“Hey everybody, this is Scott Theaman talking to you about how to develop your business and enhance your marketing. Today, we’re talking about the patient journey. The patient journey is how the patient moves to you. So when we’re working with TMS or ketamine or the specialized mental health or even regenerative medicine, things like exosomes and STEM cells, we need to take into account that we need to build trust, we need to build credibility, and we need to build awareness, and then we need to close the deal, right?
We have what’s called the patient journey and it’s a five-step process. We need to, number one, make them aware. Number two, we need to attract them to you. Number three, we need to schedule them effectively. Number four, we need to figure out how to run effective consultations. And finally, number five, we need to know how to convert them effectively.
I’ll touch on these briefly. Starting with number one, awareness. How do we create awareness around something that people don’t really understand? Well, the best way to do that is through video. So we use video ads to tell the story about your specialty. We use blog, we use videos, and we use different types of branding, like your website and things like that.
Once we have that in order and we’re able to effectively tell a story, number two, we want to attract them to you. Now, attracting someone to you is not saying, “Hi, we are super clinic and we’re located at 123 Main Street and we’re open for business. Go to our website, call us today.” Don’t do that. If you’ve done that in the past, it’s not your fault. But if you do that from today forward, you know there’s a better way.
Attraction is all about creating an offer and an offer solves someone’s pain. The only reason people buy things is to solve a problem. So in the offer, we must gain a commitment by capturing a lead. So what does that look like? That looks like a name, a phone number, an email, and filling out some sort of assessment or consultation request. The offer would be, request a free consultation or take an assessment, for example. That’s how we attract them is through an offer.
Step three, scheduling. You and your people must be trained because the greatest way to get people in the door is to create a connection over the phone. You need to train your staff on how to have an effective, high energy conversation where they really create a connection and start to uncover what the pain is by asking the right questions.
That takes us to step number four. Now, once they show up for their appointment, we want to use a questions framework in our consultation because people have their current situation and then they have their desired situation. In our questions framework, look, we don’t advise on any of the medical, do what you got to do on the medical, but you need to ask the right questions to really expose the gap of what their pain is. Okay?
And then once you do that, you can move to step number five, which is conversion, which is where we close the gap and present your solution as the thing to close that gap to take from their current situation to their desired situation. We use that through a technique called a value stack, which you’ll learn about, and it’s a really great way to demonstrate extreme value and show them that you are the only choice to solve their problem.
That’s a little bit about the patient journey. I hope this was valuable to you, and I look forward to talking to you in the next video. Take care.”
To see how Beyond Marketing can help with your mental health marketing please contact us for a consultation.