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What Practices Need NOW!
If you are assuming that because your practice grew from 2005 to 2006 and again in 2007 that it will continue to thrive in 2008—think again. Check the headlines. Turn on the TV. Read your brokerage statement. The Bull market, cheap credit and endless economic optimism are over. And, the malaise is not affecting just the “little people.” Your clients at the top are also feeling the crunch.
Smart practices realize that a “wait and see” attitude could be very expensive. Right now is the time to implement new strategies, revise tactics and maintain your revenue. At the same time, squeezing out overhead leaks, looking at your fixed expenses and having a plan in place are “must do’s.”
| Who should attend? |
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Plastic surgeons, managers and patient coordinators who say:“Our aesthetic practice is doing well, but we could always be better.”
“What’s with this slow down we’ve experienced lately?”
“We think we have all the pieces in place, but our patient acceptance rate is only average.”
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| Fresh content you won’t want to miss! |
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What Practices Need Now is a full day course to help you:
- Counteract the economic slowdown
- Increase the Patient Acceptance Ratio
- Plug revenue leaks
- Understand the principles of luxury marketing
- Improve web referrals by use of sophisticated analytics and capturing leads.
Here are the topics and the insights you’ll gain:
7 Strategies for Fees and Pricing—don’t cheapen your brand by random discounting
- What drives value in the patient’s eyes?
- Charging for consults—yes even when times are tough!
- Financing: absolutely essential
- Multiple procedure discounts: The smart way to provide value to cost conscious patients
- Packages: Take a trip from the travel industry
- Other discounting and price reductions: tread carefully
- Plans and pricing for budget and time sensitive patients
Making the Phone Ring…and “getting patients in the door”
- Phone skills and marketing communications
90% of all offices do not ask shoppers to schedule an appointment!
- Leveraging the internet: Web analytics (optimization) and increasing web referrals
- Renewing relationships with existing patients
- Following up on unaccepted quotes
90% fail to schedule follow-up and only 75% execute
How to Move More Consultations to Surgery Plus Patient Retention
- Understanding the consultation from the patient’s point of view: Surgeons often miss the patient’s point.
- Why “do you have any questions?” is NOT a good question. Learning the Art of Anticipation
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10 questions to ask yourself about your consultation services
10 mistakes patient coordinators make
10 exercises to limber you up on presenting quotes, handling fee objections, and overcoming obstacles
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Your Practice Operational Report Card
- A list of core competencies
- Common errors that cost you big dollars in managing, measuring and reporting
Why running comparative reports is essential in 2008
Avoid Four Expensive Marketing Mistakes
- Advertising—what it is and isn’t.
- Can you afford to spend that money on marketing to strangers?
- Differentiation—Do you know what makes your practice special? (And is it, really?) How do you provide proof to patients? Why it doesn’t matter what other doctors are doing. If we could start from scratch, what would you do differently to make yourselves remarkable?
- Thinking that even great marketing can make up for a poor patient experience: touch on moments of impression. Given the task, how would we compete with ourselves? Believing price decision making.
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| Schedule |
| 8:00 am |
Registration/Continental breakfast |
| 8:30 am |
Course begins |
| 12:00 pm |
Lunch is served |
| 1:00 pm |
Course resumes |
| 4:30 pm |
Course adjourns |
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