Медицинская CRM: как автоматизация помогает увеличить месячную выручку с 800 000 до 5 000 000 рублей

Даниил Прытков, генеральный директор и сооснователь компании «Клиентикс CRM», эксперт по автоматизации бизнесов сферы услуг, автор методики внедрения CRM, поделился с нами секретами автоматизации бизнес-процессов и особенностями работы с медицинскими клиниками.

Для чего нужна CRM-система в клинике

Задача каждого управленца – не только поставить задачу, но и добиться ее выполнения. Для этого нужна эффективная система контроля.

Если в клинике нет CRM-системы, системы учета оказываемых услуг, медицинской информационной системы (МИС), сквозной аналитики, кол-трекинга, то адекватно посчитать юнит-экономику по каждой услуге невозможно. То есть невозможно узнать, какие направления и процессы дают клинике прибыль, а какие — расходуют бюджет. 

Автоматизация всех процессов в клинике – это не только инструмент для развития и масштабирования компании, но и способ снять с персонала лишнюю нагрузку, увидеть объективную картину бизнеса и обеспечить стабильную работу всех подразделений. 

Частично автоматизации уже требует и государство. Так, например, любое медицинское учреждение должно быть подключено к единой государственной информационной системе в сфере здравоохранения (ЕГИСЗ) и системе «Честный знак» для работы с лекарствами.

Чтобы автоматизация работала на пользу бизнеса, а не замедляла его, важно правильно настроить бизнес-процессы и выбрать программное обеспечение, которое учитывает каждый этап работы: от первого касания с клиентом и до сопровождения постоянных клиентов.

Как автоматизировать медицинский центр

Автоматизация любого бизнеса должна начинаться с оценки существующих процессов. Важно понять, какую часть работы персонал выполняет вручную, насколько это усложняет процесс работы и как в целом строится работа клиники.

Эксперты компании «Клиентикс CRM» часто обнаруживают у клиник следующие проблемы:

  • администраторы ведут все записи о работе с пациентами в гугл-таблицах или отдельной CRM, в отрыве от медицинских записей;
  • управляющие (а также маркетологи или отдел продаж) не могут получить доступ к прозрачной и полной информации о количестве и формате оказанных услуг;
  • нет возможности отследить, из какого канала клиент узнал о клинике;
  • нет четкого плана продаж.

Для каждой из этих задач у платформы «Клиентикс CRM» есть уже готовое решение. А если у вашей клиники есть уникальные услуги или условия работы, система позволяет быстро их доработать и добавить, как перед настройкой работы, так и в процессе.  

Как только CRM-система подобрана, настроена, установлена и протестирована, наступает один из самых важных этапов – обучение персонала. В этот момент важно объяснить каждому сотруднику, в чем его преимущество от работы в новой, незнакомой программе:

  • менеджеры по продажам могут наглядно отслеживать прогресс своей работы и видеть, сколько осталось сделок для выполнения KPI;
  • администраторы могут быстро консультировать клиентов по возникшим вопросам благодаря удобной справочной системе и при необходимости оперативно переносить запись;
  • врачи и медперсонал – получать доступ к полной истории болезни пациента, его анкете и особенностям, без необходимости каждый раз собирать эти данные с нуля.

CRM дает возможность анализировать большие объемы информации, чтобы управлять маркетингом, продажами и клиентским сервисом. Именно благодаря этому один из клиентов «Клиентикс CRM» увеличил ежемесячную выручку стоматологии более чем в 6 раз.


Кстати, вы можете бесплатно скачать Регламент проведения работ по автоматизации медицинской клиники от «Клиентикс CRM».


Семейная стоматология «ПрофиСтиль»: путь от 800 000 к 5 000 000 рублей в месяц

На старте у семейной стоматологии «ПрофиСтиль», расположенной в Московской области, были сложности с использованием полного функционала «Клиентикс CRM». Чтобы достичь взаимопонимания и увидеть реальную выгоду от использования ПО, руководитель пригласила медицинского маркетолога на должность директора по развитию.

Как только к работе приступил профессионал, клиника провела сегментацию клиентов: сколько раз обращались, за какими услугами и насколько давно. 

Сотрудники «ПрофиСтиль» начали работать с такими инструментами «Клиентикс CRM», как:

  • Аналитика

Администраторы и врачи заносят всю информацию о пациенте в CRM через список клиентов и журнал записи, после чего можно проанализировать, как клиент узнал о клинике, когда первый раз обратился, какие были вопросы, насколько остался доволен сервисом и лечением.

  • Виджет онлайн-записи

Подключили на сайт и Вконтакте форму для онлайн-записи, в которой пациенты сами выбирают свободного специалиста, дату и время, что также увеличило поток клиентов, благодаря возможности быстро забронировать время без дополнительных звонков и согласований визита с администраторами.

  • IP-телефония

Теперь при входящих звонках администраторы автоматически видят карточку пациента, что позволяет сразу обратиться к клиенту по имени и увидеть всю информацию о предыдущих обращениях, а для исходящего обзвона появилась возможность набирать номер по клику, фиксировать время звонка и его результативность. Кроме того, менеджеры чаще делают «допродажи» через рекомендацию сопутствующих услуг, поэтому общая конверсия выросла с 11% до 90% (варьируется от 83 до 91%).

  • Сервис НаПоправку

Настроили интеграцию с сервисом НаПоправку, откуда идет дополнительный приток новых клиентов, теперь каждому специалисту клиники «ПрофиСтиль» можно не только оставлять отзывы на сайте, но и записаться на прием через общую систему онлайн-записи.

  • Программа лояльности

Подключили накопительный кешбэк для клиентов при оплате различных процедур. К этому инструменту добавили обзвоны каждого пациента с положительным бонусным счетом, что увеличило конверсию с 2% до 10%.

За счет перечисленных инструментов и дополнительного обучения персонала ежемесячная выручка стоматологии выросла до 5 000 000 рублей.

Любая клиника может показывать результаты в несколько раз выше текущих, если автоматизировать процессы и перестать терять клиентов. Технические подробности, возможность интеграции с другими системами и детали работы можно изучить на сайте. А если у вас возникнут вопросы – на них всегда готовы ответить наши эксперты.

Справка

Компания «Клиентикс CRM» работает в России и СНГ более 7 лет. За это время ее клиентами уже  стали 1400+ клиник.

Преимущества «Клиентикс CRM»:

  • «Клиентикс CRM»  – единственное на рынке облачное решение, симбиоз медицинской информационной системы и CRM-системы, где данные о визитах, приемах клиентов/пациентов хранятся в одном окне.
  • Продукт позволяет эффективно работать всей команде клиники: администраторам, врачам, маркетологам и руководителям – и видеть весь жизненный цикл клиента, начиная с первого касания до завершенного визита.
  • Открытое API, в отличие от большинства решений на рынке, позволяет производить любые дополнительные интеграции по желанию пользователя самостоятельно или с помощью специалистов компании.
  • «Клиентикс CRM» входит в ТОП-3 программ для автоматизации частной медицины по версии CRM Index.

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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