Sales director Adam Smith shares how aesthetic clinics can improve lead management and convert enquiries
Aesthetic clinics do not have a lead problem; they have a lead handling problem. Research from the Massachusetts Institute of Technology (MIT) and sales engagement platform InsideSales demonstrates that companies that contact leads within five minutes are 21 times more likely to qualify that lead compared to those who wait 30 minutes.¹ Investment in advertising, website optimisation and generating enquiries is important, but if follow-up is slow, inconsistent, scattered across multiple channels, or worse, never happens, a significant number of potential patients will never convert.
In my work with both independent practices and large clinic groups, the concept of the ‘leaky bucket’ comes up frequently. It refers to the gradual loss of potential patients or revenue at different points in the patient journey. Often this does not present as an obvious crisis, but instead shows up as a…
