Будущие тренды медицинского маркетинга

Берлова Анна (berlova.ru), эксперт маркетинга в медицинской сфере, поделилась с НаПоправку будущими трендами медицинского маркетинга. Анна занимается рекламой более 13 лет, медицинской — 5 лет. Выступает спикером на множестве конференций, а в рекламных кампаниях достигла ROI в 12 598%. Среди ее клиентов несколько десятков крупнейших клиник России.

Что произошло в маркетинге после 24-го февраля

Маркетинг стал более глубоким и мультиплатформенным. Если раньше можно было обойтись рекламой в соцсетях с минимальными бюджетами, то сейчас к вопросу продвижения придется подойти комплексно. 

Теперь в него входят:

  • Проработка всех отзовиков и агрегаторов.
  • PR-направление —  это экспертные статьи и комментарии, выступления на крупных площадках: тв, каналы Youtube, каналы Телеграм и т.д.
  • Комплексное продвижение. У нас эффективно работает такая связка: реклама в Яндекс на мультилендинг + автоворонка + дожимы в соцсетях (Вконтакте, MyTarget, Одноклассники), рассылках и контенте. И это сложная система, которая требует отдельной статьи.
  • Работа с текущей базой. Необходимо собирать похожую аудиторию в рекламных кабинетах, делать рассылки в мессенджерах с новыми предложениями и т.д.
  • Работа с контентом. Сейчас важно создавать не только уникальный контент, но и мультиплатформенный. То есть не заниматься копированием на разные площадки, а создавать для каждой площадки отдельный вид контента. Особенно это актуально для каналов Телеграм. Посмотрите, что публикуют крупные каналы, и сразу все поймете. 

Как чувствует рынок себя сейчас

По словам коллег и клиентов, ситуация разная. Все зависит от направления, города, настроенной рекламы, врачей и целей владельца. Кто-то работает под завязку и вынужден открывать круглосуточный прием, а кто-то получает заявки по 5000 рублей и не знает, что с этим делать. Но спрос как был, так и есть. 

У маркетологов клиник есть страх потерять пациентов и врачей из-за ситуации в стране. Но пока никто еще не отказался от рекламы. В некоторых клиниках мы расширяем направления, добавили онлайн-продукты: обучающие курсы, методички, книги, консультации. Еще есть владельцы, которые планируют открывать клинику за рубежом. Я как руководитель сейчас изучаю этот рынок, чтобы активно помогать им привлекать пациентов не только в России. 

Какие каналы сейчас работают

Весной 2022-го года сложнее всего было работать с рекламной сетью Вконтакте. Каждый день появлялись новые правила, непонятные алгоритмы и полный треш в рекламе. Приходилось постоянно сидеть в рекламных кампаниях и донастраивать, чтобы не слить рекламный бюджет клиентов. Мы работали в неурочное время и по выходным, тестировали и запускали тонны разных креативов, механик, аудиторий. Это был ад. Но к счастью, все это позади — реклама во Вконтакте сейчас работает стабильно. Например, заявки по косметологии — 174 рублей, по стоматологии — 590 рублей. И прошу заметить, что заявки закрываются в продажу.

И в нашем агентстве сейчас лучше всех качает Яндекс: заявки на флебологию —  от 150 рублей, на стоматологию — от 650 рублей, на неврологию — от 550 рублей. Выручка — сразу с окупаемостью в первый месяц от 3 раз. 

Однозначно развивается и будет развиваться Телеграм. Сейчас в России уже появилась возможность запускать рекламу с минимальным бюджетом в 14 000 рублей. И наше агентство уже ее подключает.

Еще я смотрю в сторону подкастов. Этот инструмент непривычный, но давно набирающий  популярность. Важно понимать, как правильно развивать и монетизировать это направление. Но наверняка вы уже найдете тех, кто продвигается, и сможете посмотреть, как они это делают. 

Короткие видео тоже заслуживают отдельного внимания. Это формат TikTok, Reels, клипов во Вконтакте, Youtube Shorts, Stories. Сейчас повышенное внимание к таким видео — они легкие, развлекательные, быстрые. Можно снимать короткие экспертные видео и публиковать на всех вышеперечисленных площадках. 

Что сейчас нужно делать

Учиться разбираться в цифрах: цена лида, цена пациента, окупаемость, выручка, доходимость, продажи, возвращение пациентов для следующих оплат. Для этого нужно подключать сквозную аналитику. Работая с цифрами, можно быстро приходить к желаемым результатам и не сливать деньги впустую. На каждом этапе легче разобраться, где стоит поработать: либо в рекламе, либо в продажах, либо в самой продуктовой линейке. 

Для тех, кто прочитал эту статью до конца, я могу провести бесплатный аудит рекламных кампаний и показать, где допущены недоработки и ошибки. Для этого нужно оставить заявку на сайте berlova.ru 

Бесплатно скачивайте книги НаПоправку:

 Записать больше пациентов в сезон

Записать больше пациентов в сезон

Каналы трафика, о которых забывают клиники.

 Записать больше пациентов на сайте

Записать больше пациентов на сайте

Чек-лист сайтов и посадочных страниц.

 Маркетинг клиники на жителей района

Маркетинг клиники на жителей района

Как сделать клинику самой узнаваемой в районе.

Приветствую! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите мне на k.magomedshafieva@napopravku.ru

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