Как спланировать маркетинговый бюджет клиники

Виктория Шматкова, медицинский маркетолог и основатель агентства медицинского консалтинга D-ZERTS, рассказывает, как спланировать маркетинговый бюджет клиники, делится основными показателями и помогает собственнику оценить эффективность продвижения.

Чтобы правильно спланировать бюджет маркетинга, разделите маркетинг на внешний и внутренний.

Внутренний маркетинг направлен на сотрудников, их обучение и мотивацию, повышение качества услуг и сервиса. Он оценивается по следующим показателям:

  • конверсия администраторов (конверсия звонков, конверсия записей на прием, приходов пациентов);
  • конверсия врачей (количество повторных пациентов);
  • процент повторных обращений в клинику;
  • уровень лояльности пациентов (анкеты, NPS метод).

Работа с внутренним маркетингом, как ремонт, требует финансовых и временных затрат и никогда не заканчивается. Сначала необходимо обучить сотрудников, создать внутреннюю культуру и стандарты качества, затем их необходимо поддерживать. Постепенно расходы снижаются, но система требует контроля и аудита. Затраты на внутренний маркетинг обычно относят к бюджету на развитие кадров и фонд оплаты труда, поэтому к дальнейшим рекомендациям и бюджету маркетинга в классическом его понимании они не относятся. 

Однако, чтобы экономическая модель в клинике была прибыльной, общий ФОТ не должен превышать 30-40% от выручки. Расходы на административный персонал, куда также включаются ФОТ на отдел маркетинга и затраты на внутренний маркетинг, не должны превышать 15% от всего фонда оплаты труда

Таким образом, когда мы произносим «бюджет маркетинга», мы подразумеваем бюджет на внешний маркетинг.

Внешний маркетинг – это формирование и упаковка медицинских продуктов, ценообразование, брендинг, реклама и продвижение.

Бюджет новой клиники

Часто собственники при открытии новой клиники задают маркетинговый бюджет «на глаз», исходя из опыта предыдущих проектов. Но мы рекомендуем придерживаться следующих стандартов.

  1. Привяжите бюджет к объему выручки.

Посчитайте выручку при 100%-ной загрузке клиники. Возьмите список направлений, площадь клиники, количество кабинетов, количество персонала, среднее время приема и планируемый средний чек.

Стопроцентную выручку разделите на четыре, так как обычно оптимальный сценарий новой клиники – не более 25% загрузки в первый год.

Этот прогноз выручки в первый год будет отправной точкой, от которой мы посчитаем бюджет маркетинга. Бюджет на маркетинг новой клиники должен быть не меньше 10-20% от запланированной выручки в год. Чем больше бюджет, тем быстрее вы сможете наполнить клинику пациентами, поэтому не бойтесь планировать по максимуму. 20% от планируемой выручки на первый год развития выдерживает любая профессиональная финансовая модель медицинского бизнеса.

Эти траты закладываем в операционные затраты первого года, так как выручки еще нет, а без маркетинга высокой загрузки клиники не будет.

2. Добавьте к бюджету первичные расходы.

Помимо бюджета на маркетинг новой клинике требуются инвестиционные затраты:

• нейминг, лого и брендбук;
• патентование торговой марки;
• затраты на изготовление сайта, наполнение его контентом, статьями, фото и видеоматериалом;
• наружную и внутреннюю рекламу, навигацию в клинике, изготовление печатного материала;
• изготовление презентаций и pos-материалов.

Затраты на маркетинг могут составлять до 5% от всех инвестиционных затрат до открытия.

Бюджет работающей клиники

Бюджет на маркетинг работающей клиники зависит от заполняемости клиники и процента постоянных пациентов. Чем больше клиентская база, чем больше лояльных пациентов, тем меньше необходимо тратить на маркетинг. До того как тратить деньги на привлечение пациентов, обеспечьте качество лечения, первоклассный сервис и систему аналитики, иначе траты могут быть неэффективными.

Средний бюджет на маркетинг в работающей клинике – 4-10% от выручки в год. Но если загрузка обеспечивается ОМС и ДМС потоком, то затрат на маркетинг будет меньше. При загрузке страховыми или своими лояльными пациентами более 50%, бюджет на маркетинг может составлять 2-4% от выручки в год.

Размер клиники напрямую не влияет на бюджет маркетинга, значение имеют вместимость клиники и выручка. Также не включайте в маркетинговый бюджет заработную плату сотрудников в отделе маркетинга и продаж. Данные затраты относятся к ФОТ.

Спланированный бюджет тратим по золотому стандарту:

  • 80% – на работающие инструменты;
  • 15% – на увеличение бюджета работающих инструментов;
  • 5% – на эксперименты.

Тестируйте гипотезы. Проводите пробные активности на маленькую аудиторию и на маленький бюджет, анализируйте и меняйте стратегию. Современный маркетинговый план динамичен и изменяется, исходя из результатов сквозной аналитики.

Как оценить эффективность внутреннего и внешнего маркетинга

Маркетинг напрямую влияет на выручку клиники, а не на прибыль. Прибыль зависит также от ФОТ, издержек клиники, поэтому бюджет маркетинга всегда планируйте в процентах от выручки в год и в сумме. Это позволит составить план выручки клиники с учетом планируемого роста от активности продвижения и контролировать результат работы в ежедневном режиме.

Оценить эффективность мы можем по следующим показателям:

  • Соблюдение плана расходов и выручки (план\ факт)

Например, мы запланировали, что за год выручка вырастет на 20% и составит N рублей.  Годовой маркетинговый бюджет составит 10% от N (важно планировать не от текущей, а от планируемой выручки). Фиксируем это соотношение не только в конце года, но и в конце каждого месяца или после проведенной кампании. Если запланированную сумму потратили, а запланированный рост выручки не получили, нужно менять стратегию и инструменты.  Иначе в конце года мы получим бОльшие расходы на маркетинг (бюджет увеличился) при невыполнении плана выручки, что ощутимо снизит прибыль клиники.

Анализируйте показатели и не ждите конца года, чтобы получить плохой результат. Меняйте стратегию маркетинга уже сегодня. Убирайте неэффективные каналы, добавляйте работающие.

Показатели для измерения:

• конверсия каждого канала продвижения клиники;
• количество ЛИДов;
• стоимость ЛИДов (cтоимость привлечения одного пациента).

Стоимость привлечения пациентов в клинику рекомендую также считать как для бюджета маркетинга в целом, так и для каждого канала маркетинга. Приведу среднерыночные показатели для медицинского бизнеса.

Средняя стоимость привлечения ЛИДов для клиник в Москве составляет 1300-2200 руб. В стоматологию – до 7000 руб. В регионах РФ эти показатели могут быть значительно ниже.

Однако важна тут не столько сумма, потраченная на привлечение пациента, а окупаемость затрат. Если стоимость привлечения одного пациента в вашей клинике – 2200 руб., а стоимость приема при этом составляет 2500 руб., то такой пациент окупается только со 2-го или 3-го приема. Если процент повторных визитов этих пациентов низок, то затраты на привлечение не окупятся.

Ваша задача, с одной стороны, – снизить стоимость привлечения, отказавшись от неэффективных каналов. С другой стороны – вернуть пациента в клинику, повысить лояльность, ведь при повторном визите уже не требуется тратить средства на его привлечение.

  • Повторные визиты

В каждом из направлений медицины устанавливаем свой срок возвращения пациента. Например, к гинекологу женщина должна приходить 1 или 2 раза в год. Следим, вернулся ли пациент. Показатель должен быть не менее установленных норм, но стремитесь, чтобы он был выше за счет смежных специальностей. Среднее соотношение первичных к повторным пациентам составляет 40/60, хороший показатель – 30/70, то есть 30% новых пациентов, 70% – повторных, лояльных. Повторных будем считать по законченным случаям.

  • Средний чек

Снижение суммы среднего чека приведет к уменьшению выручки и прибыли, даже несмотря на увеличение количества ЛИДов. С выполнением среднего чека прекрасно справляются стандарты лечения, применяемые в клинике.

На какие инструменты распределить больше бюджета, а какие не использовать вовсе, зависит от многих факторов: локации клиники, целевой аудитории, концепции клиники и др. Алгоритм распределения маркетингового бюджета описан во второй части статьи Виктории Шматковой.

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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