In this strategic episode of Medical Millionaire, host Cameron Hemphill reveals how effective email automation can transform your med spa’s operations and growth. Learn how to build sophisticated email sequences that nurture leads and maintain client relationships throughout their journey. Key insights include:

• Creating automated response systems for different client stages
• Building effective email templates and sequences
• Understanding the three key paths of potential clients
• Implementing proper follow-up processes for consultations and services
• Working ON your business rather than just IN your business

Features a compelling success story of a practice that scaled from mid-six figures to multiple seven figures in 15 months through process automation. Perfect for medical spa owners looking to automate their communication systems and free up valuable time while increasing revenue. Learn why email marketing isn’t dead and how to leverage it effectively for practice growth.

Transcript: 

Hey, what’s up, everybody? Cameron Hemphill, here your host for Medical <illionaire. Hey, first off, I want to thank you for listening to our podcast. Our goal is to give incredible insight and value into the medical spa market.

We work with some of the top injectors, medical spa owners, estheticians and plastic surgeons throughout the US, and we’ve worked with them for years, and it’s really neat to understand exactly how they have gone from Ground Zero to where they are today, or ones that are just entering into the space and are extremely talented and trying to figure out how to grow a business and grow a very successful practice for the long term. As you all know the folks that are joining in on this podcast and listening to these episodes, you can see what’s going on in the market. You can see what’s taking place.

Medical spas are opening up all over the place. Some markets are more saturated than others. Some are more rural than others, and then you have practices that have been around for years, and they’re starting to bolt on esthetics. I mean, I’m seeing dental practices even bolt on esthetics. I’m seeing fitness centers bolt on esthetics. I’m seeing all sorts of industries that have specialized in their own vertical start to bolt on esthetics, and then I see ones that only focus on esthetics. We see plastic surgeons having a spin off of esthetics, right? And so we are dealing with a market that is growing rapidly.

And how are you going to position yourself to capture the audience and tailor your strategy, your brand, your voice, to ultimately capture revenues for the long term? How to capture more eyeballs, how to get them into your practice, how to rebook them and ultimately achieve success, right? And so some of the practices that have been around for years, they have revenues, they have strong balance sheets, they have strong P and L’s, and they do have the ability to say, Okay, well, we see what’s happening in this space, and we want to take some market share like why not? We have the ability to do it. We already have a brand.

We have an old client base. We can just create more services. Go hire some injectors, go buy a few lasers. Maybe they already have the partnerships with the laser companies. They already have credibility, right? It’s easy for them to bolt this on, and so we see ones that that it’s quite easy for them. And then what is interesting is now every single one of the the folks that we talk to need to understand how to market to that service, whether they are a long term practice, well, now they’re entering an entire new world, right?

Or if you are just coming into esthetics. You’re entering into an entire new world. If you’re working at a med spot and you’re a high end injector, or if you’re thinking about going on your own, how do you do it? How do you scale? What systems do you have in place? What technology you need? What marketing do you need, from a social media standpoint, from an EMR standpoint, from a CRM standpoint, like, there is so many moving parts when it goes into this. And then on the flip side of that, you know, being an entrepreneur, how do you manage everything else in your life, right? Like, how do you manage being a parent?

How do you manage all the other roles that go on in your life, and then bring them back together to basically control the chaos that’s going on and not go insane. So it’s it’s just interesting to talk with everybody in this space, and then also see what’s going on with with Allergan, and see what’s going on with gal Derma, and see some of these major acquisitions that are taking place some of these other companies that are going public, you know, like the hydro facial I mean that they’re planning on going public here soon on the stock exchange.

And I really keep an eye on the finance side of things, and the M and A mergers and acquisitions from a from a high level standpoint, just because we want to expand our knowledge base in terms of what’s going. On, you know, at the supplier level, right? And so, as you may or may not know, Allergan was acquired by AbbVie, which is a massive organization, publicly traded, and that was a smart acquisition for them. And so it’s nice for us to kind of look at the market, not own a medical practice, talk to medical injectors all over the world, understand the services and then basically incubate that internally with our team.

Talk about it like inherit the understanding and then push this type of content out. Is something that I think is just super cool and super passionate about. So what we’re trying to do is really help you in your journey and through this process, we want to help you take your practice to the next level. So in this episode, I want to get into something that has worked with me in all the businesses that I’ve been involved with, especially growth 99 and then businesses that we have consulted with in the medical spa space to help increase productivity.

And it comes down to in this episode, we’re going to talk about email templates, right? And so if you find yourself constantly sending like follow up templates, or if you’re constantly in your day to day email, it’s important to understand how to create that email into an email template and then how to automate that.

And let me talk about this just for a second, because email templates can have different meanings depending on where your client is at in the process, right? And so if somebody goes to your website, or they go to your Instagram, or they go to your social media or wherever, and they inquire, right? They don’t, let’s just say, for example, they don’t call you, they don’t direct message you, they don’t text you, they don’t chat you on your website, they fill out a form.

Okay? They they fill out a form, which I see all the time. People want to inquire like I see it constantly. So what does that do? Well, it should create a lead inside of a CRM application. First and foremost, it should also send you a notification via email, so then you are immediately notified, and you can call them or have somebody call them. And then what it should also do is it should trigger a chain of events via email templates and email drip campaigns.

Okay, so if that’s taken place, well, what does the email content look like? Right? If they are inquiring about a service, the service should match the content to them. If they’re inquiring just about a consultation that should re you should have an autoresponder automatically reply, okay, if these individuals are inquiring about information on Sunday afternoon or Saturday evening or Monday or whenever you’re closed, it’s important that you have a solution in place that Auto Replies, okay.

And then taking that a step further, created an ink an email sequence that will essentially email them on the second day or the third day or the fourth day, okay, if they email you, let’s call it Saturday night, and you’re not open Sunday. Okay, Saturday night, have the autoresponder hit them. Saturday night. Have it hit them Sunday. Have it hit on Monday. Maybe you’re not even open till Tuesday, because I even see a lot of practices that are not open on Monday.

So that is going to be three levels of communication before you have to do anything. And so your chances of converting, because you’re on top of it and you have just automation and technology in place is gonna ultimately be compelling, in the sense of you’re giving them information of value, that they’re going to convert.

Okay, so now here’s what happens. Let’s say that they do come in and convert. What happens then? Well, two things happen. They’re either going to render the service, or they’re going to come in and talk to you and then go home and think about it. Okay, so there’s, there’s two paths, right? Or they don’t even come in at all. There’s, there could be three paths. They just go cold, or they come in, render the service, or they come in, think about it, go home. So then you need to have a system in place that pivots the email template to exactly what stage they’re in now and again.

This can all be done on robust email campaign functionality, tools, MailChimp, Active Campaign growth 99 is coming out with another one constant contact. There’s a few other tools, like Click Funnels has the capabilities. There’s endless tools out there, and you guys can find these on your on your own online research. But the important part is making sure that they have the ability to pivot based upon the process of where that person is okay. So if they come in for a console, and they don’t render the service, well, now you have to build more value right to build the confidence that you’re the right provider for them.

Okay? Now, if they do render the service, what happens? Now, a different type of sequence needs to happen. Why? Because you need to stay in touch with them. You need to show them that you care about them, and then what happens? They rebook, they refer. They rebook, they refer, right? And so it’s literally a domino effect of what happens. And I hear people constantly say, email is dead. Email is dead. Absolutely not true. We do a lot of emails. We see practices do a lot of emails, and they convert, right?

It’s just another lever of the marketing bucket that you need to pull in on, okay? And why it’s important. So I hear this too. I don’t have time to build that email template, so I don’t have the time to do that. Okay? Well, then you’re just gonna be running on the hamster wheel constantly trying to keep up. Why not step out of the business in the day to day operations, sit down, hone in on, okay, what are the different processes in my business that can happen? Let’s write out the email script, and they don’t have to be long.

Emails people don’t like to read. Unfortunately, they need to be quick. They need to be concise, right? They need to have a call to action, a nice image. Handles to your social media. Merge fields that bring in their first name, okay, something, something like that, that’s just really quick and concise, okay? Because they’re gonna open it up, see it in their inbox and move on. Open it up, see in the inbox and move on. The thing is, is you’re at the top of their mind, okay? Here at the top of their mind with a call of action, right?

And so this is what’s going to position you to ultimately generate that rebooking and then also increase the referral base. Okay, so the the ones that I see you know that that are successfully doing it are the ones that are not afraid to step out of the day to day operations, because I know all of you are driven by appointments, and appointments is where your revenue is made. So if you have a cancelation, like red flag goes out, I totally get that right. But you can’t just run your practice around appointments. You hack you have to set time to automate the business completely. And if you do that, you’re gonna save time.

So if, if you invest time now, you’re gonna save time down the road, right? And so peel off a few hours of time, identify the process and the personas that take place within that. Call it client sales process, if you will, put it on a whiteboard or map it out on a PowerPoint and then create the content, embed that into the actual technology that automates the process. And then what’s going to happen is, yeah, it’s going to be a pain to set it up, but I’m telling you right now, the ones that do it and the ones that have done it are extremely successful.

Okay, so if you live and die by the appointment again, pull yourself out of it, go back in and implement this into your overall strategy. Okay, so we work with some clients that I see that actually have really taken the time to dial this in. They’ve almost hired, like a internal person to map out this process, or they’ve hired a consultant, or they’ve hired a digital marketing firm that helps map this out for them. Okay? And so the ones that have taken the time to do it, they are the ones that are gobbling up a tremendous amount of market share because they have systems and processes in place.

And if this is not implemented and it’s not part of your strategy, then. Unfortunately, there’s gonna be other practices that understand it. They understand the value of time. They understand getting out of the day to day and honing in on, and I say this a lot, like take the time to work on your business, not in your business, and then implement the strategy. So if not implemented successfully, right, and if not taken this as something of something of importance, then there will be market share taken, right?

I have worked with one client in particular on the East Coast. And you guys know, I don’t like to hone in on names, but there’s a client that is honing on this that I think they have a husband that’s like in the technology business, consulting, automation space. I’ve had some amazing conversations with him, and what he has been basically been able to do is say, Okay, well, I’m basically going to build up my my wife’s practice of how I would run a very successful technology company with process automation and and tools. And what I’ve seen them do is is basically go from mid six, mid six figures to multiple seven figures in revenue in the course of 15 months. And it’s not just because they and they, you know, did the email marketing.

This is just one lever again, right? But they totally get it in the sense of, hey, this isn’t just, I’m not just doing Botox and fillers and facials and all the services that we do. They look at it by, how do I automate my business? Because ultimately, I want to free up time, right time is the most valuable asset we have, and so if you can free up time, you’re ultimately going to live happier, you’re going to make more money, you’re going to smile more, everybody’s going to be happier, and you’re going to see your business thrive.

So that was the point that I wanted to drill in on today.

Thank you so much for listening to Medical Millionaire again. My name is Cameron Hemphill. If you found this content valuable, please share it. Let’s keep the conversation going. Head into iTunes, please leave us a five star rating and review. We love that.

Additionally, you can visit www.growth99.com and learn how we can assist you with your marketing, your coaching, your technology needs. Until next time, happy injecting you.