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7 Step Patient Generation System To Get You More Patients Than You Can Handle podcast

Aug 26th, 2021

Are you ready to stop worrying about the ups and downs of new patient bookings and tired of going through these?

  • Gaps in your schedule
  • Inconsistent flow of new patient bookings
  • Wasted time on non-serious enquiries
  • Relying on referrals
  • Prospects ghosting on you
  • Seeing our colleagues getting busier than ever!

In this video, I’m showing you the 7 Step Patient Generation System to get more patients than you can handle.

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Hi, I'm Huyen
Our work (and this site) is devoted to sharing ideas, tools and resources that will help you automate, grow and scale your practice.

huyen

Learn More

PODCAST TRANSCRIPT

Are you ready to stop worrying about the ups and downs of new patient bookings?

In this video, I’m showing you the 7 Step Patient Generation System to get you more patients than you can handle.

Step 1: Define your “one thing” or core procedure

The first step you need to do is to work out which key procedure or service generates the most revenue or that you want to be known for and who your target patient profile is.

When you think of the most successful brands globally like McDonalds, KFC, Apple, Google, Starbucks... When you think about them, what is the first thing that comes to your mind? Definitely not for 20 different products right, so defining your “one thing” is extremely important.

Step 2: Work out the “Why” patients should choose you

At this step, you need to identify the top 3 to 5 reasons why patients should come to you versus your competitors.

Your key differences have to be compelling and irresistible. Saying that you are “experienced” or “expert” in this procedure will not cut through in this noisy, distraction-filled world that your prospective patients are living in, you have to demonstrate the key differences.

For example, more affordable pricing (if your price is one of the best in the market, then show it), if you work specifically with mothers with kids, or if you use a combo of multiple procedures or treatments to achieve the results, or you have flexible payment options etc.

If you are not sure, you can reach out to your past patients and figure out why they come to you and also talk to people who haven’t chosen you and identify the reasons why?

For example, on the Crown Clinic landing page you can see that they have done over 10,000 procedures in Australia, they have natural procedures to stimulate the new hair growth and weekly payment option from $30/week together with their total affordable pricing from $5990 for 4,000 hairs, in addition to their free consultation offer, which is a good list of selling points they are presenting here.

Step 3: Create a killer lead magnet for it

Enquiring about your core services immediately can sometimes be a big commitment for prospects. A long hard decision depending on your core service, especially if it has something to do with their health or appearance.

If you can take a portion off of your core service and narrow it down to give them a mini commitment to that smaller portion of your core service, it will be a lot easier for them to commit.  And then, once they have had a taste of your services, you can build trust and authority with them, and then you can go from there moving forward with your larger total service offerings.

A lead magnet is that ethical bribe, a free offer that you put up on your lead generation page to incentivise prospective patients to give you their email, name, phone number or whatever detail you ask for.

The lead magnet has to be irresistible; the lead magnet has to target the pain of your patients. What do they hope to get from your service? What are the things that cause them pain or discomfort, and what can you do to relieve them? it should speak directly to your potential patients and be impossible for them to resist.

For Crown Clinic, they are willing to offer “Free Consultation” which is no brainer offer to take for prospects, if you can’t offer totally free consultation, you can consider having a reduced consultation fee such as $90 or other types of high value content offers as we show on the screen.

Step 4: Create a high converting landing page for the procedure with the lead magnet

A website is where people see your credentials, qualifications, contact information and your before and after work. The problem is there are so many calls to actions on the website that distract your prospective patients. If you want a converting machine, you need a focused or tailored landing page that targets your core audience to communicate why they should choose you for a particular procedure.

Landing page is where your prospects land on from different traffic channels, it’s like the front view of your shop. If that’s not inviting, people will walk past and don’t even want to check out what you got to offer.

You need to have a high converting landing page that warms up cold prospects, converting them to itchy-to-buy prospective patients.

As you can see on the Crown Clinic landing page we design and build for them, there is only one call to action on this landing page which is Book a Free Consultation, there is clear value proposition right on top in the heading: Why risk travelling overseas while you

can have it done here in Australia? 4000 Hairs For $5,990. If your pricing is one of the best in the market, then show it, that’s one of the key sticking points for prospects, this offer is a no brainer.

Step 5: Identifying the Dream 100 list for your clinic

The “Dream 100” is the idea of identifying the top 100 tribes that thousands of your target audience are already active members of or hanging out and finding a way to infiltrate these tribes for displaying your targeted message to these tribe members.

This will take your ideal buyers from “I’ve never heard of this clinic?” to “What is this clinic I keep hearing about or seeing all the time online?”.

What I’d like to show you in the research we have done to identify all the influencers that Crown Clinic prospects are following and also all the online channels that their prospects are hanging out.

​​In order to find out where these ideal dream patients are congregating online, here are some questions that you should be asking yourself:

  • What forums or message boards do they participate in?
  • What Facebook groups are they engaged in?
  • Who are the influencers that they follow on Facebook and Instagram?
  • What podcasts do they listen to?
  • What are the email newsletters that they are subscribed to?
  • What blogs do they read?
  • What channels are they following on YouTube?
  • What keywords are they using in Google or YouTube searches to find information?

One of the most popular venues that your prospects are hanging out right now is on Google search engine, as they are looking for a solution to their problem.

As you can see on the screen, you can find Crown Clinic in the top position on Google search results for such a competitive keyword such as “hair transplant Sydney” which is one of the most profitable keywords that we identified for Crown Clinic and attract a good number of prospective patients from it.

After users visit the website, they will be retargeted via Facebook and Instagram ads. Our display ads networks reach out not just to people who have visited Crown Clinic website but also their friends or family members who have the similar demographics and the look-alike audience online.

Answering these questions will help you to start identifying where your dream patient personas are residing. Once you know where they’re congregating online, it’s pretty easy to put your targeted messages and hooks in front of them, which I have shown you above in step 3, for pulling them into your sales funnels.

Step 6: Generate raving patient reviews 

Getting patient reviews is one of the key challenges in improving medical clinics’ online reputation and increasing new patient conversion rates.

84% of people trust online reviews as much as a personal recommendation, so to increase the conversion rate of new patient enquiries, you need to get more positive reviews for the procedure you want to promote.

If you need help in generating positive reviews in a short amount of time, we’ll provide you with a simple and effective plan to generate at least 20 patient reviews for your clinic in a month.

Step 7: Refine Sales Process and Optimise Conversion Rate  

In order to increase the new patient conversion rate, you need to have a proven sales process in place to help your staff deal with incoming enquiries and their objections and your staff need to be able to do 70% of the convincing work before prospects seeing the doctor or surgeon for in-person consultation.

If you haven’t got one yet, we can help review your sales process and give you our proven new patient conversion system and training to improve your new patient conversion rate. This is inclusive of how to screen out prospects over the phone, qualify them and address all the objections in their minds.

We’ll do this before they come up in the conversations and effective follow up system for your staff. This will help you convert more enquiries to booking and save time on chasing prospects that keep ghosting you.

The 3 Things You Need

  1. Affordable and highly targeted traffic (Via Google Ads, SEO, Facebook & Instagram Ads) which we’ll present in the custom patient generation plan in the next step once you book in a 15 min discovery phone call with us.
  2. A system to turn that traffic into itchy-to-buy leads
  3. Sales process & a script of exactly what to say to these prospects to convert them into high-paying clients/patients

Congratulations! 

By using this 7-step patient generation system, you have a more predictable stream of patients. You also are able to increase your additional revenue from referral patients generated by these existing patients. With a scalable patient generation system for this procedure, you can use the current marketing budget for the next procedure you want to promote.

If you want us to work out the projection on the revenue and marketing budget and return on investment, we’d like to invite you to take the next step which is to book a 15 min discovery call with us so we can learn more about you and to see if you are the right fit for this system.

Thanks for listening and hope to talk to you in our discovery call soon.

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