The most important part about advertising is not the material or product you promote for your business but how much you are going to receive back on your investment.

If you spend $1000 on radio promotion, it should give back $10,000 in sales. So 10x times your advertising investment, but what about the other factors?
– How long will it take to reach $10,000 in sales?
– How do you track your metrics for this promotion?
– Are they targeting your ideal customer?

Traditional Advertising, such as the ones mentioned above, don’t have a clear and direct way of achieving this. With Digital Advertising, you have real-time metrics showing you exactly how your money is being spent and who is clicking on your promotions.

Targeting your customer by location, income level, google search history, male or female, purchasing behavior, and more.

So how much should you be spending on advertising?

A rule of thumb with plastic surgery is to spend money on advertising based on the number of employees a business has, to keep them busy and to create sales.

A clinic with 1 to 2 employees should spend $3500 to $5000 USD a month.
A clinic with 3 to 5 employees should spend $5000 to $6500 USD a month.
A clinic with 5 to 7 employees should spend $6500 to $8000 USD a month.
A clinic with 7 to 10 employees should spend $8000 to $12,000 USD a month.
A clinic with 10+ employees should spend $12,000 and up a month.

This is what every clinic should be spending at least each month.

They ensure everyone gets paid, the doctors, the medical staff, and the owners. Without them, the doctor will go to another clinic where there is work for them. They should always know their sales goals for the day, the week, or the month.

If a clinic knows they need their employees to close 10 deals a week each. They should have a written formula or a magic number for them to meet these goals. For example, the magic number could be, it takes 100 leads per week to close 10 deals over the phone. So a coordinator needs to reach out to 25 leads per day for 5 days to get to 100 communicated leads.

This is a 10 to 1 closing ratio, it’s not the best, but it is the most real ratio some clinics need to present in sales.

So how much should you pay your coordinators?

The pay should be and feel rewarding for their work in converting the lead into a sale.

Most clinics pay their employees 2 to 3 percent of the surgery. So if a surgery comes out to $10,000 they will receive a commission of $200 – $300 for that surgery.

A coordinator can easily sell 10 or more surgeries per week, giving them a great paycheck.

For clinic’s not receiving so many leads or traffic online, should pay their staff a monthly base pay, $500 a month so they feel a bit comfortable.

A clinic can also pay an extra commission for deposit collected, so a $500 deposit can give a coordinator $50 dollars from that deposit.

Provide sales training each quarter a minimum or monthly if possible, so your sales team stays at top performance.

Depending on how many leads your clinic receives a month, should give you an estimate of how many times a coordinator should follow up with a lead.

Most clinics have their staff working on a certain amount of leads each day. If a clinic gets 100 leads a day and has 10 sales staff, each person should have 10 new leads a day. This means 70 leads per week and 300 leads per month for each person.

Your staff can become overwhelmed with the amount of communication, from the text, phone calls & emails they have to send out each day.

Each clinic should have its own lead system, that manages all their leads and helps convert those leads with automation.

So how many times should you follow up with a lead?

Every clinic should only have their team manually following up with a lead three times, after three times they should have their system handle the rest.

For example, if a lead comes in on Monday, the coordinator should contact them on Monday, Wednesday, and Friday. After Friday, if there has been no communication back from the lead, they should place the lead in automation that their lead system should have in place.

This will place the lead in a follow-up campaign, which will set up an email campaign sending them out more information about your clinic, services, and any new promotions until they covert.

Just because they didn’t buy today, doesn’t mean they won’t buy tomorrow.