Categories Маркетологу, НаПоправкуPosted on

Как клинике оценить эффективность агрегатора – кейс НаПоправку

Все клиники анализируют конверсию маркетинговых каналов, в том числе медицинских агрегаторов, и иногда приходят к не совсем правильным выводам. Выводы превращаются в мифы о низкой эффективности агрегаторов и приводят к «перегреву» других каналов. Разбираем типичный кейс крупной петербургской клиники и опровергаем распространенные заблуждения.

Старт проекта

Крупная петербургская сеть, которая работает с НаПоправку больше двух лет, осенью 2019 года захотела прекратить сотрудничество и назвала три причины:

  • низкая доходимость,
  • высокая доля повторных, «собственных» пациентов,
  • низкая прибыль от записи.

Команда НаПоправку запросила у клиники акт сверки, чтобы проанализировать результаты работы. Клиника предоставила список из 292 пациентов. Все они записались в медцентр через НаПоправку, но дошли до приема только 164 (56%). 40 пациентов из них клиника считала «своими», то есть их контакты на момент записи уже были в базе медцентра.

Чтобы проверить конверсию и собственную эффективность, команда НаПоправку обзвонила весь список пациентов и получила следующие ответы.

Результаты

Из 128 «недошедших» пациентов:

  • 29 сообщили, что были на приеме,
  • 54 сказали, что не были,
  • 28 не ответили на звонок,
  • 7 сказали, что не помнят, были ли в клинике,
  • 10 отказались разговаривать.

То есть из 292 записавшихся до клиники дошли минимум 193 пациента (66%). Возможно, их доля в реальности была еще выше, потому что до большого числа абонентов не удалось дозвониться или поговорить.

Из 40 «повторных» пациентов:

  • 8 сказали, что были в клинике первый раз,
  • 14 уже посещали клинику в течение года,
  • 4 приходили больше года назад,
  • 2 до приема не дошли,
  • 10 не ответили на звонок,
  • 2 отказались от разговора.

При этом из 26 «повторных» пациентов, которые все-таки дошли до приема:

  • 8 воспользовались НаПоправку впервые,
  • 9 записались через нас второй раз,
  • 9 записывались через НаПоправку больше 2 раз.

Выводы

Проверка данных показала, что в реальности до клиники доходят минимум 66% записавшихся, а не 56%. Эта цифра соответствует среднему по клиентам сайта уровню. Наши исследования показывают, что в среднем до медцентра доходят 60-70% пользователей. Но у клиник, подключивших РТЗ (real-time запись), доля выше, поскольку пациенты сразу выбирают удобное время и с большей вероятностью на него приходят.

Минимум 35% «повторных» пациентов клиники ими точно не являются. Они пришли или считают, что пришли в медцентр впервые. Либо были в клинике давно.Также многие из «повторных» пациентов клиники лояльны к НаПоправку и используют сервис больше одного раза.

Этот кейс далеко не первый в нашей практике. Откуда берется такая разница в цифрах клиники и цифрах НаПоправку? К сожалению, при анализе статистики легко допустить ошибки. Разберем самые распространенные.

  •   Сверка вручную

Большинство клиник вручную сопоставляют статистику записей из Личного кабинета НаПоправку и статистику пациентов из собственной МИС. Сотрудник садится, открывает две таблицы и глазами сопоставляет пациентов. Даже не использует функцию ВПР в Excel или другие автоматические способы сравнения. Человеческий фактор и невнимательность приводят к разночтениям.

  • Сверка разрозненных данных

Чтобы корректно сверить данные, их необходимо привести к единому формату, например, записать номера телефонов в обоих файлах через «8» или «+7», иначе система не сможет их сравнить.

  •  Сверка данных по ФИО пациента

Часто клиники сопоставляют записавшихся и дошедших пациентов по ФИО, а не номеру телефона. Это порождает неточности. К сожалению, при вводе ФИО пациента легко допустить ошибку или опечатку, особенно если имя редкое, а пациент диктует его по телефону. Так один пациент превращается в двух.

  • Сверка по телефону пользователя, а не пациента

Пользователи НаПоправку часто записывают ко врачу родственников, родителей или детей через свой профиль. Также 15% звонят в клинику с рабочего номера телефона, но диктуют администратору мобильный. Именно телефон пациента, а не пользователя, – самый точный (хоть и не идеальный) параметр, по которому можно сравнивать.

  • Короткий интервал между записью и сверкой

Допустим, 28 сентября пациент записался на консультацию 10 октября. Если сотрудник клиники делает сверку 5 октября, то он подумает, что пациент не пришел в клинику. То же самое, если пациент позвонил 5 октября и перезаписался на 15 октября. Стоит делать сверку, учитывая этот фактор.

  •  Некорректное сравнение доходимости пациентов

Часто клиники по-разному сравнивают доходимость «своих» пациентов и пациентов от агрегаторов.

Накануне приема медцентр обзванивает своих пациентов и уточняет, придут ли они на консультацию. Если пациент сказал «да», ему присваивается соответствующий статус. Если сказал «нет», окно записи открывается для других клиентов. Недошедшим пациент клиники считается, только если он подтвердил, что придет, но не пришел. Пациенты от агрегаторов же считаются недошедшими, если они записались, но не пришли. Разница в подходе приводит к серьезным искажениям.

Читайте нашу статью о конверсии звонков в клиниках. Мы прослушали 150 000 звонков 200 медцентров и сделали важные выводы. Спойлер: у многих конверсия звонков в записи слишком низкая.

Еще одно искажение – клиника считает общую долю доходимости всех своих пациентов и сравнивает его с доходимостью пациентов от агрегаторов, хотя пациенты от агрегаторов первичные. Их корректно сравнивать только с первичными пациентами, а не вообще со всеми.

  • Подсчет повторных пациентов

Многие клиники считают повторными пациентами всех, кто когда-либо попал в базу медцентра. Но база крупной клиники включает треть населения города – всех, кто заходил в клинику, подписался на рассылку или, например, чей телефон указал друг, чтобы получить скидку.

Если телефон клиента есть в базе, не значит, что он лоялен клинике.  Кроме того, лояльные пациенты обычно не заходят на сайт агрегатора.

Если ввести в поисковике название клиники, то первым в норме выпадает именно сайт медцентра, а не агрегатор. Возможны исключения, если у медцентра слабый сайт или агрегатор рекламирует себя по названию клиники. Но НаПоправку так не делает.

На агрегатор пользователь попадает, если он набирает более сложный запрос, например: «клиника ромашка, педиатры отзывы». Такой человек еще не определился, он хочет сравнить варианты и выбрать лучший. Агрегатор дает ему дополнительную пользу – отзывы, рейтинг или сопоставление с другими клиниками. Такой пациент не может считаться лояльным и повторным.

Если пользователь хочет записаться к конкретному доктору, у которого он уже был, скорее всего, он найдет на сайте клиники или у себя в записной книжке телефон медцентра. Позвонит в клинику напрямую, назовет ФИО врача и попросит себя записать. Повторный пациент точно знает, к кому он хочет записаться и как записаться с минимальными усилиями.

Если пользователь ищет ФИО доктора в поисковике, он, скорее всего, не знает, где врач работает. Возможно, этого доктора ему посоветовали знакомые или другой врач, или он нашел его профиль в Instagram. Пациент не уверен, сомневается, хочет прочитать отзывы, поэтому идет на агрегатор. По сути, люди попадают на агрегаторы, когда чувствуют неуверенность и хотят убедиться.

Если пациент не ходит в одну клинику несколько раз в год, то однозначно, без дополнительной проверки, отнести  его к повторным или лояльным нельзя. Необходимо изучить историю обращений, болезни, взаимодействия с вами. Многие клиенты ходят в разные медцентры и не задумываются о брендах. Они идут к дерматологу или хирургу поблизости, а не в медцентр. Кроме того, у НаПоправку тоже есть лояльные пользователи, которым нравится наш сайт, и они записываются через него в одну или разные клиники.

  • Дешевые услуги

Многие клиники считают, что пациенты записываются на агрегаторах только на дешевые услуги, прежде всего диагностику. Но медцентр может ограничить перечень услуг и специалистов для продвижения на НаПоправку. Вы можете продвигать только то, что приносит вам прибыль или что хорошо конвертируется в повторные приемы. Также у нас есть дифференцированные тарифы, когда стоимость заявки к врачу и на услугу различается.

Но главное, что записи на диагностические услуги – это лучшая реклама клиники. Пользователь раньше не знал или задумывался, что в этом районе в вашей клинике есть МРТ или УЗИ. Теперь он узнал, что при необходимости может пройти процедуру рядом с работой или домом. Также после записи клиника получает его контакт, возможность рассказать об услугах, подарить буклет, отправить рассылку и пр. Вы можете рассказывать ему о преимуществах и наращивать его лояльность.

  • Низкая доходность

Существует стереотип, что пациенты от агрегаторов не приносят клинике прибыль. Медцентр оплачивает агрегатору стоимость записи, зарплату доктору, прочие расходы и в итоге уходит в минус. К таким выводам часто приводят самые разнообразные ошибки: неправильная оценка стоимости пациента из контекста (о чем мы уже неоднократно рассказывали), неправильная оценка конверсии,  заниженный средний чек. 

Читайте нашу статью о 6 ошибках контекстной рекламы.

К сожалению, некоторые клиники, анализируя эффект от подключения к агрегатору, сравнивают средний чек «своих» пациентов (который обычно берется за год) и средний чек пациентов от агрегатора (выгрузка делается только за один-два месяца). Это разница в выборках серьезно искажает результаты.

Если вы тоже хотите получать записи от НаПоправку, заполните заявку. Наши менеджеры рассчитают стоимость записи для вашей клиники с учетом района, профиля и списка услуг и пришлют расчет на почту.

Чек-лист

Как анализировать эффективность агрегатора правильно и никогда не ошибаться?

  • Если у вас возникают сомнения в эффективности сотрудничества с НаПоправку, обязательно сообщите о них своему менеджеру. Мы сопоставим данные, при сомнениях прозвоним пациентов и предоставим вам результаты. К сожалению, некоторые партнеры спешат с выводами и не обсуждают их с нами.  В итоге страдают все: и НаПоправку (поскольку теряет прекрасные клиники), и сами медцентры (уходят от эффективного маркетингового канала), и пациенты (выбирают из меньшего числа медцентров).
  • Сверку лучше делать в период от 2 до 4 месяцев после записи. До этого данные некорректны, потому что часть пациентов еще не вернулась в клинику. После 4 месяцев сложно прозвонить пациентов, потому что они уже не помнят, что побывали в клинике, и неохотно отвечают на вопросы о визите.
  • Сопоставляйте статистику НаПоправку и свою статистику по номеру телефона пациента, а не ФИО или телефону пользователя.
  • Перед сравнением приведите номера телефонов к единому формату: «8» или «+7», с пробелами или без, с тире или без.
  • Сравнивайте телефоны не вручную, а с помощью функций Excel или других систем.
  • Сравнивайте доходимость пациентов от агрегатора с доходимостью ваших первичных пациентов, а не общей.
  • Сравнивайте средний чек ваших пациентов и средний чек пациентов НаПоправку за один период.
  • Идеальный вариант, который уменьшит вероятность ошибок: сделать полную интеграцию МИС с агрегатором и настроить в МИС источник записей.
  • Оцените прибыльность ваших услуг. Для диагностики на НаПоправку можно выбрать специальные тарифы продвижения. 
  • Корректно оцените стоимость пациента из каждого маркетингового канала, с которым вы работаете.
  • Выстройте цепочку взаимодействия с пациентами от агрегаторов (рассылки, буклеты, дополнительные точки контакты), чтобы повысить их лояльность.

Скачивайте бесплатно книги НаПоправку:

Записать больше пациентов в сезон

Записать больше пациентов в сезон

Каналы трафика, о которых забывают клиники.

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Записать больше пациентов на сайте

Записать больше пациентов на сайте

Чек-лист сайтов и посадочных страниц.

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Маркетинг клиники на жителей района

Маркетинг клиники на жителей района

Как сделать клинику самой узнаваемой в районе.

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Приветствуем! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите нам на partner@napopravku.ru

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