Как продвигать клинику с узкой специализацией — часть 1

Клинике с узким профилем сложно собрать аудиторию для рекламы и привлечь пациентов. Анастасия Гришкова, медицинский маркетолог, руководитель Агентства Медицинского Маркетинга и приглашенный преподаватель курса ВШЭ по маркетингу в здравоохранении, рассказала, как ее команда продвигает клинику нейрохирургии. В этой части Анастасия рассказала о работе с сайтом, а во второй — о рекламе.

Кто наш клиент

Заказчик  клиника нейрохирургии, которая лечит опухоли головного мозга при помощи гамма-ножа. Заказчик входит во всероссийскую группу онкологических клиник. Название клиента под NDA, поэтому на изображениях лого и контактные данные стерты.

С какой проблемой работали

Заказчик обратился к нам в январе 2021 года. Проблема мало первичных обращений и, как следствие, мало пациентов. Клиника была загружена только на 25% от минимального плана. 

Экспресс-аудит продвижения клиники

Мы провели экспресс-аудит, оценили сайт клиники, ключевые слова и объявления. Доступа к цифрам и рекламному бюджету на этом этапе у нас еще не было. Но даже без цифр стало понятно, что минимум треть рекламного бюджета уходит в никуда.

Проблемы:

  1. Сложный сайт: устаревший дизайн, форма заявки из 10 полей, неясный порядок взаимодействия с клиникой. Пациенту трудно оставить заявку и связаться с клиникой.
  2. Показ рекламных объявлений по нецелевым услугам. В рекламных кампаниях использовались лишние ключи: «опухоль глаза», «лечение опухоли гортани» — хотя клиника занимается опухолями головного мозга.
  3. Показ рекламных кампаний нецелевой аудитории. Бюджет уходил на пользователей, которым пока не нужны услуги клиники.
  4. Нет важных ключевых запросов. Запросы: «радиотерапия», «радиотерапевт», «нейрохирургия», — которые действительно могли бы привлечь нужную ЦА по невысокой стоимости, в рекламной кампании отсутствовали.

Пункты 2 – 4 вынесли в отдельный кейс, чтобы не нагромождать.

Главная страница

Вот так выглядела главная страница сайта на старте работ:

Главная страница сейчас:

Что сделали

  • Поработали над техническим состоянием сайта
  • Сделали адаптацию под мобильные

50% посетителей приходят на сайт с мобильных. Старая версия сайта была не адаптирована под смартфоны и планшеты. Мы сделали удобную мобильную версию и увеличили скорость загрузки. 

  • Повысили скорость загрузки

Сайт медленно загружался и на вебверсии. Мы выполнили проверку с помощью сервиса Google page speed insights и вывели скорость загрузки из красной зоны в оранжевую.

  • Упаковали продукт заказчика 
  • Сформулировали УТП и разместили его на первом экране

УТП клиники — это лечение опухолей и патологий головного мозга всего за 1 день без разрезов. Медцентр оказывает комплексное лечение, обеспечивает проживание и помогает с трансфером. Мы вынесли эту информацию на первый экран.

  • Добавили на главную страницу блок с врачами

Блок с фотографиями и именами врачей нужен сразу по нескольким причинам:

  • Поисковики и рекламные системы лучше воспринимают медицинские сайты, на которых есть блок с врачами, сертификатами и лицензиями.
  • Новые пользователи могут ознакомиться с врачебным составом и убедиться в компетенциях специалистов.
  • Пользователи, которые искали конкретного врача, могут быстро записаться.

В клинике работают кандидаты медицинских наук и врачи высшей категории. У специалистов от 6 до 38 лет опыта лечения опухолей головного мозга. 

  • Добавили отзывы пациентов

Отзывы важны, особенно для иногородних пациентов. Им сложнее принять решение и выбрать. Помогает блок с отзывами от других пациентов:

  • Упростили форму заявки

Раньше, чтобы оставить заявку на сайте, приходилось: 

  • Идти на главную страницу и открывать форму заявки.
  • Заполнять десяток полей о себе.
  • Искать в интернете файлообменник.
  • Загружать снимки МРТ или КТ в файлообменник.
  • Копировать ссылку на снимки.
  • Вставлять ссылку в форму заявки.

Чем больше вопросов в форме — тем сложнее ее заполнить. Часть аудитории покидала сайт уже на первом этапе воронки.

Всего 152 человека кликали на форму и пытались ее заполнить. Но только 12 посетителей сайта смогли это сделать и отправили заявку. 

140 человек так и не записались. В вебвизоре было видно, что люди спотыкались на этапе загрузки снимков в файлообменник. 

Но при заявке снимки лишние. Администратор клиники может запросить их позже, при общении с пациентом. Поэтому в форме заявки мы оставили только два поля – имя и номер телефона. 

  • Прописали порядок взаимодействия с клиникой

У клиники 99% пациентов иногородние. Поэтому мы проработали блок с информацией о подготовке к приезду. 

Не меняли формат приема обращений: клиника и раньше принимала пациентов сперва заочно, а потом очно. Но представили его на сайте в виде понятных шагов. 

  • Продумали главное действие

В клинике уже была сформирована эффективная цепочка взаимодействий с новыми пациентами. Первый этап  – заочная консультация. Но консультация не должна ассоциироваться с чем-то долгим и сложным, поэтому мы добавили описание.

Вишенкой на торте стал квиз «Подходит ли вам методика лечения Гамма-нож?»‎.

Квиз (блок с вопросами) облегчает первое касание с клиникой. Люди, которые еще собирают информацию, не готовы сразу оставить заявку. Но готовы узнать, насколько методика им подходит.

Квиз работает на сайте только 1 месяц (декабрь). Но SEO трафик, которого на сайте много на информационных страницах с заболеваниями, наконец начал трансформироваться в заявки. Итоги пока подводить рано, но улучшения уже есть. Полный расклад по цифрам в блоке с итогами.

Что получил клиент?

Мы исправили основные ошибки на сайте, которые могли помешать пользователю быстрее заказать звонок и получить консультацию.

Рост конверсии сайта составил 2%. А если оценивать в цифрах, то картина получилась вот такая.

Помимо доработки сайта мы продумали медиаплан, настроили контекстную рекламу и оформили соцсети. Об этом вы можете прочитать в другом нашем кейсе.

Бесплатно скачивайте наши книги:

 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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