Show notes
📅 Schedule your free 30-min strategy call with Catherine ⚙️ Restart your practice in 7 days ⬇️⬇️⬇️ Welcome to "Beauty and the Biz", where we talk about the business and marketing side of plastic surgery. I'm your host, Catherine Maley, author of "Your aesthetic practice - What your patients are saying", and consultant to plastic surgeons to get them more patients and profits. Tired of Cheap Cosmetic Patients? Cosmetic patients today are so price-focused, it can drive you crazy. You get leads but most of the time is starts with the one question which is.... "How much is it?" Or, during your consultation with them, they attempt to negotiate with you or your coordinator by letting you know they can get the same thing cheaper elsewhere. Really? Is that really true? Do they really believe all surgeons are the same? Actually, due to the overwhelming information on the Internet and insane amount of marketing we are bombarded with, consumers due start to believe that. So what do you do? On the one hand, you want to be fairly compensated for your skills, expertise and the years you've put into building your practice and great reputation. But, on the other hand, you don't want to lose to your discounting competitors. It's so frustrating to have to decide how to deal with these price-shoppers, isn't it? So, you have several pricing choices: You can slash your prices to match the discounters in your area You can DO better, BE better and charge more than your competitors You can strategically offer a balance of price, results and service The first option is not a good one. If you lead with price, you set the tone for your relationship with that new patient forever. We all know how difficult it is to upsell a discount-minded cosmetic patient who came to you initially for price (because they will also leave for price just as fast) so this is NOT a good strategy. The second option is to BE better by charging more than your competitors because you are seen as the expert in the media. You get that expert status by building a name in your community through active community involvement as well as local and national PR. Just know, PR is great when you can get it, but it doesn't usually just fall into your lap. It typically takes time, money and effort to get that kind of coverage. I believe your best strategy is the last one, which is to offer a balance of price, results and service. That means be congruent. You have to back up your higher prices with better service, results and the experience the new patient has with you. Because even though this is an emotional decision for them, they also need logical reasons to explain to others why they chose you. Details count since the patient is looking for clues to justify spending more with you than the discounting competitor. That includes the quality of your: ✅ Website's updated "look and feel" ✅ Your excellent before/after photos ✅ Your interesting Instagram account ✅ Your educational and entertaining videos on YouTube ✅ Your positive online reviews ✅ Your receptionist's friendly phone voice and skills ✅ The rest of your staff's customer service skills ✅ Your office location and furnishings ✅ You and your staff's hair, makeup, clothes, shoes, etc. And, if you don't want the cheap cosmetic patients, I suggest you don't cater to them anymore. Stop advertising specials to total strangers on the Internet. Instead, educate them on what makes you the better choice over the lower price. Start attracting a better-quality cosmetic patient by stepping up your game so you attract the cosmetic patients who care more about your skill, expertise and reputation than they do about the cheapest price. Enjoy! Catherine Maley, MBA ⬇️ FREE BOOK: 📕 Get my 5-Star Rated Book, "Your Aesthetic Practice — What Your Patients Are Saying," FREE! Just pay S/H ✅ STAY UPDATED: 🌐 Catherine's Website 📝 Catherine's Blog 🎤 "Beauty and the Biz" Podcast 📺 "Beauty and the Biz" Videocast 🔊 "Beauty and the Biz" on Apple Podcasts 🤝 LET'S CONNECT: ➡️ Instagram ➡️ Facebook ➡️ Twitter ➡️ LinkedIn P.S. If you need help differentiating yourself, schedule a complimentary 30-minute strategy call with me. Review Beauty and the Biz on Apple Podcasts and get my 5-star rated book. FREE! Catherine Maley, MBA: Everybody that's going to wrap it up for us today on Beauty and the Biz. If you have any questions or feedback for me, you can go ahead and leave them at my website at www.CatherineMaley.com, or you can certainly DM me on Instagram @CatherineMaleyMBA. If you've enjoyed this episode on Beauty and the Biz, please head over to Apple Podcasts and give me a review and subscribe to Beauty and the Biz so, you don't miss any episodes. And of course, please share this with your staff and colleagues. And we will talk to you again soon. Take care. "The fastest way to success is to model other successful surgeons who have what you want, but you can only see their results, not the path they took to get there. So, you continue to jump from one thing to another, hoping to find something that will work for you too, but it rarely does. So, try this shortcut instead. It's guaranteed to move you forward. I compiled my intellectual property to grow cosmetic revenues, everything I've gleaned over the years into one playbook of the most successful practices and what they do to win. Go to www.CosmeticPracticeVault.com and let's grow your cosmetic revenue." #cosmeticsurgeonpodcast #plasticsurgeonpodcast #aestheticpracticemarketing #cosmeticpracticestafftraining #cosmeticsurgeonbusinesscoaching #plasticsurgeonbusinesscoaching #strategiesforsurgeons #morepatientsmoreprofits #aestheticsurgeonbusinesscoaching #medspabusinesscoaching #medspamarketinghelp #cosmeticsurgeonmarketinghelp #howtogetmorepatients #plasticsurgeonmarketinghelp #aestheticpracticemarketinghelp #beautyandthebiz #podcastforplasticsurgeons #podcastforcosmeticsurgeons #plasticsurgeonideas #plasticsurgeonagency #plasticsurgeonconsultant #plasticsurgeonstrategies #plasticsurgeonservices #plasticsurgeontrends #plasticsurgerymarketing #marketingplasticsurgeons #marketingplasticsurgery #cosmeticsurgeondigitalmarketing #cosmeticsurgeonmarketing #howtopromotecosmeticsurgery #socialmediamarketingforplasticsurgeons #socialmediamarketingforcosmeticsurgeons #plasticsurgeonsocialmediaideas #howtofindcosmeticpatients #howtofindcosmeticpatients #howtoattractcosmeticpatients #howtoconvertcosmeticpatients #howtoretaincosmeticpatients #cosmeticpatientadvertisingideas #cosmeticpatientstrategies #cosmeticpatientconsultant #cosmeticpatientservices #cosmeticsurgeonads #digitalmarketingforplasticsurgeons #consultanttoplasticsurgeons #consultanttocosmeticsurgeons #seoforplasticsurgeonsusingai #onlinereputationmanagementforplasticsurgeons #leadgenerationforplasticsurgeons #cosmeticpatientreferralmarketing #brandingforplasticsurgeons --- #beautyandthebiz #podcastforsurgeons #plasticsurgeons #cosmeticsurgeons #podcast #marketing #plasticsurgery #stafftraining #businessconsulting #strategiesforsurgeons