Categories PR-щику, SMM-щику, Интернет-маркетологу, Руководителю клиникиPosted on

Как врачу развивать личный бренд в Instagram

Александра Медведева получила среднее медицинское (СПБГФК, 2000-ый год) и высшее педагогическое (РГПУ им. Герцена, 2009-ый год) образование. С 2003 года она возглавляет крупнейшую в Санкт-Петербурге сеть специализированных клиник неврологии и ортопедии «Мастерская Здоровья», а с этого года еще и ведет авторский курс по развитию личного бренда врача. Читайте подборку ее главных рекомендаций в нашей статье.

Клиника

«Мастерская Здоровья» открылась в Санкт-Петербурге в июле 2003 года. Сейчас в сеть входят 3 клиники, в которых трудятся 156 сотрудников, больше половины из них — врачи. За неполный 2020-ый год мы приняли 14 517 первичных пациентов, провели более 150 000 лечебных процедур, выполнили более 29 000 исследований МРТ и почти 11 000 УЗИ.

У нас есть несколько конкурентных преимуществ:

  • Мы лечим позвоночник и суставы комплексно и без операции. В арсенале наших клиник более 40 лечебных методик, от гирудотерапии до современных клеточных технологий.
  • Более 50% сотрудников работают в компании 10 лет и более. Среди них есть врачи высшей категории, кандидаты медицинских наук. Слаженность команды и определяет результаты лечения.
  • Собственный диагностический центр, оснащенный аппаратами МРТ и УЗИ, помогает нам быстро ставить верный диагноз.

Личный бренд врача

Сейчас личный бренд — это модное понятие. Но не все понимают, что за ним стоит. Если в двух словах, личный бренд — это репутация, умноженная на презентацию себя. Логика очень простая: даже хорошую репутацию может убить плохая презентация, а плохая репутация способна угробить лучшую презентацию. Это правило работает везде, но в медицине — особенно.

Кстати, раннее Ольга Беззубенко (ФГБУ «НМИЦ профилактической медицины») дала немного другую трактовку личного бренда врача.

Репутация — это и отзывы, и деловая репутация в профессиональном сообществе:

  • насколько доктор открыт к общению с коллегами,
  • дружественное ли оно, или доктор постоянно ищет, на кого бы напасть с критикой в соцсетях,
  • умеет ли врач устанавливать новые контакты. В жизни на это никогда не хватает времени, а социальные сети позволяют обмениваться пациентами и подписчиками с коллегами из других городов и даже стран. Все эти факторы влияют на авторитет врача в глазах пациента.

Презентация — это то, КАК врач представлен в социальных медиа. Ведет ли он свой блог? Понятно ли пишет, отвечает ли на вопросы в комментариях? Количество подписчиков тоже имеет значение, хоть и не первостепенное. Именно поэтому создание личного бренда врача — это не просто красивые картинки в Instagram и интересный контент-план, а еще постоянная работа с отзывами, ответы на вопросы пациентов, умение выстоять при атаке «троллей» и недобросовестных конкурентов. Этим навыкам нигде не учат, а они врачу очень нужны в современном мире, которым правит Его Величество Интернет.

Личность доктора тоже очень важна. Но врачи стесняются, им кажется, что они никому не интересны. Они не умеют себя хорошо и красиво презентовать, в первую очередь из-за природной скромности, а еще не знают инструментов оформления блога. Им кажутся «космическими» технологии, которые элементарно осваивают 15-18-летние подростки: дизайн картинок ленты, сторис, оформление фотографий. Самое обидное, что сейчас появилось огромное количество «горе SMM-щиков», которые берут с врачей немаленькие деньги. Ведение ленты стоит от 10 000 до 30 000 рублей в месяц. Но иногда в них публикуется такой ужас, что волосы встают дыбом.

Кому нужен личный бренд

Личный бренд нужен каждому врачу, которого так или иначе могут искать пациенты. Естественно, доктору, который «сидит» на водительских комиссиях, он нужен меньше, чем пластическому хирургу. Но только пока он не задумается о карьерном и личностном росте, ином уровне дохода.

Кстати, ранее мы уже писали о том, как врач может продвигать себя в интернете.

Сейчас при трудоустройстве потенциальный работодатель изучает социальные сети доктора и обязательно оценивает отзывы на независимых ресурсах. Я сама такой работодатель. При прочих равных условиях я выберу кандидата с качественной презентацией и привлекательными страничками в VK, Instagram, Facebook. И точно посмотрю на его репутацию: что пишут о докторе пациенты на порталах.

Даже сотрудники государственных поликлиник и больниц в этом году осознали, насколько важны личный бренд и публичность. Ситуация на рынке труда может кардинально измениться в любую минуту. Многие госклиники закрылись в пандемию «на ковид», и узкие специалисты остались без работы и с туманными перспективами. Врачи, у которых есть работающие соцсети и блоги, смогли устроиться в частные клиники и не потеряли в доходе, а некоторые даже выиграли. Появилось время для коммерческого приема, на который резко вырос спрос. Те же, кто раньше посмеивался над «блогерами», поняли главное: развиваться должен каждый доктор.

Можно ли хорошо работать и иметь достаточное количество пациентов без личного бренда? Можно, но скоро будет никак. Уже через пару лет любой эксперт (а врач — это экспертная профессия), у которого неразвиты соцсети и нет репутации, будет смотреться странно и несовременно. Поэтому учиться этому нужно сейчас. Пациенты больше не хотят лечиться «у дежурного врача». Они выбирают, идут в соцсети, на порталы, ищут лучших. Они готовы ждать, переплачивать или ехать в удаленную клинику, лишь бы попасть к грамотному специалисту. А то, насколько он грамотный, они пытаются понять по:

  • отзывам на порталах,
  • социальным сетям доктора,
  • рекомендации своих знакомых.

Кстати, этих рекомендаций становится больше, если есть хороший блог. Пациенты раньше передавали друг другу наши визитки, а сейчас отправляют ссылку на Instagram.

Личный бренд дает врачу независимость. Обстоятельства всегда могут измениться: декрет, переезд в другой район или город. У клиники может измениться руководство на гораздо менее адекватное. Может измениться зарплатная политика. Клиника может закрыться. Без личного бренда врач рискует, что пациенты останутся в клинике и не смогут его найти, если он сменит место работы.

Даже если клиника не вкладывается в личный бренд врача, он может развивать блог самостоятельно. Если руководство вас не поддерживает, ничего страшного. Главное — указывать контакты клиники, в которой вы работаете. Не думаю, что хоть один медцентр сейчас откажется от дополнительной бесплатной рекламы.

Со временем руководство обратит на это внимание, но важно не создавать конфликт интересов. Самая выгодная позиция для всех — сотрудничество. Вы пиарите клинику на своей страничке, она вас — на своей. Вы помогаете рекламщикам делать контент, они помогают вам с оформлением и фотосессиями.

Как развивать личный бренд

В первую очередь важно понять, что будет интересно вашим пациентам, изучить свою аудиторию. Существуют интересные методики опросов, который буквально откроют вам глаза. Можно банально поговорить со своими пациентами и спросить. Еще важно читать вопросы, которые вам задают в комментариях и в директ. В них — идеи для будущего контента.

Все всегда начинается с малого. Не смотрите на популярных блогеров. Они начали раньше, поэтому успели вырасти, но у них — свои задачи, а у вас — свои. Если вы думаете, что сейчас уже поздно развивать свой бренд, вы ошибаетесь. Сейчас самое время. Вы обязательно займете свою нишу и будете в ней расти. Когда блог будет приносить приличный доход, можно будет подключать платные инструменты продвижения и расти быстрее. Это — не магия, это — маркетинг, ваш труд и терпение. Все получится, важно двигаться плавно и последовательно.

Если вы хотите развивать личный бренд, нужно предпринять 5 простых шагов:

  1. Понять, с какой целевой аудиторией вы работаете, и изучить ее потребности.
  2. Изучить своих лучших конкурентов.
  3. Поставить личные цели по продвижению.
  4. Найти свою уникальность и начать доносить ее до людей в простой и доступной форме.
  5. Изучить инструменты бесплатного продвижения и начать их регулярно применять в жизни и в блоге.

Тем, кто готов заняться своим личным брендом и увеличить поток пациентов, я рекомендую мой пятидневный марафон «Перезагрузка медицинского блога». Он стартует 25 января 2021 года и будет проходить в Instagram. Подробности можно найти на моей страничке.

Какие ошибки совершают врачи при формировании личного бренда

  • Не ведут свой блог, считают, что это неважно.
  • Доверяют ведение блога SMM-специалисту, не знающему специфики. В лучшем случае эта ошибка чревата выкинутыми на ветер деньгами. В худшем — потерей репутации и доверия на рынке. Многие SMM-специалисты не понимают особенности медицинского блога и той ответственности, которую врач или клиника несут за каждое сказанное и написанное слово. Есть примеры, когда против врача возбуждали уголовное дело за некорректно поданную информацию. Мне кажется, что не стоит обращаться к подрядчикам, прежде всего PR-агентствам. Весь мой опыт сотрудничества с ними за последние 10 лет на 100% негативный. Это только мое мнение. Рада, если у кого-то был позитивный опыт. На мой взгляд, это не стоит денег, которые они запрашивают.
  • Ведут блоги о «7 полезных свойствах воды» и прочих общих темах. Этим чаще грешат нанятые SMM-щики: «Не знаешь, о чем писать? Напиши хоть что-нибудь». Темы высасываются из пальца, исследование целевой аудитории не проводится. Результат такой работы нулевой.
  • Допускают слишком много хайпа и неуместного креатива. Агентства любят «разводить» клиники на разные новшества: анимированных персонажей, веселые конкурсы и викторины, вайны. При этом теряется основная цель блога — привлекать пациентов и вызывать доверие.
  • Публикуют страшные фотографии до/после. Instagram их относит к летальному контенту и может заблокировать весь аккаунт.

Как клинике развивать личный бренд врача

Мне кажется, что клинике стоит развивать бренд самой клиники, используя контент, который создают врачи: видео о процедурах, интервью о болезнях, разбор клинических случаев. Но вкладываться «по полной» в личный бренд каждого врача невыгодно.

Второй вариант — поддерживать активных докторов и помогать им продвигаться, вкладываться в их обучение. Но при этом нужно заключить с ними дополнительное соглашение к трудовому договору. Иначе клиника может выучить врача, а потом остаться у разбитого корыта.

Нужно продвигать тех, кто сам хочет. Из них выбираем тех, кто лоялен к клинике, обязательный, дружит с русским языком и не умирает от страха при виде камеры. Хотя при большом желании со стороны врача этот страх легко преодолеть. Не стоит делать ставку на звездных врачей. Я за крепких середнячков. Как показывает практика, они дольше работают в медцентре, на них все держится. Звезд часто переоценивают. Хотя они тоже нужны.

Как клиника может поддерживать врачей:

  • Выписывать премии за активную работу в сети. Еще лучше — дать дополнительную финансовую мотивацию (%) за пациентов, которых врач привлек самостоятельно, минуя рекламные источники клиники. Рекламный бюджет у клиники немаленький, а так мы экономим на рекламе и можем себе позволить поделиться прибылью с активным доктором.
  • Давать другие материальные и нематериальные бонусы за продвижение личного бренда.
  • Отправить доктора вместе с SMM-щиком на обучающий курс.
  • Оплачивать лучшим докторам фотосессии.
  • Частично оплачивать фотосессии, которые врач организует сам, при условии, что эти фотографии вы сможете использовать на сайте клиники, на порталах и в социальных сетях.
  • При этом работать с отзывами на порталах надо вместе. Клиника не меньше заинтересована в репутации, чем врач, а вот свой блог доктору проще и правильней развивать самому.

Сколько стоит личный бренд

Стоимость зависит от того, как вы организуете процесс, и от вашего региона. Точно потребуется профессиональный фотограф, желательно для 2-3 фотосессии в год. Видеограф для съемок большинства роликов не требуется. Врач или SMM-щик клиники могут снимать и монтировать их самостоятельно прямо в мобильном телефоне, если камера хорошая. Сейчас есть очень удобные программы, которые врачи легко осваивают, а уж рекламщики — тем более. Я этому учу и тех и других. Профессиональный видеограф понадобится для съемки презентационных крутых роликов на сайт и ТВ.

Бюджет на таргетированную рекламу может быть очень разумным, здесь вам нужен будет таргетолог на аутсорсе, обязательно с опытом в тематике. Ищите их в профессиональных сообществах рекламщиков и маркетологов. Обычно рекламщики их знают. Цена таргетолога с опытом — 15000 рублей в месяц + бюджет на продвижение. Их нужно тестировать, менять неэффективных, искать лучших путем проб и ошибок. Желательно еще при этом понимать, как работает таргетированная реклама в соцсетях, иначе очень велика вероятность, что вас просто разведут на деньги.

Троллинг и негативные комментарии

Многие боятся негативных комментариев и троллей. Но одно-два неадекватных сообщения в месяц с лихвой компенсируются потоком пациентов. Неадекватных пользователей блокируем, адекватным отвечаем, работаем с возражениями и претензиями. Недовольные пациенты есть даже у лучших врачей в мире. Важно отвечать на все отзывы, даже на самые некорректные и злые. Нужно все время держать в голове мысль: «Я пишу этот ответ для моих будущих пациентов». Тогда ответ получается корректным, развернутым и показывает вас как врача/клинику, которые не закрывают глаза на проблемы, а готовы их решать. Никогда не стоит вступать в спор и полемику, нарушать врачебную тайну, поддаваться на провокации.

Кстати, ранее мы писали о том, как врачу найти общий язык с любым пациентом.

Примеры блогов

Приведу несколько примеров блогов, которые нравятся лично мне:

  • Блог Алены Люблинской — это страница, которую практикующий врач ведет без помощи SMM-щиков. Ведет легко, красиво и элегантно. Кстати, Алена входит в ТОП урологов Напоправку в Санкт-Петербурге.
  • Блог Анны Горбуновой, педиатра и инфекциониста из Словении. Мы с ней дружим. Она ведет онлайн-прием пациентов из любой точки мира. Доказательный врач, который очень мягко, мирно и небанально транслирует огромную пользу в своем блоге.
  • Блог Ильи Егорова, доктора наук, профессора. Обожаю его эфиры и лекции. Безумно интересный врач и человек. Прекрасный пример того, как врач с огромной практикой, загрузкой, клинической и педагогической, ведет свой блог и развивает личный бренд.

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Приветствую! Опубликуйте материал о своём опыте в медицинском маркетинге в нашем Блоге. Для этого напишите мне на k.magomedshafieva@napopravku.ru

413 Comments

  2. Дмитрий, добрый день! Спасибо за замечание, учтем).

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