Как врачу продвигать себя в интернете – интервью Дмитрия Сергеевича Бейнусова

Дмитрий Сергеевич Бейнусов, дерматоонколог, кандидат медицинских наук, член Европейского Общества Хирургической онкологии (ESSO), помимо внушительного списка регалий, накопил 230 отзывов на НаПоправку с рейтингом 4.9 баллов из 5 возможных и регулярно входит в ТОП-10 дерматологов-онкологов Петербурга по версии нашего портала. Рассказываем и показываем на примерах, как Дмитрию Сергеевичу это удалось.

Личный бренд

Сейчас я принимаю около 180 пациентов в месяц. Больше не позволит время. У каждого я осматриваю цифровым дерматоскопом все образования на коже. Это занимает от 40 до 80 минут. Если требуется удаление, прием длится почти 3 часа.

Личный бренд позволил мне отказаться от работы по найму, арендовать кабинет и начать частную практику. Сейчас я автономен от клиник и полностью закрываю необходимый объем записей.

Каналы привлечения пациентов

  • Личный сайт beinusov.ru, где я публикую тематические статьи и провожу онлайн-консультации.
  • Аккаунты в социальных сетях в VK (4000+ подписчиков) и Instagram (14 000+ подписчиков).
  • Медицинские агрегаторы: НаПоправку и prodoctorov.ru
  • Рекомендации пациентов, друзей, родственников и знакомых.
  • Консультации на Здоровье.Mail.ru.

Самыми эффективными на данный момент считаю сайт и соцсети. Но поток записей распределяется между первыми четырьмя примерно в равной пропорции.

Началось все в 2014 году с профилей на медицинских агрегаторах. Я оплачивал на них продвижение, работал со страницами и отзывами. Сотрудничеством с агрегаторами в целом я доволен, кроме ситуации, когда сайт docplanner.ru закрылся вместе с моими 50 отзывами.

Если вы новичок в продвижении личного бренда, советую зарегистрироваться на нескольких порталах, заполнить профиль и играть по их правилам:

  • не пишите отзывы о себе;
  • не стесняйтесь просить пациента оставить отзыв о вашей работе (используя разрешенные на портале методы);
  • будьте готовы смотреть на негативный отзыв не как на оскорбление, а как на повод провести анализ и сделать выводы.

Если вы тоже хотите продвигаться на НаПоправку, заполните заявку. Мы с вами свяжемся и ответим на все вопросы.


После агрегаторов у меня появился сайт, группа VK, Instagram и Facebook. В них стоит вести бесплатные онлайн-консультации для пациентов. Они привлекают подписчиков и записи, а также дают бесконечный список тем для контента.

Здесь и далее даны примеры ответов Дмитрия Сергеевича в рамках бесплатных консультаций в группе VK. На момент публикации статьи в обсуждении 2500+ сообщений.





Выйти в соцсети было непросто. Самым насущным для меня был вопрос «О чем писать?». Постепенно начинал с ответов на популярные вопросы пациентов (да-да, те самые, на которые отвечаю на каждом приеме). Потом были разборы стереотипов, мифов, типичные ситуации, интересные статьи и исследования, в общем, процесс наладился. Если почаще задавать себе вопрос «Можно ли об этом написать в блоге?» и почаще делать фотографии, то проблем с контентом быть не должно.

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Любому, кто попадает ко мне на приём, я смотрю цифровым дерматоскопом ВСЕ родинки, вне зависимости от их размера и расположения. ⠀ Зачем эти «дополнительные услуги»❓ ⠀ Зачем раздеваться и платить больше денег❓ ⠀ Стоит ли смотреть мелкие родинки, которые не беспокоят❓ ⠀ Если для Вас все эти вопросы пока без ответов, внимательно прочитайте этот пост и не забудьте ❤️ ⠀ 🔸Что будет если смотреть НЕ ВСЕ родинки❓ ⠀ В обзоре 2019г Аргенциано и Лаллас показали, что смотреть НЕ все родинки, а, например, только крупные или родинки верхней части туловища – плохая идея. У каждого 50го такого пациента будет пропущен базальноклеточный рак кожи, а у каждого 400го меланома ⠀ 📚 bit.ly/2xaKHeQ ⠀ 📸Фото 1 и 2 в карусели: меланома стадии 0, размером 3 мм, недоступная для самоосмотра на спине. ⠀ 🔸Почему не стоит смотреть родинки БЕЗ дерматоскопа❓ ⠀ В 2002г Киттлер обобщил данные 27 (!) исследований точности дерматоскопии в диагностике меланомы и рака кожи. ⠀ Он показал, что врач, смотрящий «на глаз», выявит, в среднем, почти на 50% МЕНЬШЕ злокачественных опухолей кожи, чем его коллега, умеющий пользоваться дерматоскопом ⠀ 📚bit.ly/2M8sass ⠀ 📸Фото 3 и 4: меланома стадии 0, размером 2,5 мм, не отличается от обычной родинки при осмотре «на глаз» ⠀ 🔸Чем цифровой дерматоскоп лучше обычного? ⠀ Тем, что сохраняет изображения. Через пару недель после приёма ни один врач не сможет вспомнить как выглядела та или иная родинка. Цифровая дерматоскопия позволяет сравнивать фотографии одного и того же образования, сделанные с промежутком в 3, 6 или 12 месяцев. Это увеличивает количество выявляемых меланом стадии 0 и 1 в сравнении с популяцией в целом ⠀ 📚bit.ly/2Ytf5Bc ⠀ 📸Фото 5, 6 и 7: меланома 1 стадии, выявленная после сравнения дерматоскопических изображений, выполненных с промежутком в 1 год. ⠀ ❗Главная мысль этого поста❗ Мелкая меланома стадии 0 и 1: ✔️"на глаз" похожа на обычную родинку ✔️не опасна для жизни ✔️может располагаться на любом участке кожи ⠀ Для ранней диагностики такой меланомы нужен осмотр: ⠀ ✔️ ВСЕХ родинок на теле ✔️цифровым ✔️дерматоскопом

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Контент

На мой взгляд, мой профессиональный бренд строится на:

  • полезной информации для каждого, независимого от того, проходит ли он у меня лечение или нет;
  • только проверенных данных, основанных на научных исследованиях;
  • доступном языке изложения.

Такой личный бренд меня вполне устраивает и не вижу причину его менять. Главное – я постоянно на связи, онлайн или по телефону. Это не всегда просто, однако пока считаю, что плюсов от этого больше, чем минусов.

На общение с подписчиками и ответы на вопросы каждую неделю я трачу около 5 часов, на 1 пост – примерно столько же, но посты сейчас выходят не каждую неделю. Это плохая регулярность, которую я стараюсь улучшить.

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Каждый новый солнечный ожог приближает нас к раку кожи (меланоме) 🧐 ⠀ Как же на 💯% избежать солнечных ожогов, но и не передвигаться короткими перебежками от тени к тени❓ ⠀ Скорее жмите на ❤️ – это поможет не сгореть еще и тем, кто подписан на Вас. ⠀ Советов море: 🔸всё время сидеть в тени 🔸сидеть в тени в "дневные часы" 🔸с 11 до 15 🔸с 10 до 16 ⠀ Чётких инструкций никто не даёт, у всех только общие слова☹️ ⠀ Почему❓ На интенсивность солнечного ультрафиолета и вероятность ожога влияет МНОГО факторов: ✔️географическая широта ✔️высота над уровнем моря ✔️облачность ✔️время года ✔️время суток ✔️фототип кожи ⠀ Учесть всё "по наитию" невозможно. Поэтому и слышны истории вроде "защищались, но всё равно сгорели"🤕 ⠀ "Сколько же вешать в граммах?" – спросите вы 🧐 ⠀ На этот вопрос ответит сервис nesgori.ru, о котором, собственно, пост. ⠀ Укажите: 1️⃣Название Вашего населённого пункта 2️⃣Тип кожи ⠀ Получите: ✔️Точный расклад по ПОЧАСОВОМУ изменению УФИ вокруг Вас ✔️Точное количество времени, которое Вы можете находиться на солнце без защиты и не сгореть (проверял лично, не сгорел👌) ✔️ Понимание того, что крем spf 50 даст защиту на несколько часов, однако, это не повод продлевать пребывание на солнце. ⠀ Несколько важных моментов👇 ⠀ 1️⃣Берите крем SPF 50 и не экономьте на бренде. По данным исследований SPF больше 15 достаточно (fda.gov), однако, остальные 35 пунктов сгладят острые углы вроде: 🔸забыл повторно нанести 🔸нанёс малое количество 🔸часть крема смыла вода 🔸очень светлая кожа и пр. ⠀ 2️⃣Помните, что крем – только один из способов защиты. Оптимально он работает как дополнение к: 🔸Широкополой шляпе 🔸Одежде, закрывающей кожу от солнца 🔸Очкам с маркировкой С€ cat 2,3,4 (никто ведь не хочет катаракту😏) ⠀ Идеально, конечно, сидеть в тени при УФИ 3+, но я не буду себя обманывать тем, что кто-то именно за этим едет в отпуск. ⠀ 3️⃣Сгореть при высоком УФИ можно и при пасмурном небе и относительно невысокой температуре. ⠀ 4️⃣Появившийся загар НЕ предохраняет от ожогов. ⠀ 5️⃣В горах снег и высота могут удвоить УФИ. Будьте осторожны. ⠀ Теперь самое время сохранить пост в закладки, чтобы не хлопать крыльями, перед отпуском🤯 ⠀ Как вам сервис?

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Секрет популярности

Все познается в сравнении. Есть более популярные врачи, чем я, есть менее. Мне кажется, что популярность напрямую зависит от количества полезного контента в единицу времени. Если люди не приходят, значит, есть проблемы с контентом: он или не дает пользу, или сложно написан, или его слишком мало.

Секреты, как всегда, просты: честность, открытость, результаты исследований как доказательство моей точки зрения, прозрачные правила и цены для всех.

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Весь год берёг Вашу психику ⛔ и не постил все выявленные опухоли. Ставьте ❤ и увидите результаты моей работы за год📢 ⠀ Факты будут больше про меланому кожи (далее (М)). Базальноклеточный (БКК) и плоскоклеточный рак кожи, при адекватном лечении, опасности для жизни не представляют. ⠀ 🔸️В 2019м осмотрел с головы до ног 1114 пациентов, выявлено 22 (М), и 24 (БКК), из них 8 (М) и 2 (БКК) на онлайн-консультациях. ⠀ 🔸️Средний возраст 30-40 лет. Пик заболеваемости (М) и (БКК) в 50-60 лет. 70% женщины ⠀ 🔸️3 из 14 (М) (№39, 41,42) были на недоступных осмотру участках тела, пациенты не знали о них. Без полного осмотра дерматоскопом (М) были бы пропущены ⠀ 🔸️Минимальный размер (М) в 2019г 4х3,5мм. Если бы не осмотр ВСЕХ образований на коже дерматоскопом, мелкие опухоли могли бы быть пропущены ⠀ 🔸️(М) №47,48,49 выявлены только благодаря фотографированию, картированию и сравнению дерматоскопических изображений с промежутком от 7 до 12 месяцев. Осмотр в оптический дерматоскоп без фотодокументации был бы бесполезен ⠀ 🔸️5 (М) стадии 0 (in situ). Опасности для жизни НЕТ ⠀ 🔸️8 (М) стадии IA. Прогноз для жизни очень хороший. Вероятность метастазирования близка к нулю. Авторы клинических рекомендаций не считают нужным регулярное УЗИ. Только полный осмотр кожи и пальпация лимфоузлов ⠀ 🔸️1 (М) стадии IB. Прогноз хороший, шансы метастазирования чуть выше. Важно вовремя сделать биопсию сторожевого лимфоузла. При отсутствии изменений обследования такие же, как при IA ⠀ 🦂Два слова про базалиому (БКК): 1️⃣Полный осмотр дерматоскопом выявил очаги менее 3 мм (№20-24) а также опухоли, о которых пациент не знал: №5,6 и 7,8. 2️⃣Инцизионная биопсия (удаление фрагмента опухоли для гистологического исследования) – позволила более точно верифицировать диагноз, чем соскоб: №8-12,16. 3️⃣Диагноз БКК – показание для поиска второго очага у пациента. ⠀ 🤔Как выявлять опухоли кожи на ранней стадии❓ ⠀ Мой ответ: ⠀ ✅Дерматоскопия ВСЕХ образований на коже ✅Фотодокументация и картирование атипичных ✅Удаление изменившихся ✅Пересмотр гистологических препаратов при расхождении с дерматоскопической картиной ⠀ P.s. Онлайн диагностика меланомы не миф: №28-35 ⠀ Продолжение для коллег в комментариях⬇️⬇️⬇️

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Команда и бюджеты

У меня есть дизайнер, есть компания, у которой заказываю работы по сайту. Если говорить о бюджете на рекламу, то стабильной цифры нет.

Порядок бюджетов менялся. Сначала это были тысячи рублей, потом десятки тысяч. Сейчас, когда прием полностью заполнен, это снова тысячи рублей.

Нет однозначного ответа на вопрос, сколько нужно денег на продвижение. Важнее честно отвечать себе на вопрос, насколько хорошей была отдача от той или иной потраченной суммы. Это понимание, к сожалению, приходит только с опытом.

Например, я оплачивал видеорекомендации в Instagram. В этом канале можно купить рекламу на 10 000 рублей и получить 5 подписчиков, потому что профиль – мыльный пузырь. А можно потратить 450 рублей и получить 450 подписчиков, так как профиль, хоть и маленький, но без накруток и с хорошей вовлеченностью.

Можно ли собрать пациентов вообще без рекламы? Думаю, да, но потратить деньги и время все равно придется.

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Есть такие темы, которые я считаю основными. Связь солярия и рака кожи (меланомы) – одна из таких тем 🧐 Посты о вреде солярия будут появляться в моём блоге регулярно, для лучшего закрепления материала😎 ⠀ К чему это я это всё?🤔 ⠀ Обнаружил у себя в шкафчике в спортзале такой интересный агитлисток – листайте карусель. ➡️➡️➡️ ⠀ Не смог удержаться от того, чтобы не поглумиться в фотошопе 🎨 над рекламой, но уверен, что Вы легко отличите оригинальное сообщение от моей иронии😁 ⠀ Если у Вас есть друзья, которые верят тому, что обычно пишут в такой рекламе – пожалуйста, расскажите им, что📢📢📢 ⠀ ✔️ Регулярное посещение солярия – доказанный фактор риска развития меланомы и рака кожи👨‍🏫 ⠀ ✔️ Риск меланомы растёт вместе со временем, которое человек провел в солярии за всю свою жизнь. Если это время превысило 50 часов – риск увеличивается в 3 раза😱 ⠀ ✔️Этот риск не уменьшается с течением времени😟 ⠀ ✔️ Бронзовый загар – признак не «успешного человека», а повреждения кожи ультрафиолетом и накопления «поломок» в ДНК клеток кожи😒 ⠀ По старой доброй доказательной традиции – источник bit.ly/2SVABMc📚📔📰 ⠀ 2010 год, 2268 человек из них 1167 случаев наблюдения и 1101 в группе контроля. Статистически достоверно показано, что заболеваемость меланомой выше среди людей, посещавших солярий📈 ⠀ Надеюсь, этот пост поможет образумить тех из Ваших близких, которые ещё загорают😥 ⠀ P.s. Верю, что с каждым новым лайком под этим постом перегорает одна лампа в солярии ⚡🔥

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Отзывы

Сейчас я никак не мотивирую людей оставлять отзывы, все происходит само собой. Чтобы отзывов было больше, пациентам должно быть легко и удобно их оставлять. Нужны быстрый переход по ссылке, хорошая мобильная версия, минимальные регистрационные данные — и отзыв готов. Если даже довольному пациенту приходится искать в интернете место для отзыва, потом полчаса регистрироваться, его желание моментально угасает.  

Как я отношусь к отзывам и доверяю ли отзывам на агрегаторах? Отзывы, в том числе и в интернете, помогают пациенту адекватно выбрать врача. Да, купленные отзывы существуют, это глупо отрицать. Но не менее странным кажется обобщение, что «все отзывы куплены». Я не вижу причин для крупных агрегаторов зарабатывать на таких сомнительных продажах. Цель агрегатора и смысл его существования — предоставлять правдивую информацию своим пользователям. Кто будет верить отзывам (и агрегатору), если вскроется их недостоверность?

Ответы на отзывы

Я отвечаю только на негативные отзывы. Не отвечаю на положительные по двум причинам:

  • по отзыву, как правило, нельзя идентифицировать пациента и ответить персонально,
  • обезличенные ответы получаются шаблонными, от этого больше вреда, чем пользы.

Ответ на негативный отзыв я пишу не столько для того, кто его оставил, сколько для того, кто его нашел и прочитает. Отвечать обвинениями на обвинения, вступать с недовольным пациентом в прения – полностью бесперспективное занятие. Я стараюсь не отвечать на негативный отзыв сразу, так как, как правило, эмоции мешают мыслить конструктивно.

Пример ответа на негативный отзыв

На следующий день, когда все уляжется, я спокойно провожу анализ и честно отвечаю себе на вопросы: почему человек остался недоволен, что можно было бы сделать иначе, чтобы этого избежать, виноват ли пациент на 100% или есть доля моей вины и пр. После разбора стараюсь отвечать максимально доброжелательно и предлагаю решение тех проблем, которые появились у пациента после консультации. 

Пример ответа на негативный отзыв
Пример ответа на негативный отзыв

Маркетинг

Рекомендую книги, которые серьезно повлияли на мое восприятие маркетинга вообще: Джек Траут «Дифференцируйся или умирай» и «Маркетинговые войны». Там ни слова о медицине, однако после них у меня все встало на места в голове.


Читайте также нашу статью о личном бренде врача.


На мой взгляд, продвижение клиники – это тупиковая ветвь развития. Лечит не клиника, а конкретный специалист, и именно его нужно продвигать. Доктор, который сам занимается или хотя бы активно участвует в продвижении себя как эксперта, всегда может рассчитывать на две вещи:

  • непрерывное самосовершенствование в профессии – без него продвижение невозможно,
  • более высокий заработок.

Ошибки

В самом начале пути я пробовал нелегальные методы продвижения сайта. Он попал под фильтры Яндекса. Мне это категорически не понравилось, и теперь использую только белые методики, всегда и везде. Вред «серых» всегда превышает пользу. Еще из вещей, которые стоило сделать по-другому, — завести Instagram еще в 2015-м, а не на два года позже.


Читайте наши статьи о продвижении медуслуг в Instagram и VK.


Если говорить об ошибках, которые совершают другие: на мой взгляд, скидки — плохой метод продвижения в медицине, если не худший. Не стоит их предлагать.

На что заменить скидки? Перефразирую вопрос: «Как я сам ищу врача, когда мне нужна медицинская помощь? Что меня привлекает в специалистах?». Я иду в первую очередь к эксперту. Экономить на здоровье — плохая идея, поэтому я не ищу самую низкую цену, а смотрю на то, насколько человек разбирается в вопросе.

Поэтому вместо скидок рекомендую:

  • развивать свои профессиональные знания и умения;
  • не забывать их доступно и понятно демонстрировать в интернете.

Бесплатно скачивайте руководства НаПоправку:

 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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