Что должен уметь медицинский маркетолог

Представители крупных клиник Санкт-Петербурга рассказали, каких маркетологов они предпочли бы нанять, оценили рынок труда и описали требования к профессии.


Екатерина Алексеева директор по маркетингу семейной многопрофильной клиники EMC в Санкт-Петербурге


Маркетолог может обойтись и без медицинского диплома, и даже без маркетингового. Хотя я бы, конечно, с радостью наняла медика, разобравшегося в маркетинге и перешедшего в эту сферу «по любви».

Знания о здоровье, достаточные для продвижения клиники, маркетолог может почерпнуть из научпопа. Существуют сотни хорошо, доступно написанных книг, Telegram-каналов и подкастов. Обязательно их читайте. Еще must have — это подписка на интернет-сообщества, где отчетливо слышны голоса врачей и пациентов. Приятный бонус у кандидата — семейные связи с врачами. Чего только не наслушаешься за ужином! (Смеется. — Прим.ред).

Образование может быть любым, главное — понимание психологии потребления (почему человек покупает), развитый визуальный вкус, легкое перо, широкий кругозор, умение найти общий язык с окружающими или хотя бы несколько пунктов из этого набора. Маркетинг сегодня — настолько широкая сфера, что два сотрудника в одном отделе могут заниматься разными проектами и почти не пересекаться по задачам.

Из списка выделю умение находить подход, общий язык с экспертами. Контент по-прежнему правит миром. Даже прокаченный маркетолог не родит хорошую медицинскую статью. «Развязать язык» врачу своей же клиники порой сложно, поэтому эта способность особенно ценна.


Александра Николаева директор по маркетингу медицинских центров «Лахта Клиника» и «Лахта Джуниор»


Любой медицинский маркетолог должен получить качественное профильное образование. В этом вопросе я сноб. Слишком много в сфере бывших «девочек с ресепшен». Прекрасно отношусь к администраторам ресепшен, уважаю их труд. Но профессии отличаются, и каждая требует специальных знаний и навыков. Маркетолог ведь не лечит людей даже через 10 или 20 лет работы в клинике. Врачи тоже редко становятся грамотными управленцами, финансовыми директорами или администраторами, хотя исключения везде есть. Получить два полноценных образования (маркетинг и медицина) сложно, поэтому врачебная подготовка — большой плюс, но не строгое требование.

Нужные медицинские знания добираются ежедневным трудом и самообразованием. Несколько лет назад я пришла в клинику из другой сферы, не до конца понимая разницу между амбулаторным и стационарным лечением. Не знала, что означают слова «цитовый» или «ургентный». Чтобы быть в теме, хожу на лекции и семинары для врачей, читаю профессиональные паблики, блоги, книги.

В медицинском маркетинге, как и везде, нужны базовые представления:

  • как соотносятся цена/спрос/предложение;
  • как позиционировать себя на рынке и отстраиваться от конкурентов;
  • что такое сегментирование, ЦА и таргетирование; 
  • что такое точки контактов или касаний с брендом и как ими управлять;
  • что такое бренд, как он строится и как работает;
  • как оценивать эффективность;
  • что такое LTV;
  • что такое маркетинговые коммуникации, какие они бывают, как работают и т.д.

К базе добавляем технические навыки:

  • умение писать грамотные во всех смыслах тексты; 
  • умение если не сверстать самому макет, то хотя бы грамотно написать ТЗ для дизайнера и типографии, чтобы получить релевантный предсказуемый результат;
  • понимание, как работает SEO и контекстная реклама;
  • представление, как работает реклама в соцсетях (мы все помним, что агрегаторы регулярно меняют интерфейс и алгоритмы работы, и приходится искать все новые способы выйти в топ в Instagram и не забывать считать ROI при этом);
  • умение выстраивать работу колл-центра, разрабатывать для них скрипты и до секунды просчитывать, сколько человек на линии;
  • миллион других навыков, которые мы ежедневно используем.

Все это можно отнести к так называемым hard skills, навыкам, которые понадобятся маркетологу в любой сфере.

В soft skills уже больше медицинской специфики. Медицина — социальная сфера. Чтобы преуспеть, сотрудникам и компаниям понадобятся эмпатия и эмоциональный интеллект. Мы работаем с болью/стыдом/страхом. Пациентам нужны безопасность, сочувствие, деликатность, конфиденциальность, уважение. Без них нельзя выстроить эффективную коммуникацию и дать высокий уровень сервиса.

Спрос на специалистов большой. Регулярно слышу от коллег, что они ищут сотрудника. Но настоящих профессионалов единицы. Мы в Lahta Clinic растим своих: берем хорошего маркетолога или пиарщика и заботливо и постепенно погружаем в мир медицины. Кто-то входит во вкус, кто-то нет.

Медицинский рынок в Петербурге маленький. Все друг друга знают, переходят командами из клиники в клинику. Печальный итог — копирование конкурентов. Многие пытаются воссоздавать на новом месте прежние методы и инструменты, забывая о специфике и изменившихся обстоятельствах. Но профессионалам, которые освоили hard skills, это не грозит. 


Галина Полякова — генеральный директор петербургской сети медицинских центров «Династия»


Качества

Найти хорошего маркетолога сложно. Придется перебрать 200+ кандидатов. Маркетологом, как и бизнесменом, может стать не каждый. Нужны жилка и чутье.

Большинство воспринимают профессию шаблонно. Берут список каналов, распределяют по ним бюджет и ждут результаты. Работа сводится к «заказать брошюры», «изменить шрифт», «перерисовать дизайн постера». Это не маркетинг, а механическое выполнение задач. У любой проблемы тысячи способов решения. Стратег просчитывает большинство и выбирает оптимальный. Затем раскладывает на задачи, передает подчиненным и контролирует. Решения должны быть комплексными, продуманными и почти всегда должны заглядывать в будущее, опережать конкурентов на несколько шагов.

Маркетологу нужны эрудиция, оригинальность, креативность, стратегическое и тактическое мышление, умение думать и анализировать. Нельзя отсиживаться и использовать те же инструменты в тысячный раз.

Диплом

Главное — подвижный гибкий ум и целостное мышление. Они важнее профиля вуза. Такой человек легко и быстро освоит маркетинговые инструменты или наберет медицинскую терминологию. Из двух вариантов (врач, изучивший маркетинг, или маркетолог, поработавший с медициной), наверное, предпочла бы врача. Но еще раз — склад ума на первом месте, диплом — на втором.

Зарплата

Медицинский маркетинг развит слабо. Клиникам не хватает специалистов высокого уровня. Часто руководитель или собственник придумывает более креативные идеи, чем маркетолог: жизнь и ответственность заставляют крутиться и постоянно думать.

На рынке Санкт-Петербурга человек с описанными качествами получает от ста тысяч. Дальше я бы предложила ему еще и процент от прибыли. Таким людям важна игра, гонка. Чтобы эффективнее работать, он должен ждать каждого пациента, чувствовать себя хотя бы отчасти собственником.


Дарья Рябова руководитель отдела маркетинга и рекламы медицинского холдинга «Первая семейная клиника Петербурга»


Из кандидатов выберу маркетолога, который уже продвигал медицинские услуги. Не встречала врачей, полностью переквалифицировавшихся в рекламщиков. Только докторов, кто самостоятельно развивает собственный бренд. Но реклама для них — скорее хобби, которое дает больше пациентов. Они разбираются в основах: SMM, лендингах, ведут блоги — но без детального погружения в инструменты продвижения.

Профессионалов среди медицинских маркетологов мало. Рекламщики часто меняют сферы, переходят из медицины в другие отрасли. Это сказывается на квалификации. Специалист должен разбираться в нюансах медицинских услуг, управлять сезонностью, знать законодательство, поведенческие факторы, свою целевую аудиторию. Таких мало, но все же они есть.

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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