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#73: How to Overcome Sales Objections and Drive Profits at Your Practice

FAQ
FREQUENTLY Asked Question(s)

Here is a couple of interesting stats;

  • Companies generate an average of $2 in earnings for every $1 they spend on Google Ads.
  • 51% of shoppers surveyed say they use Google to research a purchase they plan to make online. (Think with Google, 2019)

The world has completely changed after the recent pandemic outbreak in 2020 and more and more people than ever are spending time online these days.

With little to no budget, a strong digital marketing campaign can yield a greater ROI, with content being seen by a much larger and more targeted audience.

In this day and age, digital marketing is something that all businesses should be embracing. Without a digital marketing strategy in place, you may be missing out on opportunities to generate leads and establish stronger connections with your current patients.

In order to deploy our 7 step system, there is a lot of work involved, especially if you don’t have a good website, with existing lead magnets or email marketing systems in place. If this is the case, we will have to do a lot of set up work for you in the first few months. But as soon as your site and its contents are ready to go, you’ll see instant results when your Google Ads campaign goes live.

To get started, your minimum budget should be around $1,500/month for our local SEO package, which is a great starting point. This is a minimum package that helps get you started. However, we would highly recommend a starting budget of $2995, which includes both Google Ads and SEO management fees (you pay Google Ads media spend directly to Google).

Throughout our years of managing online marketing campaigns, the return on investment we usually deliver to our clients is at least 3 times what you spend, making your investment 300% worth it.

Your investment will pay for itself, multiple times. Just tell us how many new patients you need to pay for our services and we will deliver more.

A dedicated team of online marketing specialists who specialise in medical online marketing and have rich experience in working in this industry with similar clients.

Nowadays, prospective patients are savvier and they want to do their own research before committing to a treatment or practice. Their sources of information can come from within their own circle of friends and family, from a general practitioner or from their own research. Especially when it comes to one-off treatments and procedures, prospects are happy to travel out of their locations to find a suitable specialist. For example, here is a screenshot of Google search results for relevant keywords relating to cataract surgery. As you can see, there are hundreds of people searching for an eye specialist in Sydney alone. That means there is huge market potential to tap into.

online marketing

In addition, if you have a professional and impressive online presence, users will consider you above other similar specialists for any given treatment. If you have an online marketing system set up as we shared with you today, your impressive website presence, Google reviews, lead magnets and offers will exponentially increase the chances of winning referral jobs. At the very least, it’s way more likely than a passive practice who has nothing going on to prove that they are the better choice. So our answer is yes, online marketing definitely works for specialists.

SEO, or organic SEO, is the process of getting your website to rank highly (and organically) in search engines like Google, Yahoo, Bing, etc.

organic SEO

Example of Organic SEO Result on Google

With local SEO, there is a slight twist.

Instead of focusing exclusively on your website, you’re also going to focus on your Google My Business profile page.

That’s because Google displays Google my business pages (along with a map highlighting where the businesses are located) for search phrases with a local focus.

For example, if you search for “facelift Sydney” on www.google.com.au, you’ll see what we’re talking about.

Local SEO Result

Example of Local SEO Result on Google Maps

In the search results for local cosmetic surgeon listings, Google displays a map at the top of the search results, with clinic names, addresses, phone numbers and reviews.

That information is coming from each business’s Google My Business page.

The key difference between local SEO and traditional or organic SEO is that you need to optimise both your website and your Google My Business profile page to compete in local SEO.

As you know, Google tries hard to make the ads look exactly like normal search results, and is currently taking up the top 4 listings on the search result page, plus potentially 3 more listing spots on Google Maps. In essence, Google ads are occupying the most lucrative real estate of the above the fold area on page 1 search results.

But that raises another question: “Why bother with SEO, when we could just be running Google Ads?”

Here are 2 compelling reasons;

1. SEO still has a higher Click Through Rate on Search Results

Despite Google’s attempts to make ads look exactly like normal search results, search users are getting savvier. We can, more often than not, spot paid advertising and skip down to the local and organic search results.

We sure do – unless we find a particularly eye-catching ad!

This means that Click Through Rates (CTR) really are different for Paid Ads and Organic Listings.

Surprisingly, Organic listings “below” the ads get significantly more clicks (sometimes 30%+).

2. SEO has higher ROI & Conversion Rate

We’ve run hundreds of different Google Ads and SEO campaigns in parallel. SEO delivers higher Returns on Investment than Google Ads at the scale of 2 to 1, if SEO is done well.

The hard cold truth is: if you want to compete – especially on a local level – you need to run Google Ads together with SEO to gain full momentum.

Please book a call with us and we will let you know if you are ready and how to get started.

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