The 4 goals of medical marketing and sales:
Getting more medical enquiries
1The 1st goal of medical marketing and sales is to get more inquiries to contact you by form submissions or telephone calls. Usually, the most cost-effective and reliable source of a consistent flow of new qualified inquiries is by attracting the most relevant visitors to your website through search engine marketing and then converting these visitors through effective website design.
To grow your inquiries you need to understand which internet marketing tactics (whether they be SEO, Paid Search, Email marketing, or Social Media) and what content to create to feed these channels. You need to analyse your results continuously. And finally you need to test what works against what doesn’t to improve your results over time. Let us share the best practices that will allow you to convert more web visitors into serious medical inquiries.
Getting more medical appointments
2The 2nd goal of medical marketing and sales is to convert your inquiries into first appointments. We’ve spent over 10 years listening and critiquing over 1000 telephone calls, determining the very best methods that convert first time callers. We’ve taught hundreds of telephone operators these telephone sales best practices, including how to collect necessary information from patients, what questions to ask when guiding callers through a call, how to overcome objections to an appointment, and how to more effectively close on the phone to increase your telephone conversion rates.
To grow the number of appointments you see, you need to understand the best practice for answering telephone inquiries, and we need to train your telephone staff to use these best practices to convert these inquiries into first appointments.
Getting more medical patients
3The 3rd goal of medical marketing and sales is to convert your consultations into appointments. We’ve personally observed over 300 elective medical consultations in various disciplines, and identified the most reliable methods that aid in converting consultations into fee-paying patients. We can teach your staff how to greet patients, warm them up, clarify your goals, discover their emotional motivations behind making a purchase decision, confirm their expectations, overcome their objections and schedule more paying visits.
To grow the number of patients that convert from appointments, you need to understand the best practice for managing effective consultations, and we need to train your clinical staff to use these best practices to convert your appointments into patients.
Getting more medical referrals
4The 4th goal of medical marketing and sales is to convert your patients and professional associates into more active referrers of new patients to your medical business. We can teach you how to deliver remarkable customer service so that patients can’t help but talk about glowingly about you to their friends and family. We can teach you how to approach professional referrers and convert them into consistent referrers of new and qualified patients to your practice.
To grow the number of referrals you receive, we need to train your team to deliver outstanding customer service that will compel your patients into referring new patients to you, and we need to teach you how to stimulate professional referrers to change or maximise their referral patterns so they refer the right patients to you more frequently.