Stop Asking Strangers to Book a Consultation | Ep 004

Your website isn't losing leads because people don't need your services. It's losing leads because you're asking complete strangers to book a consultation too early. That's like proposing on the first date. Nobody trusts you yet. The problem isn't traffic. It isn't your offer. It's that your first ask requires more commitment than you've earned.

How can we improve the system so that by the time someone books a consultation, they're already qualified, already informed, and already want to talk? Fewer consultations. Better patients. Higher conversion rates. That's what this episode is about.

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Transcript

Niche Marketing In Medical Tourism

SPEAKER_00 0:08

So I do marketing for medical tourism, but more specifically for holistic cancer, mold, toxicity, Lyme disease clinics and doctors. And that is the niche that I chose. I I just I'm passionate about it. I love helping people. And you know, good doctors deserve good patients, and vice versa. It's my job to help patients find the right doctor. So when a doctor hires me, when a clinic hires me to bring them leads, they always have high expectations. Because me doing marketing, they've probably been working with many multiple people in the past that haven't been able to give them the results that they need. So I want to talk a little bit about that because I want to share my experiences through these podcasts and my learning experiences, not just for people doing marketing, but also for the doctors and the physicians who are looking to expand their practice and bring better fit patients.

Lead Volume Versus Lead Quality

SPEAKER_00 1:04

And I want to talk about how generating leads needs to be done in a very specific way if you're looking to maximize your profit. So, and also be able to help as many people as possible, because obviously, you know, you can generate a ton of leads, but if these are people that are not in a place where you can help them, it's completely useless, right? Anyone can produce leads, anybody can create content and create campaigns. But what's very difficult is to create high-quality leads, people who are interested in what you have to offer and the services that you have. This could be the treatments, this could be the protocols that you offer to them, to the patient. You got to make sure that the people who you are offering those to are actually qualified so that they can get care and get the benefit of what whatever that you have to offer. So let me just give you a quick example. I do a lot of lead generation for cancer. So cancer patients looking for a solution for a doctor that can help

Why Website Forms Convert Poorly

SPEAKER_00 2:06

them with their condition. And a lot of things that I see is that the conversion of these patients when they go into the website and then they inquire and they fill out the form, the conversion rates are usually very low. And the reason why is because a lot of doctors, a lot of clinics don't have a system in place that will help them process the lead properly and also guide the lead to the next step. And for example, when you go to a website and you fill out a form immediately asking you to leave your information to become a patient, usually those forms have really low conversion rates. And the reason why is because a lot of the people visiting that website have never seen you before, have never seen you as a doctor or your clinic or your logo. They know nothing about you. All they know it's the information that you have on your website. So when you have a new visitor coming into your website and you're immediately asking them to leave their information to start their healing journey, that usually creates a lot of friction. Not because you're not doing medicine right, maybe you know you're the best doctor in the world at what you do, but you're asking somebody who doesn't know you, who doesn't trust you to inquire and you know, schedule a consultation with you or your team to take the next steps. This is one of the biggest bottlenecks that I see as a marketer working in

Content Offers That Build Trust

SPEAKER_00 3:38

this field. And the way around that is through creating valuable content, free guides, survey funnels, anything that could help the user at the moment in time where they're at on their healing journey. That is an opportunity to bring them into the funnel and later on hit them up with you know multiple newsletters every single week, creating webinars for them and then guiding them, guiding them in the webinar to take the next step and showing them what that next step would look like. So instead of creating a form that is asking people to leave their information and schedule a free consultation, that creates friction because they don't trust you. The way around it is to create content that is trustworthy. So instead of asking new visitors to leave their email, their first name and their phone number to schedule a consultation. What I have seen personally that converts the best are the forms that, when they are filled up, they give something back to the user, like a guide or a video that is behind a paid wall, whatever it is, getting that email is vital because it allows us to own that contact. So we are no longer relying on the algorithm or you know, paid advertising advertisement to uh communicate a message. Once we have that email, we can contact

Owning The Relationship With Email

SPEAKER_00 5:17

them at any point in time. So I like to use you know a CRM to do that, capture the leads, capture the email, and then that is the way to get the lead into the funnel and guide them through you know the next steps on what they need to do in order to get the maximum benefit. If of course you're gonna get some patients who are ready to move forward right there and then, and that is fantastic. You will get some good leads coming from your website if you have a form so that people can schedule a consultation. But if you would like to increase the quality of the leads, of course, it will reduce the number of leads, but it will increase the the value and the the better fit

Survey Funnels To Qualify Patients

SPEAKER_00 6:04

leads that are coming in. You can do that through survey funnels, you can do that through uh multiple ways where the user has to do multiple things in order to qualify. So that way you and your team are not wasting their your time with leads that are meaningless or that they're not gonna go anywhere. So that's what I have today. The importance of creating a ladder of multiple steps from free content all the way to your ongoing lifelong support. If you're offering that, that is the best way that I have seen to achieve higher quality leads instead of just having a form on your website that is generating leads that are not responding or that are low quality and not ready to uh move forward with your protocols. So think about that for a second from a user standpoint and just create the right forms, ask the right questions and qualify your patient prospects properly by creating these extra steps where you once they complete these steps, you know that this person is committed to become a patient and they are worthy of your time. That is the way that I work with my clients. I help them implement all of these things. Usually, in the first few weeks of working with me, we implement that system, creating the forms, creating the automations, testing everything, making sure that all the funnels are ready to go and easy to use from a

Implementation Plan And Next Steps

SPEAKER_00 7:41

user standpoint. And once everything is in place, then we can start focusing on generating traffic. And we're going to be talking about traffic in the future. So if you enjoyed this episode, I will see you in the next one.