April 2, 2025 • 27 mins
Cameron discusses the importance of marketing, technology, and sales in the medical esthetics industry. He emphasizes that successful practices are those that invest heavily in marketing, aiming for 10-15% of top-line revenue, and have a robust tech stack. Key components include front-facing websites, e-commerce, online booking, EMRs, CRMs, membership programs, and patient financing. He stresses the need for automated systems to handle patient inquiries and bookings effectively, noting that over 90% of practices underfund their marketing budgets. He also highlights the importance of educating patients and maintaining a seamless patient experience to enhance retention and acquisition costs.
Listen In!
Thank you for listening to this episode of Medical Millionaire!
Unlock the Secrets to Success in Medical Aesthetics & Wellness with "Medical Millionaire"
Welcome to "Medical Millionaire," the essential podcast for owners and entrepreneurs in
Medspas, Plastic Surgery, Dermatology, Cosmetic Dental, and Elective Wellness Practices! Dive deep into marketing strategies, scaling your medical practice, attracting high-end clients, and staying ahead with the latest industry trends. Our episodes are packed with insights from industry leaders to boost revenue, enhance patient satisfaction, and master marketing techniques.
Our Host, Cameron Hemphill, has been in Aesthetics for over 10 years and has supported over 1,000 Practices, including 2,300 providers. He has worked with some of the industry's most well-recognized brands, practice owners, and key opinion leaders.
Tune in every week to transform your practice into a thriving, profitable venture with expert guidance on the following categories...
-Marketing
-CRM
-Patient Bookings
-Industry Trends Backed By Data
-EMR's
-Finance
-Sales
-Mindset
-Workflow Automation
-Technology
-Tech Stack
-Patient Retention
Learn how to take your Medical Aesthetics Practice from the following stages....
-Startup
-Growth
-Optimize
-Exit
Inquire Here:
http://get.growth99.com/mm/
Listen In!
Thank you for listening to this episode of Medical Millionaire!
Unlock the Secrets to Success in Medical Aesthetics & Wellness with "Medical Millionaire"
Welcome to "Medical Millionaire," the essential podcast for owners and entrepreneurs in
Medspas, Plastic Surgery, Dermatology, Cosmetic Dental, and Elective Wellness Practices! Dive deep into marketing strategies, scaling your medical practice, attracting high-end clients, and staying ahead with the latest industry trends. Our episodes are packed with insights from industry leaders to boost revenue, enhance patient satisfaction, and master marketing techniques.
Our Host, Cameron Hemphill, has been in Aesthetics for over 10 years and has supported over 1,000 Practices, including 2,300 providers. He has worked with some of the industry's most well-recognized brands, practice owners, and key opinion leaders.
Tune in every week to transform your practice into a thriving, profitable venture with expert guidance on the following categories...
-Marketing
-CRM
-Patient Bookings
-Industry Trends Backed By Data
-EMR's
-Finance
-Sales
-Mindset
-Workflow Automation
-Technology
-Tech Stack
-Patient Retention
Learn how to take your Medical Aesthetics Practice from the following stages....
-Startup
-Growth
-Optimize
-Exit
Inquire Here:
http://get.growth99.com/mm/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
You're listening to Medical Millionaire, your podcast for medspot owners,
medical aesthetics, cosmetics and elective wellness entrepreneurs. Each week, we
dive deep into powerful marketing strategies, proven scaling tactics, and
the secrets to attracting high end clients, all while staying
ahead of the latest industry trends. Join us as we
(00:25):
uncover insights from top industry leaders to help you boost revenue,
enhance patient satisfaction, and master the art of marketing your practice.
Hosted by Cameron Hemppill. With over a decade of experience
in the aesthetics industry, Cameron has supported thousands of practices
and providers, working with some of the biggest names, most
well respected brands, and elite industry thought leaders in the field.
(00:46):
If you're ready to level up your practice and become
a true medical millionaire, this is your podcast.
Speaker 2 (00:52):
Here's your host, Cameron Handpill. Hey, what's up guys. Cam
Hemppill here your host of the Medical Millionaire podcast. Hey,
thank you so much for taking the time to tune in.
My goal is to give incredible value and insight for
practice owners or soon to be practice owners. So if
(01:13):
you're looking to grow, you're looking to get into this
amazing industry of medical aesthetics and elective wellness. Everything that
I produce here, guys, is to help take your practice
to the next level. Keep in mind, this is a
business related podcast. The purpose of every episode is to
put you in position to grow. Whether we're talking about marketing, mindset, tech, finance, sales,
(01:39):
treatment plans, memberships, e commerce, patient rewards, it's the business
side that's going to help you get to the next level. You, guys,
go to school for a tremendous period of time. On
the academic side, you come in you work with patients
every single day, or you're going to be working with
(02:00):
patients every single day. And the beauty about that is, you, guys,
are in the industry of art. You're in the industry
of creating future hope for individuals, for the human race.
People come to you when they're vulnerable. People come to
you when they want to feel better about themselves, and
(02:23):
you deliver a future, a bright future, You deliver confidence.
You change people's lives for the better. What an amazing opportunity,
What an amazing world that we live in today. You
have the tools and features and benefits to be working
with individuals and putting them in a position to feel
(02:44):
better about themselves and to deliver future hope. Incredible, Like
I truly look up to every single practice owner that
interacts with patients and puts them in a position to
feel better about themselves, because what happened was one day
(03:05):
they looked in the mirror or they scrolled on social
media and they get in this world of comparison. Sometimes
they feel that they're just not good enough, and you
are the ones out there that show them that they are.
It's deeper than injecting botox. It's deeper than putting somebody
on GLP ones. It's deeper than doing micro needling. Those
(03:27):
are the services, the services that you provide. But what
you're truly selling is hope. You're selling confidence. That's what
they're buying. You're selling the time to do it. There's
a cost of the time. We've talked about that, but
they are engaging with you of the hope of a
(03:48):
better future, which is incredible. Now that's the opportunity, right,
that's the opportunity. Now, how do we get better at that?
How do we put ourselves in a position to deliver
the best result to our clients? The best experience to
our clients, the best outcome for our clients, time and
(04:09):
time again. How do we get our patient retention rates
over seventy five percent? How do we get our patient
acquisition cost under one hundred and fifty dollars? How do
we do this? Guys? I've always said the most successful
practices are the best marketers. This is a marketing business,
one hundred percent. If you are not investing in marketing,
(04:30):
or you are underfunding your marketing, you are not helping
the industry. You're not helping yourself because there is patients
out there that are still uneducated. And even the patients
that you have in their base, they are still uneducated
on what you truly offer. The only way that we
(04:54):
are going to help everybody is to market correctly, because
that's going to create the demand, that's going to create
the awareness. If you are not investing heavily on social
media from an organic side and social media on a
paid side, we are not reaching everybody. And I've looked
(05:15):
at the numbers. I've looked at the data. Over ninety
percent of practices under fund their marketing budgets. This is
a cash pay business. It's a marketing game first, a
sales game second, and then a tech stack third. So
that's what I want to talk about today, is the
tech stack. There is a ton of technology out there
(05:36):
in this industry, in this specialty. Five years ago, it
was ridiculously antiquated. I mean this is just five years ago.
There's a tremendous amount of overlap in terms of features
and what tech company offers.
Speaker 1 (05:53):
What.
Speaker 2 (05:53):
When I'm talking about tech stack, I'm talking about like
the front facing websites, I'm talking about e commer I'm
talking about online booking. I'm talking about EMRs, EHRs, CRMs,
membership programs, read loyalty programs, patient financing. There's a lot
(06:13):
of noise out there, texting services, phone services. The only
way that you are going to deliver an amazing patient
experience is to have an air tight tech stack. And
(06:34):
airtight because you can spend all the money on the marketing.
You may say, you know what, Cam, we spend ten
percent of our top line revenue on marketing, and I
would look at that and I would say, great, you're
within benchmark. I want you to be above ten percent,
right around ten to fifteen percent of top line revenue
(06:54):
on marketing. Guys ninety percent are below five, So that's
most of you tuning in. Okay. However, if you are
in position to where you are funding your marketing initiatives correctly,
and the second point to this is now you don't
(07:16):
know how to convert your leads. You don't have a
system in place to take every lead inquiry that comes
in automatically, text them, automatically email them, pick up the
phone and answer their questions and put them in a
position to have a very robust treatment plan that puts
(07:37):
them in a position to deliver the hope, to deliver
the confidence to deliver the outcome that they are looking for.
If you don't have that backup component in place, you
are not doing your job as a practice owner, as
a business owner, and you are falling short of helping
(08:01):
and serving more people. That's what we're doing. We are
helping and serving as many possible people out there as
we can to deliver the outcome of hope. So like
in your downtime, when it's quiet, right in the mornings,
you go in a morning walk, you're having your coffee
(08:21):
Sunday mornings. I know a lot of you take off
on Mondays. I want you to start thinking about the
main purpose of what you're doing, because that's what's going
to put you in position to change. And if we
don't change, we will fall behind. If we are not
expanding on the opportunity. We are contracting from the opportunity,
(08:45):
and the opportunity is to get the education and the
demand out there appropriately so we can engage more patients
and deliver the outcome and desire they are hoping for.
Down to how effective you are running your practice, you
could be the best injector out there. You could be
(09:07):
the best one at pedio threads, the best one at
running the CO two laser, you know, the best one
at optimizing somebody's body with you know, all the glp
ones and peptides. You could be the best. But if
you don't have your systems in place, you're the worst.
It's very true. Like you could be the best sales person.
(09:30):
Let's just say you're not in the medical aesthetics world
and you're like a used car salesperson. You're the best
car salesperson out there. Okay, somebody comes out of the
parking lot and you're the guy. You're not scared, You're
the gal, You're not worried. You go up to them,
you ask them the questions, you qualify them, and you
put them in a position to where they feel good.
You're easy to talk to. You know, you're smooth, and
(09:54):
you know all the words and the lingo, and you're
a people person and you have all the attributes of
a great salesperson.
Speaker 1 (10:01):
But if you.
Speaker 2 (10:02):
Don't know how to follow your systems, you don't know
how to log notes, you don't know how to log
data into a CRM program, you don't know how to
send text messages, send emails, or have the systems that
do these automatically, you're not going to convert everybody. And
if you're spending money on marketing ten percent of top
(10:23):
line revenue, it's a big number depending on your revenue.
So you need to have your tech stack in your
sales position air tight behind the marketing. It's so freaking important, guys.
So let's drill into that. If you are an owner
(10:44):
or as soon a be owner, and you keep telling yourself,
I'm a PA, or I'm an MP, or I'm an
MD or i'm a PhD, I'm not a salesperson. I'm
not a salesperson. Stop telling yourself that every single business
(11:04):
owner is a salesperson, every single one of them. Think
about it. You're a salesperson by nature. If you're married,
or if you're have a partner, or if you're dating
and you guys are having a conversation, or where you're
going to go to eat and there's a specific place
on where you want to go to eat, you're selling
(11:26):
where you want to go and why you want to
go there. We're always selling, guys. We are always selling constantly, Okay,
So make sure to invest in understanding how to sell.
And you don't have to be cheeseball Charlie salesperson. You
need to educate. People want to learn, they want to
(11:47):
be educated, and you, as the academic, have the ability
to sell easier than anybody because you know what works.
You believe in your craft, you believe in the outcome.
So just sell through education. Tell all of your patients
(12:07):
about the services and treatments you offer. Give them the
truth of the journey of the treatment plan and why
they are not buying an end result. This is never
an end result. Ever. They need to go on a journey.
Walk them through that journey. It's going to increase your
patient retention time and time again. It's going to lower
your cost per lead because you have to spend less
(12:28):
on marketing and you'll convert more people. It lowers your
patient acquisition cost, it increases the evaluation of the practice,
It makes your day to day easier. You have to
know how to sell every single person that inquires about
the marketing that you are doing. Whether it's the special,
it's the offer, it's the hook, it's they coming through
Google Search, they coming through your paid search, they coming
(12:49):
through your paid social Convert all of them. If you're
outsourcing all of those leads to a VA and they
have no idea what they're doing, or you have somebody
in your front desk that has no I do what
they're doing and they're not asking the right questions and
they have zero sales training. I'm telling you you are
leaving a ton of money on the table and your
(13:10):
patient acquisition costs. Numbers will skyrocket because you're continuing to
spend money on marketing. But if you're not converting, your
numbers are high. You have to lower this. Okay, this
is a mathematical equation. Here, invest correctly in marketing and
know how to convert people at the highest rate possible.
It's going to lower all of your numbers and then
increase your patient loyalty most important thing you can do.
Speaker 1 (13:43):
This podcast is sponsored by Growth ninety nine, the game
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(14:03):
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(14:26):
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(14:47):
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Your practice deserves the growth you've always envisioned. Let growth
ninety nine help you make it happen. Now back to
the show.
Speaker 2 (15:06):
The backup component of this, guys, is have the tech
stack that correlates with the sales. Learn how to sell.
Know how to sell, but know how to manage the process.
Know how to invest in technology that puts you in
position to scale. Technology is supposed to reduce time and
(15:27):
increase productivity and efficiency and effectiveness. And if you are
not investing in the right technology to deliver the best
outcome or the best pre experience, then these people are
not going to come through. Imagine if they go to
your website and they fill out a form or they
book online and they don't hear from anybody. They get
(15:48):
no emails, they get no text messages, they get no
phone calls. The chances of the conversion goes down. If
they dial in and no one answers the phone. That's
a lost opportunity, that is a lost patient. Do you
know that patients stay with practices for three years on average,
and they tend to spend on a national average right
around seven thousand dollars in those three years, Like that
(16:11):
is that is what I'm getting at, and shoot some practices.
I know they have patients that spend fifteen thousand dollars
a year over three years, that's forty five thousand dollars.
So you imagine missioning out on forty five grand just
because you didn't pick up the phone, just because you
didn't invest in the proper tech stack, or your tech
stack is so complicated. I still people that have to
have two CRMs, two EMRs, one online booking system, multiple
(16:37):
membership programs they got, you know, multiple patient financing systems.
I'm like, why simplify, simplify it and invest in the best,
invest in the best. Have everything automated. Your website should
be the forms the booking that should be all tied
to CRM. That should be all tied to EMR. Button
(16:58):
it up if you're on the wrong seat switch, if
you're on the wrong EMR switch, if you don't have
the right website switch. Every single service page should have
an inquiry form. You should have a chat out on there.
You need to have the ability to make a phone
call on there, have your phone number on there. The
click to I out, the click to chat, fill out
the forms. All of those leads need to come in.
(17:20):
If you're not investing in SEO, you have basically a
templated piece of art on the Internet that is not
putting you in a position of attractive real estate to
gain patients. Invest in SEO. Invest in SEO, invest in
optimizing your Google business profile, make sure to get patient reviews.
(17:42):
All of this stuff matters, but you have to have
the tech stack to make it easy. Because when I
start talking about it, it sounds overwhelming. Post on Instagram,
post on tictac, post on Facebook, run run paid ads,
run paid Google ads, run paid social ads. All of
this stuff is overwhelming. Have online booking right, have a
(18:03):
membership system. It's like, oh my gosh, where do I start.
The best place to start is the conferences. If you
think that your tech stack needs to be buttoned up,
it's not quite air tight. Go to the conferences. Guys,
all the vendors are there, set up demos. Reach out
to them. These are good people. They want to help you.
(18:27):
Go to more events. Talk to people, talk to key
opinion leaders, See who's speaking on stage, See who knows
their stuff. That's the most important thing you can do.
Make your tech stack air tight when that patient comes through.
When they come through, or we'll just call it a funnel,
when they come through your funnel. Have the systems automatically
(18:48):
text them, have the systems automatically email them. Make a
phone call if you have the time to make a
phone call, make the phone call, call them. If your
phone is ringing and you are a single and that
is not going to somebody that's picking up that phone
call and you're not calling them back, that is a
massive problem. Again, that's about seven thousand dollars that you
just said no to, and your patient acquisition costs goes
(19:11):
up and your patient retention rate goes down. Now, once
they come into the practice, guys, they come in right.
They have agreed to come in because you nailed the marketing,
you nailed the sale. They agreed to come in. That's
your time to shine. That is when the artistic educator
comes out. You come out in your white coat or
(19:33):
wherever you're rocking. You take them back and you give
them the experience of a lifetime. They have left their
day job for a short period of time, they've left
their kids, they've left their husband. They came to see
you to buy hope, to invest in the future for themselves,
to make themselves feel better. That's why that they are there.
(19:57):
So give them that experience. And while they are there,
if they are there for a specific service or a
specific treatment, tell them about your membership program. Tell them
about the patient financing options. Tell them about everything that
you offer that's going to enhance the current experience. Tell
them about the skin care product that's going to help
(20:20):
reduce downtime or elevate the overall experience that they had
to deliver that outcome. Rebook them like crucial, rebook them,
put them on that treatment plan. Every patient that comes
to the door has to come back. If you get
a patient to come back the second time, those chances
(20:42):
of them staying with you for three years go up
over seventy percent. They have to come back a second time.
Get the review out of them, have them talk about
you on social media. Get more video testimonials. Guys, you
have patients coming in your door all the time. Get
the patient testimonials. And there is systems out there that
(21:08):
you can use that are already available that can help
automate the entire thing. You cannot build a successful practice
on paper. You can't build a successful practice with a
broken tech stack. You can't build a successful practice with
a broken marketing engine. You can't build a successful tech
(21:29):
stack with a broken patient financing system. You can't do
it without knowing your numbers, You can't do it without
knowing your sales, and you certainly can't do it without
knowing your craft. But it's more than knowing your craft.
It's knowing how to run a successful business and a
successful practice. Like a machine that needs to be a machine.
(21:52):
If you, I mean, take inventory of what your day
looks like, or what your day looks like after your
patients come in, how much administrate of work are you doing?
How much duplicate data and sha are you doing? Take
inventory of all that time and then see is there
a tool out there that can automate everything that I'm
doing right now? Because what happens is as your practice
(22:13):
starts to grow and scale, you become the admin by default,
because you have to do all the work nobody else
wants to do, and you don't want to put yourself
in that position. You want to be the one that
continuously invests in your craft, continually gets better at delivering
the patient experience. Because once you nail the tech stack,
(22:35):
once you understand the marketing engine and the engine funnel,
and you understand the conversion process and conversion metrics, and
you understand the membership programs and the patient financing programs
and the opportunity there. Once you understand the tech stack
and the patient flow and the patient experience and the
patient communication and the patient portal. Once you nail that,
(23:00):
you truly truly nail that, it puts you in a
position to become the best artist, the best in class
at what you do, best in class, because then you
can give all your time and attention to the patient.
You can get to know them on a personal level.
You can ask them more questions and expose more vulnerabilities,
(23:24):
right because all of us have them. And again they're
buying hope. They came to you as like it's almost
like the last person of hope. And some of it's
more deep than others, Like obviously you have patients that
you know, it's different. They are more familiar, they are
more educated. They understand like, hey, yep, it's time for
me to go get treatment done again, Like they get it.
(23:46):
But still they are aging every single day, So you
have to continue to like reinvent yourself, reinvent how you
are working with patients, and then document like, wow, this
patient experience went extremely well. Why did it? Was it
because you're a present? Was because you button up your
tech stack? Was it because you trust the process and
(24:10):
now you have the ability to truly focus on what
matters most, which is that patient. And then when they
leave and they come back and they're going to tell
all of their friends and family. Your goal should be
able to basically put yourself in a position to where
(24:30):
the word spreads like wildfire because of your work. But
it doesn't start that way. People have to know who
you are. That's where the marketing component comes in. You
can't be the best injector without people knowing who you are.
Everybody has to know who you were. That's the marketing.
If everybody knows who you are but you never follow
up with anybody, then you have a sales problem. You
(24:52):
have a conversion problem, you have a tex stack problem.
If you're spending all this money on marketing and all
these people are slipping at the crack, it's a serious problem.
You're just spending You're over spending on marketing and you
don't have a systematic solution to follow up and convert,
which you nail number one and number two. You focus
on your craft and you become the absolute best. Then
(25:16):
your prices go up, your demand goes up. People always
want to come and see you, and that's how you
put yourself in a position to win, to ultimately win,
and ultimately deliver the best experience possible. So I'm gonna
leave it at that. Guys, the three things I want
(25:37):
you to get out of this episode. Be the best marketer.
Be the best sales person, not cheeseball Charlie, anti cheeseball Charlie.
What I mean by salesperson is educator. Be the information person.
Show them the outcome, show them the treatment, get them
on the journey, educate them, continue to educate them, and
(26:01):
have the best tech stack to make the process simplistic, mathematical,
and efficient. Then you go back and focus on your
craft and there's no way you can't win every time.
Thanks for listening, guys. If you found this particular episode valuable,
(26:23):
please share. I know you will. Until next time, Happy.
Speaker 1 (26:26):
Injecting, Thanks for tuning in to Medical Millionaire. Every week.
We're here to help you transform your practice into a thriving,
profitable venture covering everything from marketing and patient bookings to mindset, workflow, automation,
and beyond. Whether you're just starting out, scaling up, optimizing operations,
(26:48):
or planning your exit strategy, this podcast is your go
to resource for success in the medical aesthetics industry. It's
time to supercharge your practice and take action today. Share
this episode with a fellow entrepreneur, Rate the show, and
don't forget to click the link in the show notes
to access powerful tools and expert guidance at get dot
(27:10):
Growth ninety nine dot com, slash MM, and make sure
to tune into the next episode, A Medical Millionaire
You're listening to Medical Millionaire, your podcast for medspot owners,
medical aesthetics, cosmetics and elective wellness entrepreneurs. Each week, we
dive deep into powerful marketing strategies, proven scaling tactics, and
the secrets to attracting high end clients, all while staying
ahead of the latest industry trends. Join us as we
(00:25):
uncover insights from top industry leaders to help you boost revenue,
enhance patient satisfaction, and master the art of marketing your practice.
Hosted by Cameron Hemppill. With over a decade of experience
in the aesthetics industry, Cameron has supported thousands of practices
and providers, working with some of the biggest names, most
well respected brands, and elite industry thought leaders in the field.
(00:46):
If you're ready to level up your practice and become
a true medical millionaire, this is your podcast.
Speaker 2 (00:52):
Here's your host, Cameron Handpill. Hey, what's up guys. Cam
Hemppill here your host of the Medical Millionaire podcast. Hey,
thank you so much for taking the time to tune in.
My goal is to give incredible value and insight for
practice owners or soon to be practice owners. So if
(01:13):
you're looking to grow, you're looking to get into this
amazing industry of medical aesthetics and elective wellness. Everything that
I produce here, guys, is to help take your practice
to the next level. Keep in mind, this is a
business related podcast. The purpose of every episode is to
put you in position to grow. Whether we're talking about marketing, mindset, tech, finance, sales,
(01:39):
treatment plans, memberships, e commerce, patient rewards, it's the business
side that's going to help you get to the next level. You, guys,
go to school for a tremendous period of time. On
the academic side, you come in you work with patients
every single day, or you're going to be working with
(02:00):
patients every single day. And the beauty about that is, you, guys,
are in the industry of art. You're in the industry
of creating future hope for individuals, for the human race.
People come to you when they're vulnerable. People come to
you when they want to feel better about themselves, and
(02:23):
you deliver a future, a bright future, You deliver confidence.
You change people's lives for the better. What an amazing opportunity,
What an amazing world that we live in today. You
have the tools and features and benefits to be working
with individuals and putting them in a position to feel
(02:44):
better about themselves and to deliver future hope. Incredible, Like
I truly look up to every single practice owner that
interacts with patients and puts them in a position to
feel better about themselves, because what happened was one day
(03:05):
they looked in the mirror or they scrolled on social
media and they get in this world of comparison. Sometimes
they feel that they're just not good enough, and you
are the ones out there that show them that they are.
It's deeper than injecting botox. It's deeper than putting somebody
on GLP ones. It's deeper than doing micro needling. Those
(03:27):
are the services, the services that you provide. But what
you're truly selling is hope. You're selling confidence. That's what
they're buying. You're selling the time to do it. There's
a cost of the time. We've talked about that, but
they are engaging with you of the hope of a
(03:48):
better future, which is incredible. Now that's the opportunity, right,
that's the opportunity. Now, how do we get better at that?
How do we put ourselves in a position to deliver
the best result to our clients? The best experience to
our clients, the best outcome for our clients, time and
(04:09):
time again. How do we get our patient retention rates
over seventy five percent? How do we get our patient
acquisition cost under one hundred and fifty dollars? How do
we do this? Guys? I've always said the most successful
practices are the best marketers. This is a marketing business,
one hundred percent. If you are not investing in marketing,
(04:30):
or you are underfunding your marketing, you are not helping
the industry. You're not helping yourself because there is patients
out there that are still uneducated. And even the patients
that you have in their base, they are still uneducated
on what you truly offer. The only way that we
(04:54):
are going to help everybody is to market correctly, because
that's going to create the demand, that's going to create
the awareness. If you are not investing heavily on social
media from an organic side and social media on a
paid side, we are not reaching everybody. And I've looked
(05:15):
at the numbers. I've looked at the data. Over ninety
percent of practices under fund their marketing budgets. This is
a cash pay business. It's a marketing game first, a
sales game second, and then a tech stack third. So
that's what I want to talk about today, is the
tech stack. There is a ton of technology out there
(05:36):
in this industry, in this specialty. Five years ago, it
was ridiculously antiquated. I mean this is just five years ago.
There's a tremendous amount of overlap in terms of features
and what tech company offers.
Speaker 1 (05:53):
What.
Speaker 2 (05:53):
When I'm talking about tech stack, I'm talking about like
the front facing websites, I'm talking about e commer I'm
talking about online booking. I'm talking about EMRs, EHRs, CRMs,
membership programs, read loyalty programs, patient financing. There's a lot
(06:13):
of noise out there, texting services, phone services. The only
way that you are going to deliver an amazing patient
experience is to have an air tight tech stack. And
(06:34):
airtight because you can spend all the money on the marketing.
You may say, you know what, Cam, we spend ten
percent of our top line revenue on marketing, and I
would look at that and I would say, great, you're
within benchmark. I want you to be above ten percent,
right around ten to fifteen percent of top line revenue
(06:54):
on marketing. Guys ninety percent are below five, So that's
most of you tuning in. Okay. However, if you are
in position to where you are funding your marketing initiatives correctly,
and the second point to this is now you don't
(07:16):
know how to convert your leads. You don't have a
system in place to take every lead inquiry that comes
in automatically, text them, automatically email them, pick up the
phone and answer their questions and put them in a
position to have a very robust treatment plan that puts
(07:37):
them in a position to deliver the hope, to deliver
the confidence to deliver the outcome that they are looking for.
If you don't have that backup component in place, you
are not doing your job as a practice owner, as
a business owner, and you are falling short of helping
(08:01):
and serving more people. That's what we're doing. We are
helping and serving as many possible people out there as
we can to deliver the outcome of hope. So like
in your downtime, when it's quiet, right in the mornings,
you go in a morning walk, you're having your coffee
(08:21):
Sunday mornings. I know a lot of you take off
on Mondays. I want you to start thinking about the
main purpose of what you're doing, because that's what's going
to put you in position to change. And if we
don't change, we will fall behind. If we are not
expanding on the opportunity. We are contracting from the opportunity,
(08:45):
and the opportunity is to get the education and the
demand out there appropriately so we can engage more patients
and deliver the outcome and desire they are hoping for.
Down to how effective you are running your practice, you
could be the best injector out there. You could be
(09:07):
the best one at pedio threads, the best one at
running the CO two laser, you know, the best one
at optimizing somebody's body with you know, all the glp
ones and peptides. You could be the best. But if
you don't have your systems in place, you're the worst.
It's very true. Like you could be the best sales person.
(09:30):
Let's just say you're not in the medical aesthetics world
and you're like a used car salesperson. You're the best
car salesperson out there. Okay, somebody comes out of the
parking lot and you're the guy. You're not scared, You're
the gal, You're not worried. You go up to them,
you ask them the questions, you qualify them, and you
put them in a position to where they feel good.
You're easy to talk to. You know, you're smooth, and
(09:54):
you know all the words and the lingo, and you're
a people person and you have all the attributes of
a great salesperson.
Speaker 1 (10:01):
But if you.
Speaker 2 (10:02):
Don't know how to follow your systems, you don't know
how to log notes, you don't know how to log
data into a CRM program, you don't know how to
send text messages, send emails, or have the systems that
do these automatically, you're not going to convert everybody. And
if you're spending money on marketing ten percent of top
(10:23):
line revenue, it's a big number depending on your revenue.
So you need to have your tech stack in your
sales position air tight behind the marketing. It's so freaking important, guys.
So let's drill into that. If you are an owner
(10:44):
or as soon a be owner, and you keep telling yourself,
I'm a PA, or I'm an MP, or I'm an
MD or i'm a PhD, I'm not a salesperson. I'm
not a salesperson. Stop telling yourself that every single business
(11:04):
owner is a salesperson, every single one of them. Think
about it. You're a salesperson by nature. If you're married,
or if you're have a partner, or if you're dating
and you guys are having a conversation, or where you're
going to go to eat and there's a specific place
on where you want to go to eat, you're selling
(11:26):
where you want to go and why you want to
go there. We're always selling, guys. We are always selling constantly, Okay,
So make sure to invest in understanding how to sell.
And you don't have to be cheeseball Charlie salesperson. You
need to educate. People want to learn, they want to
(11:47):
be educated, and you, as the academic, have the ability
to sell easier than anybody because you know what works.
You believe in your craft, you believe in the outcome.
So just sell through education. Tell all of your patients
(12:07):
about the services and treatments you offer. Give them the
truth of the journey of the treatment plan and why
they are not buying an end result. This is never
an end result. Ever. They need to go on a journey.
Walk them through that journey. It's going to increase your
patient retention time and time again. It's going to lower
your cost per lead because you have to spend less
(12:28):
on marketing and you'll convert more people. It lowers your
patient acquisition cost, it increases the evaluation of the practice,
It makes your day to day easier. You have to
know how to sell every single person that inquires about
the marketing that you are doing. Whether it's the special,
it's the offer, it's the hook, it's they coming through
Google Search, they coming through your paid search, they coming
(12:49):
through your paid social Convert all of them. If you're
outsourcing all of those leads to a VA and they
have no idea what they're doing, or you have somebody
in your front desk that has no I do what
they're doing and they're not asking the right questions and
they have zero sales training. I'm telling you you are
leaving a ton of money on the table and your
(13:10):
patient acquisition costs. Numbers will skyrocket because you're continuing to
spend money on marketing. But if you're not converting, your
numbers are high. You have to lower this. Okay, this
is a mathematical equation. Here, invest correctly in marketing and
know how to convert people at the highest rate possible.
It's going to lower all of your numbers and then
increase your patient loyalty most important thing you can do.
Speaker 1 (13:43):
This podcast is sponsored by Growth ninety nine, the game
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got patients to care for, a team to lead, and
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(14:03):
That's where Growth ninety nine comes in. Growth ninety nine
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(14:26):
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ninety nine delivers results. If you're tired of doing it
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(14:47):
out at get dot Growth ninety nine, dot com slash MM.
Your practice deserves the growth you've always envisioned. Let growth
ninety nine help you make it happen. Now back to
the show.
Speaker 2 (15:06):
The backup component of this, guys, is have the tech
stack that correlates with the sales. Learn how to sell.
Know how to sell, but know how to manage the process.
Know how to invest in technology that puts you in
position to scale. Technology is supposed to reduce time and
(15:27):
increase productivity and efficiency and effectiveness. And if you are
not investing in the right technology to deliver the best
outcome or the best pre experience, then these people are
not going to come through. Imagine if they go to
your website and they fill out a form or they
book online and they don't hear from anybody. They get
(15:48):
no emails, they get no text messages, they get no
phone calls. The chances of the conversion goes down. If
they dial in and no one answers the phone. That's
a lost opportunity, that is a lost patient. Do you
know that patients stay with practices for three years on average,
and they tend to spend on a national average right
around seven thousand dollars in those three years, Like that
(16:11):
is that is what I'm getting at, and shoot some practices.
I know they have patients that spend fifteen thousand dollars
a year over three years, that's forty five thousand dollars.
So you imagine missioning out on forty five grand just
because you didn't pick up the phone, just because you
didn't invest in the proper tech stack, or your tech
stack is so complicated. I still people that have to
have two CRMs, two EMRs, one online booking system, multiple
(16:37):
membership programs they got, you know, multiple patient financing systems.
I'm like, why simplify, simplify it and invest in the best,
invest in the best. Have everything automated. Your website should
be the forms the booking that should be all tied
to CRM. That should be all tied to EMR. Button
(16:58):
it up if you're on the wrong seat switch, if
you're on the wrong EMR switch, if you don't have
the right website switch. Every single service page should have
an inquiry form. You should have a chat out on there.
You need to have the ability to make a phone
call on there, have your phone number on there. The
click to I out, the click to chat, fill out
the forms. All of those leads need to come in.
(17:20):
If you're not investing in SEO, you have basically a
templated piece of art on the Internet that is not
putting you in a position of attractive real estate to
gain patients. Invest in SEO. Invest in SEO, invest in
optimizing your Google business profile, make sure to get patient reviews.
(17:42):
All of this stuff matters, but you have to have
the tech stack to make it easy. Because when I
start talking about it, it sounds overwhelming. Post on Instagram,
post on tictac, post on Facebook, run run paid ads,
run paid Google ads, run paid social ads. All of
this stuff is overwhelming. Have online booking right, have a
(18:03):
membership system. It's like, oh my gosh, where do I start.
The best place to start is the conferences. If you
think that your tech stack needs to be buttoned up,
it's not quite air tight. Go to the conferences. Guys,
all the vendors are there, set up demos. Reach out
to them. These are good people. They want to help you.
(18:27):
Go to more events. Talk to people, talk to key
opinion leaders, See who's speaking on stage, See who knows
their stuff. That's the most important thing you can do.
Make your tech stack air tight when that patient comes through.
When they come through, or we'll just call it a funnel,
when they come through your funnel. Have the systems automatically
(18:48):
text them, have the systems automatically email them. Make a
phone call if you have the time to make a
phone call, make the phone call, call them. If your
phone is ringing and you are a single and that
is not going to somebody that's picking up that phone
call and you're not calling them back, that is a
massive problem. Again, that's about seven thousand dollars that you
just said no to, and your patient acquisition costs goes
(19:11):
up and your patient retention rate goes down. Now, once
they come into the practice, guys, they come in right.
They have agreed to come in because you nailed the marketing,
you nailed the sale. They agreed to come in. That's
your time to shine. That is when the artistic educator
comes out. You come out in your white coat or
(19:33):
wherever you're rocking. You take them back and you give
them the experience of a lifetime. They have left their
day job for a short period of time, they've left
their kids, they've left their husband. They came to see
you to buy hope, to invest in the future for themselves,
to make themselves feel better. That's why that they are there.
(19:57):
So give them that experience. And while they are there,
if they are there for a specific service or a
specific treatment, tell them about your membership program. Tell them
about the patient financing options. Tell them about everything that
you offer that's going to enhance the current experience. Tell
them about the skin care product that's going to help
(20:20):
reduce downtime or elevate the overall experience that they had
to deliver that outcome. Rebook them like crucial, rebook them,
put them on that treatment plan. Every patient that comes
to the door has to come back. If you get
a patient to come back the second time, those chances
(20:42):
of them staying with you for three years go up
over seventy percent. They have to come back a second time.
Get the review out of them, have them talk about
you on social media. Get more video testimonials. Guys, you
have patients coming in your door all the time. Get
the patient testimonials. And there is systems out there that
(21:08):
you can use that are already available that can help
automate the entire thing. You cannot build a successful practice
on paper. You can't build a successful practice with a
broken tech stack. You can't build a successful practice with
a broken marketing engine. You can't build a successful tech
(21:29):
stack with a broken patient financing system. You can't do
it without knowing your numbers, You can't do it without
knowing your sales, and you certainly can't do it without
knowing your craft. But it's more than knowing your craft.
It's knowing how to run a successful business and a
successful practice. Like a machine that needs to be a machine.
(21:52):
If you, I mean, take inventory of what your day
looks like, or what your day looks like after your
patients come in, how much administrate of work are you doing?
How much duplicate data and sha are you doing? Take
inventory of all that time and then see is there
a tool out there that can automate everything that I'm
doing right now? Because what happens is as your practice
(22:13):
starts to grow and scale, you become the admin by default,
because you have to do all the work nobody else
wants to do, and you don't want to put yourself
in that position. You want to be the one that
continuously invests in your craft, continually gets better at delivering
the patient experience. Because once you nail the tech stack,
(22:35):
once you understand the marketing engine and the engine funnel,
and you understand the conversion process and conversion metrics, and
you understand the membership programs and the patient financing programs
and the opportunity there. Once you understand the tech stack
and the patient flow and the patient experience and the
patient communication and the patient portal. Once you nail that,
(23:00):
you truly truly nail that, it puts you in a
position to become the best artist, the best in class
at what you do, best in class, because then you
can give all your time and attention to the patient.
You can get to know them on a personal level.
You can ask them more questions and expose more vulnerabilities,
(23:24):
right because all of us have them. And again they're
buying hope. They came to you as like it's almost
like the last person of hope. And some of it's
more deep than others, Like obviously you have patients that
you know, it's different. They are more familiar, they are
more educated. They understand like, hey, yep, it's time for
me to go get treatment done again, Like they get it.
(23:46):
But still they are aging every single day, So you
have to continue to like reinvent yourself, reinvent how you
are working with patients, and then document like, wow, this
patient experience went extremely well. Why did it? Was it
because you're a present? Was because you button up your
tech stack? Was it because you trust the process and
(24:10):
now you have the ability to truly focus on what
matters most, which is that patient. And then when they
leave and they come back and they're going to tell
all of their friends and family. Your goal should be
able to basically put yourself in a position to where
(24:30):
the word spreads like wildfire because of your work. But
it doesn't start that way. People have to know who
you are. That's where the marketing component comes in. You
can't be the best injector without people knowing who you are.
Everybody has to know who you were. That's the marketing.
If everybody knows who you are but you never follow
up with anybody, then you have a sales problem. You
(24:52):
have a conversion problem, you have a tex stack problem.
If you're spending all this money on marketing and all
these people are slipping at the crack, it's a serious problem.
You're just spending You're over spending on marketing and you
don't have a systematic solution to follow up and convert,
which you nail number one and number two. You focus
on your craft and you become the absolute best. Then
(25:16):
your prices go up, your demand goes up. People always
want to come and see you, and that's how you
put yourself in a position to win, to ultimately win,
and ultimately deliver the best experience possible. So I'm gonna
leave it at that. Guys, the three things I want
(25:37):
you to get out of this episode. Be the best marketer.
Be the best sales person, not cheeseball Charlie, anti cheeseball Charlie.
What I mean by salesperson is educator. Be the information person.
Show them the outcome, show them the treatment, get them
on the journey, educate them, continue to educate them, and
(26:01):
have the best tech stack to make the process simplistic, mathematical,
and efficient. Then you go back and focus on your
craft and there's no way you can't win every time.
Thanks for listening, guys. If you found this particular episode valuable,
(26:23):
please share. I know you will. Until next time, Happy.
Speaker 1 (26:26):
Injecting, Thanks for tuning in to Medical Millionaire. Every week.
We're here to help you transform your practice into a thriving,
profitable venture covering everything from marketing and patient bookings to mindset, workflow, automation,
and beyond. Whether you're just starting out, scaling up, optimizing operations,
(26:48):
or planning your exit strategy, this podcast is your go
to resource for success in the medical aesthetics industry. It's
time to supercharge your practice and take action today. Share
this episode with a fellow entrepreneur, Rate the show, and
don't forget to click the link in the show notes
to access powerful tools and expert guidance at get dot
(27:10):
Growth ninety nine dot com, slash MM, and make sure
to tune into the next episode, A Medical Millionaire
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