Most aesthetic medical practice owners and managers understand that patient retention and conversion are more profitable than new patient acquisition. However, few know how to improve patient retention and increase the bottom line.
In my experience, the best way to ensure patient satisfaction while simultaneously increasing your ROI (return on investment) is through the development of aesthetic treatment plans.
What are Aesthetic Treatment Plans?
Aesthetic treatment plans are detailed agreements between practice and patient, outlining the need for a long-term regimented program of treatments and products. It lays out a strategy for solving a problem and then offers a maintenance plan for long-term aesthetic results and prevention.
Treatment plans work because they:
- Give patients a holistic, personalized approach to their care, improving outcomes and patient satisfaction.
- Add higher, long-term revenue to your practice.
- Increase patient retention and open up possibilities for future conversion to other services and products.
How to Create Treatment Plans for Your Patients and Increase ROI
The best treatment plans:
- Are long-term
- Offer a mixture of treatments and products
- Include maintenance and prevention tips and offerings
- Educate the patient on the what, when, why, and how
- Offer options that fit with their lifestyle and budget
- Give patients all of the details, both positive and negative
- Include a schedule with expected results every step of the way
Long-Term Strategy and Maintenance
Both patient and practice benefit from a long-term strategy that includes treatments that provide immediate results while offering maintenance packages and home products. By putting this program in writing for the patient, you improve the likelihood that they are satisfied with their results, keep all of their appointments, and continue to see you for routine maintenance and product purchases.
Prevention plans work especially well for younger patients who wish to delay the signs of aging; however, prevention programs work for almost everyone. Include these in your treatment plans to improve patient satisfaction and outcomes. Educate your patients on prevention, offer them advice and products, and assist them with packages that help them look and feel their best.
Education and Scheduling
Every treatment plan should include the what, when, why, and how. What treatments and products do you need? When are your appointments? Why are these the best options for you? How will this plan help you achieve your goals? Discuss these during the consultation and provide them in the printed treatment plan.
Give Them Options
Lifestyles, schedules, and budgets vary. You can empower your patients by offering them multiple options and explaining the benefits and drawbacks of each plan, as catered to their lifestyles. Be sure to offer a shorter term strategy if they are hesitant for the longer term plans that may overwhelm them, or perhaps offer more aggressive treatments to give them more immediate results before moving to less aggressive maintenance procedures.
Treatment plans should include expectations on the patient, both for keeping their appointments and for at-home maintenance. They should also include the benefits and drawbacks of their treatments, expected side-effects, and risks. Reaffirm how important it is to stick with the plan to ensure the best outcomes. Finally, you must be clear that results vary from person to person and, based on their needs, the plan may require some tweaks later on.