Sales & Marketing

Operating an aesthetic business requires knowledge of selling and marketing cash-based procedures in a retail environment. For doctors accustomed to working in a traditional medical practice, terms such as “prospects,” “leads,” “campaigns,” “guerilla marketing,” and “closing” are not a part of the professional vocabulary. In aesthetic medicine practices, however, generating leads and making a sale are an integral part of your success.

We also provide extensive sales training to give your MedSpa the best chance of success. We take your staff step-by-step through the sales process — from generating leads and securing consultations to handling objections and closing a sale. MedSurge Resources provides your team with all the tools necessary to achieve your business goals.

With your staff in place and trained for optimum performance, we work with you to develop a comprehensive, 15-month marketing program. We then help you implement your program, providing your staff with the tools to create an effective marketing communications strategy, encompassing your Web site, brochures, direct-mail pieces, and newspaper and magazine advertisements.

Selling Your MedSpa in a Retail Environment

To succeed in this environment, it is critical that your MedSpa has a solid marketing plan in place — and a sales-savvy staff to implement that plan.

MedSurge Resources knows that every MedSpa employee — from the aesthetician to the receptionist — must be able to “sell” the business. We help physicians make a successful transition to the MedSpa business by recruiting and training a sales and clinical staff that can establish and maintain productive patient relationships.

Marketing a MedSpa to Drive Business

Designed for easy implementation by your office staff, MedSurge Advances offers a marketing system designed to create excitement and awareness among potential customers for your aesthetic business. This system is based on consumer insight, analysis of buying trends and motivations, and promotional/pricing sensitivities for your demographic targets.

We’ll help your staff with marketing, public relations and consultation strategies and provide them with the resources to create marketing tools such as custom Web sites, postcards, brochures and photo-ready advertisements for newspaper and magazines.

Key elements of our marketing training and support include:

Customer Profiling

  • How to identify potential customers using demographic targeting
  • How to properly position your services for defined markets

Pricing

  • How to determine prices for your services and products

In-Office Marketing

  • Sample current patient letter
  • Automated on-hold message
  • Manufacturer patient education brochures
  • Physician procedure brochures
  • Frequently Asked Questions handout for all major treatments
  • CD-rom patient presentations for all major treatments
  • Waiting area procedure-focused promotional video

External Marketing

  • Sample newspaper and magazine ads
  • How to purchase local print advertising
  • Web site development
  • How to create an effective direct mail campaign

Public Relations

  • How to create a media list
  • How to create a press kit and pitch letter
  • How to distribute information and follow-up with media
  • How to conduct a media interview
  • How to write and distribute a press release
  • Sample template press release
  • Sample cosmetic procedure fact sheets
  • Media release form (photography approval)
  • Ideas for maintaining "buzz"
  • Ideas for leveraging press coverage

Physician Relations

  • Sample physician referral letter
  • How to use and conduct open house events
  • How to use and implement seminars