In this value-packed episode of Medical Millionaire, host Cameron Hemphill debunks the myth that “email marketing is dead” and reveals how medical spas can effectively use email campaigns to drive both new and repeat business. Drawing from real success stories, including a six-figure email campaign during COVID-19, Cameron shares essential strategies for:

• Setting up effective autoresponders for new leads
• Creating strategic drip campaigns for different customer stages
• Using email marketing tools like MailChimp, Active Campaign, and Constant Contact
• Building post-service follow-up sequences for reviews and referrals
• Converting one-time clients into loyal, returning customers

Perfect for medical spa owners, injectors, and practitioners who want to maximize their client communication and boost revenue through systematic email marketing. Cameron emphasizes that success comes from running your practice like a business, with proper systems and processes in place.

Transcript: 

Hey everyone.

Cameron Hemphill, here your host for Medical Millionaire. First off, thank you so much for taking the time to listen in. Our goal for this podcast is to give incredible insight and value into the medical spa market.

My team and I, we’ve consulted with some of the top injectors, medical spa owners, plastic surgeons, doctors throughout the country for years, and we see ones that are just crushing it and dominating the market and capturing up a tremendous amount of market share, and we see others that are trying to penetrate that market and move the needle to get to the next level of where they want to be.

So if you’re thinking about getting into the medical spa space, or you already have a med spa, and you’re trying to figure out how to get to the next level, or you already have a thriving practice, this this podcast is for you, right? And so throughout this journey together, what we want to do for our listeners is just give value on how to move the needle to get your practice to the next level.

Okay? And on this episode, specifically, I want to get into how to leverage email marketing to earn not only new business, but also returning customers, and how to create those returning customers into rebooking switch result and referrals, and then just Domino’s the effect and compounds the efforts. And so just want to talk about why email marketing is important. Email marketing is definitely not dead.

I think there’s some myths out there where all of no one checks our email anymore. They just look at Instagram, they look at their DMS, they look at their text messages. Text messages gets better conversion rates, you know, and there’s a lot of truth in those data points. But at the same time your audience that you’re serving, they check their emails like these are working professionals, you know, for the most part, and they check their emails.

And so I would encourage you to leverage some of the tools that are out there. They’re very cost effective and easy to use. I mean, you could quickly just, you know, watch a YouTube video on how to use like MailChimp, for example, and build out a really nice email and send that out. And so it’s extremely important that you take the time to learn email marketing and email marketing like when I talk to folks, or some of them obviously know what it is, but others are like, what is email marketing?

What’s the difference between a drip campaign or an email blast, or a one shot email or an email template, and so we educate them, and I’d be happy to get into Insight free on this. But why it’s so important is because it’s another avenue to generate revenue, right? So like, how are you communicating with individuals that are that you’re trying to talk to about your promos, your specials, you know, the holidays, like, Mother’s Day, Black Friday, Cyber Monday, Christmas.

You know, like, how are you conveying your value proposition to your market? Like, obviously, there’s outlets, through social media, Instagram, Facebook, whatever, but email marketing is something that should never be overlooked. Okay, quick story for you. Obviously, we’re in when I’m recording this right now, we’re in the this pandemic, COVID-19 crisis, if you will. And I’ve seen a lot of med spas try to pivot and figure out how to drive revenue when they were mandated to close, right?

And so email is a great tool, and great success story for you was, we have a client that was in the process of building out a state of the art facility, and they were forced to close and kind of put everything on hold. And there was a lot of exposure, there’s a lot of risk, right? And so we had thought that, well, you have a huge database, why don’t you send an email out and sell some prepaid services and maybe some discount offerings?

And so obviously, the margins were a little bit slimmer, right? But the fact that they had their emails, they were able to send out an email and generate it was a six figure email, right? So it was very creative. They sent it out it had the correct call to actions with the right landing pages and shop online and sell prepaid products and prepaid services and membership discounts. And stuff like that. So they took the time to create a really, really nice, creative email and send it out. And it worked.

Okay. And so email again, it’s, it’s definitely not dead. It’s something that I would leverage now, the only if you’re not collecting emails and you don’t have data, then you don’t have the ability to send out emails. So if, in this particular case, if that client in her career had not been smart enough to collect data, she had no way to send an email out because she didn’t have the email addresses right. And so it kind of, on my previous episodes, I’ve talked about how important data is and and data is key, and you want to put it into a system, and then you can kind of massage that data, if you will, to move the needle to the next level.

And so it’s just extremely important that you’re collecting the data, and then that’s going to give you the ability to send out emails, you know. And so these tools that that are available. A lot of them are, you know, free and and some of them are, you know, like low monthly fees. But, you know, just to kind of give you some takeaways.

I mean, MailChimp is a pretty popular tool. Active Campaign is a popular tool. Constant Contact is a popular tool. What conga composers out there? You got Click Funnels out there? Like, there’s a lot of options. Our team, we’re personally big fans of MailChimp, probably just because we know it really well, and they have a really nice way of creating emails. It’s like drag and drop. You don’t need to know any code.

And then you can create these emails, upload images, upload call to actions, create buttons that like, chain link to your website or to your online store. And it’s just it’s pretty easy, like you could build a beautiful email template in about 10 to 15 minutes, upload your list and fire it out right? And so actually, what’s cool is Growth99 is actually taking the time to build out a really cool email template library. So if you were associated or clients of us, you could actually take those email templates and go tweak them, upload your specials and send them out, just to kind of speed up that process, right?

And so let’s, um, I kind of want to get into just a couple things in terms of why, additionally, it’s so important, and I’ve identified three key components. And so you always want to be top of mind for leads. So email is not just about to convert leads. It’s about you know your past clients as well, but you also want to have a position there’s like you can create multiple different drip campaigns depending on where you’re at within the sales cycle or life cycle of this particular potential client or new client.

And so you always want to be top of mind for your lead. So I would strongly suggest implementing a strategy in the sense of when, when that lead hits? Okay, so where is the lead coming from? Well, the lead is gonna call you, they’re going to hit your website, they’re gonna hit your social media, they’re gonna hit where you’re doing advertising. They’re gonna be a referral. So that’s probably a phone call or an inquiry, or maybe they even just, like, pop in.

So so the lead hits right, and so the first thing you have to do is grab that data. Okay, grab that data, first name, last name, phone number, email and even physical address, like mailers are coming back. I’ll talk about that on another episode. But then you have the data, and you could massage the data like you can send text messages. You can make phone calls.

You can put in a system to follow up and create automation, which is what I got into on my last podcast, but or the last episode, but the email is going to be important, so when the lead hits, make sure it goes into a system. And I’ll just talk about MailChimp, but there’s, there’s lots of other tools out there that you can use, we just use meds.

Lots of other tools out there that you can use. We just use MailChimp over here, so it can go in and it can, let’s say they fill out a form on your website, or if you’re taking the information over the phone. You can just put it into your own database, right, just by data entry, but they, let’s just go through the website. Scenario, they go to your website and the lead inquires, hey, I’m interested.

Okay, well, well, you’re interested, great. And they fill in their information. Well, what should happen immediately is an autoresponder should hit their inbox, okay, and that autoresponder should be fired off with the correct Call to Action. Hey, thank you so much for inquiring. Looking forward to hearing from you. You know, please tell us more about what services you’re seeking. Maybe it has a couple questions in there.

Here is how to book with us. Here’s how to follow us on social media so you can kind of get an understanding of our work. By the way, did you notice that we had over 105 star reviews now? Right? So, so you have to change these templates over time, because your business is going to be changing, right? But the important part is to make sure that you have what is called as the autoresponder set up to immediately send out that email.

Okay? And the reason why is because you’re not always working. You’re not always in front of your desk and or maybe you’re, you know, let’s say you go on vacation. Let’s say you know you’re at the doctor’s office or your kids soccer game or whatever it is.

But somebody goes to your website or your social media or wherever, and they inquire, and if you hit them with an autoresponder, if you just have the automation set up, that the tool is just working for you, and you’re not working essentially right, but it’s basically increasing your potential conversion rate.

And so it’s super important you have that autoresponder set up, and you can easily do it with with lots of technology that’s out there. And so the calls to action are important. And so, like we’ve seen it time and time again, where a lead will hit our website, the autoresponder will go out, and then all of a sudden there’s like the client has taken action to already set up a discovery call or a free consultation, or virtual consultation, if you will, with like on a Sunday, right?

Because, because everybody you know has like downtime, but your consumers, you never know when they’re going to inquire, so you have to service them at every level and implement tools that will help them. So the autoresponder is important. Okay, now, the other thing, from a lead perspective, is, I would suggest putting them on some sort of, like, pretty quick drip campaign, so you can build this out in these email marketing tools.

But essentially, it’s, it’s gonna a drip campaign is an email that goes out in a sequence. So email one goes out on day one, email two goes out on day two. Email three goes out on day four. Email four goes out on day five. Email five goes out on day nine. Build out that sequence, because right now that person is thinking about conducting a transaction with you. And so communicate over communicate is fine, you know.

And I lot of clients that are like, well, I don’t want to, you know, harass them or over email them, but hey, if you’re doing your job like they want to hear from you, like, you know, I would rather somebody say, Hey, you’re following up with me too much, versus like I never heard from you, and so I went somewhere else, you know. So in the data shows that if you are communicating and over communicating, it’s it’s, chances of conversion go up.

Okay, now these emails, on these trip campaigns, they don’t have to be super long, like, thinking in the minds of the consumer, in the minds of yourself, when you’re reading emails, you’re not going to read some super long email, so it’s got to be quick to the point like, like, little email snippets. Hey, checking in. How are we I noticed that you haven’t booked yet? Yeah, right.

And so then if they go through and they and they book, like, there’s ways where you can take them off that draft drip campaign, put them on a different drip campaign to get them prepared to come in for service. And then once the service is done, they go off the campaign. They go on the post client campaign.

Okay, so that’s that’s kind of how, how that works now top of mind is going to be huge when it comes to these emails, because maybe they inquire, but then they got sidetracked or busy, and then the email hits them on day three, and they’re like, oh yeah, that’s right, I totally got a book. So they hurry and go and book like, you’ll see your conversion rates go up. Okay. Now they go in and they they, let’s say that they convert. They. Have their service done and they depart. Right? We on the last episode, we kind of talked about like the the process of the departure, like the service and the departure, well, the email component of this is going to be critical to basically converting them to to a past client.

And I would encourage you to get extremely creative in terms of having a very robust post follow up process, okay, and from an email standpoint, and so, like, right when they, you know, leave the facility, put them on that past client drip campaign. And that past client drip campaign, you know, just like, go meet with your team, you know, pull out the whiteboard and figure out how you want to sequence it, you know.

I mean, this could be something different than, like, your monthly newsletter, but it’s something that you can get really creative in, in the sense of snagging a quick review, snagging a referral with like, it with like, a referral, let’s say program that you have embedded, you know, maybe you were talking to them about that facial cream that goes really well. Post facial right. Post like hydro facial, if you will.

And so like, have a link to the store right. And so I would communicate with them consistently over time, and they just want to hear from you, you know, and they will forget about you if you do not stay in contact with them. Okay, so let me just kind of give you an analogy. So have you ever bought a house, right? I mean, I’m sure some of the listeners on here have rented a house or bought a house. Now you probably, in most cases, used a real estate agent, okay?

Now, if you use a real estate agent, and that real estate agent helped you with the transaction of that acquisition of the home, have they followed up with you? Have? Have they been in contact with you? And most of them don’t, which is crazy, because simply they don’t have a post follow up, you know, email drip campaign process.

Now, the data shows that people buy seven homes throughout their lifespan, and they show that they, you know, they know somebody that’s also thinking about moving or selling, right? And so it’s just mind boggling to me that they have the data, but they’re not following up. And then what happens is, three or four years later, that person goes and sells that home and buys a new home, and they use a new real estate agent, like it’s crazy, and so it’s, it’s definitely the same in this business, right?

Like, there’s other people that do facials and injections, non invasive services, you know, augmentation, PRP, LPL, Botox, you know, threads, fillers, like all this stuff that we’re doing the Med Spa market is, is like, there, there’s a lot of it’s booming, right? We all know that. And so they’re gonna go somewhere if you are not staying in contact. Okay? So the takeaway here is to make sure to use email marketing and leverage it, you know, to earn new business from the lead standpoint, the follow up standpoint, and then the returning customer standpoint.

I really like the reviews as an email post standpoint, follow up process to collect a review on Google that’s going to help overall conversion rates, and I like having a referral program as well. Also get them to follow you on social media too. That’s another email that you could send out as well. Okay, so most successful practices do this.

They have a they have a system. They get the data, they have their systems down. And the practices that I see that are thriving have processes, automation, systems, tools, like, they totally get it. They run their practice like a business. Okay, so run your practice like a business now, again, if not implemented, like, if you’re like, oh, you know, like, when I get around to do an email, you’re gonna fall by the wayside.

You know, people out there, I mean, they’re, they are getting services done, and we want that to be you. And so I would encourage you guys to take action after listening to this episode and implement it. Okay, that’s all I have for you today.

Thank you so much for listening to Medical Millionaire again.

This is Cameron Hemphill. If you found this content valuable, please share it. Keep the conversation going and head into iTunes and leave us a five star rating and review.

Additionally, you can visit us at www.growth99.com to learn how we can assist you in your marketing, coaching, and technology needs until next time happy injecting, you.