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PROFIT DRIVEN PATIENT
ACQUISITION
• 5 year Case Study - 2012-2016
• Over $100,000,000 in New Patient Fees
• Over 100,000 Scheduled Appointments
• 200 Aesthetic Practices
Jason Tuschman
CEO & Co-Founder of Red Spot Interactive
[email protected] , 561.277.8465
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AGENDA
• The Study, Results, & Key Learnings
• Define the Patient Acquisition Process
• The Market
• Practice Issues Facing Lead Conversion
• Solutions & Best Practices
Marketing Channels
Practice Administration
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THE STUDY
• 200 U.S. Based Practices
–Over 100,000 New Patient Consultations
Scheduled
–Plastic Surgeons, Dermatologists, Med Spas,
Orthodontists, Ophthalmologists (Lasik)
• Years 2012-2016
• System Set-Up
–Connected marketing, phone, email data
–Practice Return On Investment (ROI) Tracking
–Consistent Follow-Up Process
• Online & Offline Marketing Channels
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The Results
Marketing Channel
New Patient
Lead Value
Weighted Avg. Lead Value 469$
Website 625$
Re-Marketing Email 248$
Paid Placement 180$
Realself 536$
Facebook 515$
*Assumes proper targeting, search optimization, etc.
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KEY LEARNING 1: MARKETING IS A “PART”
OF PATIENT ACQUISITION”
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KEY LEARNING 2: ROI MEASUREMENT AND
INTEGRATION OF PROCESS AND DATA WINS
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CONSUMER ATTENTION CHALLENGE
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CONSUMER TIME CHALLENGE
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CONSUMER BEHAVIOR CHALLENGE
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PRACTICE ISSUES PREVENTING
PROFIT DRIVEN PATIENT ACQUISITION
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CHANNELS & BEST PRACTICES
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Social Media
Website
Patient Retention
•Conversation
•Give, Give, Give
•Modern Branding
•About You
• Lead Generation
•Personalized
•Consistent
MARKETING CHANNELS
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• Gross profit per channel/cost
= Return On Investment (ROI)
• Patients & Gross Profit
• Appointments & Attendance
• Leads & Scheduled
• Emails & response time
• Phone calls & answered
• Marketing Metrics
TRACK KEY PERFORMANCE
INDICATORS (KPIs)
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• SocialGive, give, give
Talk, listen, talk, listen
Self Awareness match to
channel
Video/No Video
Content
Images
• AnalyticsConversations
Followers
Conversations
Like kind
Google Analytics
SOCIAL MEDIA CHECK LIST AND
TRACKING
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FACEBOOK LIVE EXAMPLE
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PAGE TITLE
URL NAVIGATION
CALL TO ACTION
SECONDARY NAVIGATION
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• SEO ChecklistThink “speech”
recognition not technology
1-2 locations, 1 procedure
per page
450+ words per page
Before & After Images70% of consumer time
Avg. visit is only 2 minutes and
30 seconds
• AnalyticsFREE, Google analytics &
Google webmaster tools
Leads generated
New organic website
visits
Visitor to lead %
(should be over 2%
minimum)
WEBSITE CHECK LIST & ANALYTICS
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PATIENT RETENTION
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PATIENT LIFETIME VALUE
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• Patient Retention Define your patient
lifecycle
1:1 Marketing
Timely to the consumer
Automate
Events
• Process
Survey
Consult & Procedure
Reputation Management
1:1 Messaging
• Analytics
# of repeat patients
2nd
3rd
4th
# of referrals
% of revenue
PATIENT RETENTION AND
ANALYTICS
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Patient Scheduling
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• Integration of Data and Process
– Marketing, phone, email, scheduling, and patient data
• Consistent, Immediate, & Repetitive
– Lead management follow-up process
LEAD MANAGEMENT & PATIENT
SCHEDULING
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Practice Administration
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DATA INTEGRATION
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• Annual plan by Qtr.
• Define responsibilities
• Layer/connect channels
– Website
– Office
– Social Media
– In-office/events
• Simple
– Seasonal
– Approvals 90 days ahead
• 1 page document
PLAN
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• Practice Manager
• Plan
• Solutions or vendor
management
• Front Desk
• Phone
• Email
• Appointments
• Patient coordinator/doctor
• Patient Conversion Rate
• Weekly data review &
optimization
• Review upcoming events
DEFINE RESPONSIBILITIES & OPTIMIZE
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MEASURE & OPTIMIZE & MEASURE & OPTIMIZE
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CONCLUSION
Jason [email protected]