Как планировать и проводить акции в медицине
Галина Ксензова — заместитель по маркетингу директора клиники репродукции «Эмбрио» (Краснодар) и консультант по медицинскому маркетингу — рассказала, как провести успешную акцию. Галина 11 лет занимается продвижением медицинских услуг, начинала работу в федеральной офтальмологической клинике «Три-З» в Краснодаре, позже возглавила департамент маркетинга федеральной сети лабораторий «Ситилаб» в Москве.
А можно ли обойтись без акций?
В медицине скидочные акции использовать нельзя, разве что за редким исключением и по острой необходимости. Все больше клиник это понимает и переключается на другие способы взаимодействия с аудиторией, но пока акционный демпинг все еще популярен.
Хорошо сработанная акция способна увеличить пациентопоток, но зачастую есть и «побочный эффект»:
- Благодаря акции за короткий период вы выбираете объем услуг, который в норме вы бы оказывали следующие несколько месяцев. Пациенты, кто пришел бы к вам в течение нескольких месяцев без акции, приходят единым потоком, пока действует скидка.
- Акции, а особенно акции на необязательные, но популярные услуги (массаж, эстетическая стоматология, косметология), привлекают разовых пациентов. Такие пациенты при записи на очередную процедуру выбирают клинику с самой низкой ценой. Они никогда не вернутся в ваш медцентр, если не будет скидки.
- У акционных пациентов не растет лояльность, они не ценят ваши скидки, поскольку нет привязки к бренду.
- Акция серьезно снижает средний чек и рентабельность. Даже если даешь скидку на прием лучшего доктора в надежде, что пациенты «влюбятся» и вернутся, они не возвращаются. Пациент либо ждет новую акцию на прием этого же доктора, либо идет в другую клинику за скидкой.
В результате, давая скидки, медцентр тратит время, силы, ресурсы, не зарабатывает деньги и ничего не приобретает. Возникает логичный вопрос «Зачем?». Ответа нет, но остановиться мешает привычка. К сожалению, клиники и сами маркетологи привыкли давать скидки и не все понимают, на что их заменить.
Разработка акции
Проведение акций допустимо в очень редких случаях, если есть острая потребность. Возникает проблема – продумываем решение. Не «Нам нужна акция, давайте подумаем на что», а «У нас есть проблема, нам срочно нужно решение». И там, где в задаче есть срочность, там может быть акция.
Главное правило любой акции – она проводится только по потребности клиники и имеет цель. Целей всего две: пациенты или деньги.
В этом случае акции лучше заменить на постоянные активности, направленные на планомерное формирование базы пациентов. Иначе вы рискуете сформировать некачественный поток.
В первую очередь определите, каких пациентов вам не хватает: первичных или повторных.
Если мало первичных, анализируйте рекламные источники и работайте с самыми эффективными. Проводите социальные активности, которые мотивируют людей обратиться в ВАШУ клинику: семинары, вебинары, дни профилактики, лекции, дни открытых дверей. Эти активности формируют первичную массу пациентов, но они ориентированы на долгосрочную перспективу. Их нужно регулярно повторять, за один раз эффекта не будет, необходима система.
Кроме того, эти активности запускают «сарафанное радио». У разных клиник оно работает с разной степенью эффективности, но должно давать не меньше 30% первичных обращений. Рекомендация – это самый эффективный источник, к тому же с точки зрения прямых затрат — бесплатный. Поэтому именно ему надо уделять особенное внимание.
Первичный поток могут формировать ваши же пациенты. Работайте с ними так, чтобы им хотелось вас рекомендовать. Продумывайте и анализируйте уровень сервиса, точки контакта, качество услуг – все, с чем сталкиваются ваши пациенты. Даже самые банальные и простые вещи можно немного усовершенствовать и сделать преимуществом.
Если у вас мало повторных обращений, ищите причину. Иногда отсутствие повторных пациентов – как раз результат многолетних скидочных акций. Также причинами низкой возвратности пациентов могут быть сервис, продукт или доктор.
В первую очередь необходимо определиться с причиной и только после этого планировать активности или акции. Говорю о таких, казалось бы, банальностях, потому что обычно все идет по одному сценарию. Выявили низкий уровень повторных обращений – даем скидку на повторный прием или дисконтную карту, чтобы точно привязать пациента. Но решит ли это проблемы? Время покажет.
Возможно, вместо скидки стоило пересмотреть условия работы с доктором, провести тренинг для администраторов или принять другую меру. Тут не угадаешь – надо считать. Только тщательный анализ поможет найти эффективное решение.
Клиники, которые специализируются на профилактике, диагностике и лечении заболеваний, а также диспансерном наблюдении хронических заболеваний в большей степени работают с повторными пациентами. Главный секрет успеха для таких клиник (многопрофильных центров, стоматологий, аллергоцентров) – долгосрочные стабильные отношения с лояльными пациентами. Но их придется заслужить: не просто решать проблемы, но и создавать комфортные условия для пациента и врача.
Денег клинике не хватает тоже в двух случаях: нужна денежная масса, чтобы быстро оплатить счета, или у клиники низкая выручка при 100%-загрузке.
Если денежной массы не хватает на оплату обязательных и срочных счетов, то имеет смысл провести скидочную акцию, но только после точного расчета размера скидки, чтобы не сработать в минус. Такие акции нужно давать разово, иначе они скажутся на числе повторных приемов и не только.
Также найдите причину дефицита. Это разовая ситуация: поломка оборудования, срочный ремонт? Или дефицит постоянный? Тогда задумайтесь об увеличении выручки, например, за счет новых услуг.
Если у клиники 100%-я загрузка, но выручка низкая, работайте с выручкой и средним чеком. Клиника не может навязывать пациенту услуги, которые ему не нужны, но она обязана предложить услугу, которая ему нужна.
Эндокринолог может направлять пациента на анализы гормонов, УЗИ щитовидной железы и биопсию. Тогда вместо 1500 рублей за прием выручка клиники составит 5000 рублей за три услуги. Информируйте докторов об услугах, чтобы они знали о возможностях клиники и могли направить пациентов. Анализируйте, каких услуг вам не хватает, вводите новые.
Рассмотрите возможность внедрения новых услуг, которые необходимы вашим пациентам. Многие услуги вводятся в медцентрах быстро и безболезненно. Например, если есть аппарат УЗИ, при соблюдении всех остальных условий вы можете брать биопсию. Если вы делаете забор анализов, открывайте клинику пораньше, чтобы пациенты пришли утром перед работой и натощак сдали кровь.
Решения порой гораздо проще, чем нам кажутся, и иногда лежат на поверхности. Расскажу один интересный случай из моей практики.
Несколько лет назад я руководила многопрофильным центром в Якутске. Заметила, что первичные пациенты эндокринолога на повторный прием по результатам анализов приходят только через 2-3 недели или не приходят вообще. При этом запись к эндокринологу полная, а пациентов на повторный прием мы записывали в день первичного, чтобы своевременно оказать им помощь.
Поговорила с доктором, выяснилось, что именно так они и делают. Но до нас не доходили только те пациенты, которых доктор направил на биопсию, просто таких пациентов большинство. Мы биопсию не делали, пациенты шли в муниципальный медцентр Якутска и ждали две недели в очереди, при том что стоимость услуги была 3600 рублей.
Мы оценили ресурсы нашей клиники: 4 аппарата УЗД, один из которых стоял в малой манипуляционной. Решили внедрять. Я написала в наш чат в WhatsApp просьбу порекомендовать хорошего специалиста из местного муниципального медцентра, которого можно было бы пригласить к нам на работу проводить биопсию. Мне прислали контакты доктора, а на следующий день ко мне зашел наш хирург, который у нас в центре работал уже 5 лет, и предложил проводить манипуляцию.
Оказалось, что он проводил ее в муниципальной клинике Якутска уже много лет, причем его напарником всегда был доктор УЗД, которого мы недавно приняли на работу. Они не виделись несколько лет и снова встретились в нашей клинике.
Юридически все документы для внедрения услуги у нас были, и мы запустились. Услуга заработала — выручку увеличили, пациентов вернули. Услугу мы проводили только в воскресенье, но запись была полная. Главный сюрприз для меня — мотивированность доктора, проявившего инициативу. Я поняла, что в первую очередь надо рассчитывать на свою команду
В качестве альтернативы классическим акциям предлагайте комплексные услуги и в этом случае давайте скидку, но только на пакетные продукты.
Демпинг и снижение цены в ротации – это неэффективно. Но вы можете предлагать комплексный продукт, состоящий из нескольких услуг, и сделать этот продукт дешевле, чем если брать эти же услуги по отдельности. Но это не акция, а пакетная услуга в прайсе. Так вы увеличите средний чек и сформируете повторный прием.
В этой же многопрофильной клинике мы первые в Якутске предложили акцию на прием гинеколога+УЗИ малого таза. Это гарантия, что пациент дойдет до УЗИ. Аппарат УЗИ в кабинете гинеколога не стоит, на исследование приходится дополнительно записывать с учетом очереди. В итоге пациенты не доходили до УЗИ в нашей клинике. Комплекс же позволяет записать пациента сразу и гарантирует, что вместо одного осмотра клиника проведет прием, УЗИ и повторный прием. Он увеличивает средний чек и повышает качество услуги. Пациент получает не прием у доктора, а решение проблемы.
Например, когда я работала в лабораторной диагностике мы проводили акцию, направленную на upsales. В диагностике бесполезно проводить акции на привлечение первичных пациентов. Люди сдают анализы по назначению врача, а не потому что увидели акционное предложение.
У нас был реактив, срок годности которого заканчивался через полгода. И мы предложили пациентам, которые уже пришли сдавать кровь, за небольшую дополнительную плату эту же сданную кровь проверить на гормоны щитовидной железы. Логика простая: пациент уже пришел, уже проколол вену, и поэтому он легко соглашается на дополнительную услугу.
Прирост потрясающий, предыдущие акции такого прироста не давали. За месяц число проведенных анализов по щитовидке выросло на 1200% среди данной целевой аудитории. В абсолютных деньгах мы приросли на 3,5 миллиона. Отказов почти не было, пациенты с радостью соглашались. Это тоже скидка, но правильная. Мы не тратили деньги на бахилы, забор крови, пробирки, только на реагент. Зато увеличили средний чек и уровень клиентоориентированности среди администраторов.
Акция оказалась очень успешной, после нее мы стали мониторить остатки и разрабатывать под них комплексы, например: пакет исследований «STOP stress» на выявление причин стрессового состояния, «STOP диабет» и ряд других.
Что следует учесть при планировании акции
Перед началом любой акции рассчитайте себестоимость услуг, которые вы в нее включаете. Идите к экономисту или бухгалтеру и вместе с ним рассчитайте все прямые и косвенные затраты. Это даст вам планку, ниже которой опускаться нельзя.
Посчитайте, сколько выбранных для акции услуг вы обычно оказываете в месяц. Если у вас есть сезонность, то лучше брать не последние месяцы, а этот же месяц за несколько лет. Если берете статистику нескольких лет, учитывайте прочие факторы, которые могли меняться: увольнение специалистов, поломки аппаратов и пр.
В обычной ситуации (без акций) прирост должен составлять 5%. По акции он — максимум 20%, это если нет суперскидки. Умножьте базовую цену на число услуг с минимальным приростом, а затем – с максимальным. Теперь оцените, устраивает ли вас полученная цифра. Многие акции отметаются на этом этапе, потому что сил и времени тратим много, а денег получаем мало.
Можно зайти с другого конца. Напишите сумму, которую вы хотите, разделите ее на цену – получите число пациентов, которых вам надо привлечь. После этого вы можете оценить ресурсы клиники: готова ли она принять столько людей.
К сожалению, маркетологи часто оценивают эффективность активности по количеству людей. Люди в очередях стоят – прекрасно, а заработала ли что-то клиника – неважно. Рассчитывайте эффективность, исходя из прибыли на каждый вложенный рубль и затрат на единицу услуги. Если вы тратите столько же денег, сколько получаете, или меньше – это неэффективно.
ROI – рентабельность вложенных инвестиций. Это важный показатель, который дает вам представление о доходности от вложения. Данные очень статистические, но можно использовать, например, если просчитываешь несколько акций и хочешь обозначить наиболее эффективную.
(Плановая Выручка – Себестоимость)/100*100
Формула ниже позволяет провести анализ завершенной акции.
Продажи на каждый вложенный рубль, или иными словами сумма, которую мы зарабатываем с каждого рубля, затраченного на РК.
(ТП-ПП)/РЗ*100
- ТП – текущие продажи
- ПП – продажи прошлого периода
- РЗ – рекламные затраты
И обратная формула – затраты на каждый вложенный рубль, если умножить на 100%.
РЗ/ (ТП-ПП)
- ТП – текущие продажи
- ПП – продажи прошлого периода
- РЗ – рекламные затраты
Руководители клиник часто оценивают активности в категориях «хорошо» и «плохо»: «Мы это делали, было хорошо». Теперь бесконечно повторяем. «А вот это делали, не сработало, больше делать не будем». Многие отличные идеи или мероприятия хоронят сразу, без разбора полетов. Многие вещи работают далеко не с первого раза, дают невероятный эффект в долгосрочной перспективе. Еще часть не срабатывает в первый раз из-за ошибок планирования или организации. Идея перспективная, но в первый раз плохо провели. Нужна работа над ошибками и повторный запуск.
При планировании акции часто забывают о ресурсах клиники. Важно понять, сколько людей вы сможете принять и конвертировать в повторных пациентов. Например, на заре моей карьеры на сервисе купонов мы провели акцию с большой скидкой на массаж. Рассчитывали на очень профессионального массажиста, в которого «влюблялись» с первого сеанса. За несколько дней запись заполнили так, что доктор пришел увольняться. Сказал, что физически не может обслужить такое количество пациентов. Ошибка — мы захотели пациентов, посчитали число первичных сеансов, привлекли их, но не учли, что каждый пациент записывается на курс массажа из 10 сеансов, а не на один сеанс.
У каждой акции есть риски, “побочный” эффект.
Повышение качества услуг (ради повторных обращений) увеличивает издержки, снижает емкость приема (вы можете принимать меньшее число новых пациентов) и требует терпения и умения ждать.
Привлечение первичных пациентов может снизить конверсию приема в услуги и емкость клиники, а еще повысить себестоимость и лист ожидания пациентов.
Привлечение денежной массы роняет средний чек, лояльность пациентов и повышает издержки на 1 пациента. Если ошибиться в расчете, вы уйдете в глубокий минус.
Кстати, вот здесь мы рассказали о правилах акций на НаПоправку и критериях их отбора для наших рассылок.
Календарь акций на год
Календарь акций и активностей на год полностью зависит от деятельности клиники и ее типа. Еще раз: проводим акцию по потребностям. Сформулируйте, что вам нужно, исходя из этого планируйте активности. Поскольку у правильной акции есть цель, у нее всегда есть и срок проведения. Акция завершается, когда цель достигнута. Соответственно продлеваем или повторяем акцию, только когда вновь появилась эта же потребность.
Еще пример: небольшой город, есть некоторый сговор коммерческих клиник в стоимости услуги. Эту сумму пациенты в принципе были не готовы платить. В результате одна из этих клиник каждый месяц давала скидку 50%. Наверное, сейчас я бы рекомендовала изменить цену в прайсе. Но тогда даже при этой скидке клиника получала полную запись и окупаемость услуги — 300%.
Конкуренция
Серьезнейшая ошибка – смотреть на акции конкурентов и отстраиваться.
На эту тему есть еще одна интересная история. В Британии конкурировали два крупных супермаркета. Один объявил, что выплатит разницу в стоимости товара, если у конкурента он дешевле. Покупатели купили эти товары, потребовали компенсацию, а потом сдали покупки обратно. Супермаркет понес серьезные убытки.
Все клиники хотят одного – прибыли, но ресурсы и возможности у всех разные. Вы не сможете повторить то, что делает конкурент: у вас другие врачи, другие слабые и сильные стороны, другой этап развития и, соответственно, совсем другие потребности на данном этапе. Плюс конкурент всегда может ошибиться и неправильно рассчитать акцию или посчитать ее под себя. Вы спустите деньги и не получите пациентов.
Примеры активностей на лояльность
Если вы хотите сформировать лояльность, готовьтесь, что на это уйдут месяцы и годы. Это будут не акции, а активности, направленные на постоянную работу с пациентами: пиар и социальные акции. Приведу несколько примеров.
Одна стоматологическая клиника установила в Краснодаре в парке огромное зеленое яблоко и написала на нем свое название. У клиники логотип не в форме яблока, но у них есть такая фишка – в медцентре всегда стоят корзинки с яблоками. Весь город фотографируется с этим яблоком уже шестой год. Логотип и название попадают на фотографии и в память людей.
Бразильский футбольный клуб «Виктория» призывал болельщиков сдавать донорскую кровь с помощью формы. Цвета команды – черный и красный. Игроки объявили акцию и начали выступать в черно-белой форме, а в течение сезона по мере сбора крови футболки постепенно «краснели».
Клиника Mayo – это единственная частная клиника, существующая более ста лет. Их ценность – комфорт пациента. Они очень много времени и сил уделяют развитию персонала, и каждый сотрудник разделяет эту ценность. Если санитарка видит, что пациенту тяжело идти, она всегда поможет. Их миссия, ценности, подход, элементы управления – все, что есть в клинике, работают на лояльность. У них есть отдельный форум для пациентов, который пользуется такой популярностью, что они продают рекламные места на аукционе.
Великолепный пример – Кока-Кола и их рождественский брендированный грузовик. У многих песня и сама реклама уже ассоциируется с Новым годом, праздником, радостью. Да, это годы работы, зато этот бренд навсегда в головах миллионов.
Но, к сожалению, такие активности не всегда получают одобрение собственника, который хочет гарантий: «Я сейчас потрачу время, силы, а когда ко мне вернутся эти инвестиции? Когда будут пациенты?» Но такие активности быстро деньги не приносят. Если вы хотите денег, то нужно переходить к другому типу акций. Главное — правильно обозначить задачу клиники и цель акции.
Вопросы, комментарии и предложения вы можете написать Галине Ксензовой в Facebook. Также в предыдущей статье она рассказала, как внедрить телемедицину в частной клинике.
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