your Looks
Spring is Coming Rejuvenate
Mothers Day ndash; Do Something Special Just for You
Summer is Coming ndash; Are You Ready?
Holidays ndash; Sparkle This Season
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Either through your inhouse signage your newsletter postcard http://www.cosmeticimagemarketing.com/onlinestore/patientpostcards.php special invitation or email marketing campaign educate your patients on how you can help them during these special times of the year. And you can have a special themed; offer for a very limited time so they understand why you are offering a special discount as opposed to always having offers any day of the year.
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Strategy 5: Birthday Cards
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There is something about a looming birthday that will send the aesthetic patient into a tales spin. And that makes sense. The aesthetic patient who cares about their looks will really care when their birthday is approaching.
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To take advantage of this special time in the year for them send them a fun birthday card that says Come Celebrate with Us; and offer 50 Off any rejuvenation procedure listed. This is important ndash; handwrite your signature and the address on the outside envelope. Use a stamp on a plain white envelope with no return address. You want this to look like very personal mail so it is well received and opened.
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And be sure to send the upcoming birthday month on the 15th of the previous month and have it expire two weeks after their birthday to add a sense of urgency so they pick up the telephone the minute they receive it.
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Conclusion
My above strategies are geared to setting up a winning team and bonding with your patients so they think of only you when they think of aesthetic enhancement. I promise you success if you implement these proven strategies.
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For more free aesthetic marketing tips and strategies call Catherine Maley MBA Author Your Aesthetic Practice/What Your Patients Are Saying; at 877 3398833 or visit her online at www.CosmeticImageMarketing.com.
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About the writer: nbsp;
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