In sales, time is money – and the medical aesthetics industry is no different. The more efficiently you can leverage time, the more successful you will be in closing deals and driving revenue for your business.
No matter how much content marketing, search engine optimization, email marketing, or advertising you do, without stellar customer service, you’ll be hard-pressed to keep your medspa business growing.
Time management skills extend beyond juggling multiple tasks – it’s about maximizing the opportune window where a sale can most likely be made.
In our blog we’ll explore:
- Maximizing the window of opportunity
- How to close more leads in your medical spa practice
- Techniques to convert potential patients into loyal, happy clients
The Unique Dynamic of Med Spa & Plastic Surgery Sales
Med spa sales involve a unique set of dynamics compared to traditional sales environments. Potential customers seek aesthetic treatments or wellness services to address specific concerns or desires, and their decision-making process may be influenced by various, ever-changing factors.
Whether your online presence, blog posts, social platforms, other digital channels, or a referral has attracted their interest, outside influences can always jeopardize their decision to book a service with your aesthetic practice.
From the time an inquiry appears to the moment you finally phone them, a new trend may have emerged, a life event may have passed, or they may have decided on another medical practice. No matter the strength of your marketing strategies, adapting to the non-linear nature of today’s buying journey is crucial. Thus, your digital marketing strategy demands equal attention in post-engagement follow-ups.
Sales professionals must be agile, ready to answer the influx of inquiries from any marketing campaigns and align their strategies with the fast-paced nature of the industry.
Time Kills Deals
One of the most critical aspects of leveraging time in sales is recognizing that time can be your biggest enemy when it comes to closing deals. The longer a deal drags on, the more likely it is to fall through. Customers may lose interest, competitors may swoop in, new medical spa treatments may arise, or other factors such as the prospects’ needs could derail the purchasing decision.
To combat this, sales professionals must be proactive in moving deals forward quickly. This means following up promptly, setting clear timelines and expectations with prospects, and not letting opportunities linger. By being diligent and focused on keeping deals moving, sales professionals can increase their chances of closing the deal before time becomes a hindrance.
The most successful med spas will pay equal attention to their patient booking as their marketing efforts – the key component that’s most often missed.
Catching the Window of Momentum
In sales, there is often a small window of opportunity where prospects are most receptive to making a buying decision. This window of momentum can be fleeting, so it’s crucial for sales professionals to capitalize on it when it presents itself.
To catch the window of momentum, sales professionals must be attuned to signals from prospects that indicate they are ready to move forward with their cosmetic treatment. This could be a positive response to a proposal, an indication of urgency or need, or a strong interest in the product or service. When these signals are present, sales professionals must act quickly to push the deal forward and capitalize on the prospect’s readiness to buy.
By recognizing and seizing the window of momentum, sales professionals can accelerate the sales process, close deals faster, and increase their chances of success.
A Slip Can Become a Slide – Stay Prompt with Follow-Ups
From checking in patients and providing in-office care to admin work, time can slip away fast from your office staff – and so can your leads.
Achieving sustained growth in the medical spa industry requires stellar attention to each area of operation, but the reality is most offices have their staff spread too thin. As a result, customer interactions and client experiences may begin to decline in quality, leads are left unattended, and your loyal customers may look elsewhere.
The solution? Have a team dedicated to each task – acquiring potential clients, handling bookings and follow-ups, and managing in-office care. If you think this seems costly or impractical, you’re not alone. The ups and downs in patient volume can often leave you either understaffed or overstaffed – leaving valuable revenue on the table either way.
Your medical spa business will benefit most from retaining a patient booking call center, equipped to turn leads into customers, answer prospective clients’ inquiries, and follow up with your loyal client base. By smartly outsourcing this operation, you’ll complement the service of your in-office care team while never having to worry about missing a lead or losing a potential customer due to a lack of follow-up.
Time Can Make or Break Client Loyalty
Continuous check-ins with current customers boost your customer retention rate and welcome glowing clients back into your doors. Even the biggest industry leaders are vulnerable to losing clients if they neglect to stay in touch and provide ongoing value!
To leverage time in sales effectively, it’s crucial to prioritize client relationships and ensure that you are consistently engaging with them. This can include sending personalized emails, making follow-up calls, or even setting reminders to reach out at key intervals. By showing your clients that you value their business and care about their needs, you can build trust and loyalty that will keep them coming back for more.
In addition, staying in touch with clients can also lead to valuable insights, referrals, recommendations, and an overall more positive experience. Happy clients are more likely to refer their friends and family to your business, which can result in new leads and increased revenue!
Leverage Time & Gain a Competitive Edge!
There’s no doubt time plays a crucial role in the success of sales in the medical spa industry. By leveraging time effectively, you can accelerate your sales process, close deals faster, and build strong client relationships that lead to repeat business and referrals.
