От отработки страхов до агрегаторов: продвижение стоматологии

Стоматология стоит особняком от других медицинских услуг: здесь специфические боли и страхи пациентов, которые тянут за собой особенности в продвижении. Анастасия Гришкова, медицинский маркетолог, руководитель Агентства Медицинского Маркетинга и приглашенный преподаватель курса ВШЭ по маркетингу в здравоохранении, рассказала, как продвигать стоматологию, закрывать страхи целевой аудитории и через какие каналы можно эффективно привлекать пациентов.

Несколько лет назад мы в агентстве в рамках разработки маркетинговой стратегии досконально разобрали основные страхи целевой аудитории стоматологий. Мы побеседовали с пациентами, провели опросы, изучили форумы и соцсети — в итоге выявили 4 основных страха и придумали способы их отработки.  

Страх боли. Причина номер один, из-за которой посещение стоматолога в лучшем случае откладывается, а в худшем — человек доводит до того, что лечить уже нечего. Да, многие пациенты стесняются озвучить этот страх, но поверьте, он есть. Посмотрите на скрин: сильный мужчина выбирает врача по внешнему виду и потенциальной способности причинить боль:  

Страх пациентов стоматологии №1

Как отработать страх

  • Сообщить, что у вас самые лучшие обезболивающие, бережное отношение к пациентам и современное оборудование, показать это на фото и написать доказательный текст. 
  • Делать профессиональные фото врачей, оценивать их с точки зрения “отпугивает” фото врача или наоборот располагает к себе.
  • Публиковать отзывы пациентов, в которых они особенно отмечают «легкие руки», «безболезненные уколы», «золотые руки» и т. д. 

Страх быть обманутым, переплатить. Например, по телефону скажут, что вылечить зуб стоит 5 тысяч, а во время лечения — 50 тысяч. А уж если речь идет о дорогих услугах — имплантации, установке брекетов! Здесь страх переплатить становится еще сильнее. Особенно обидно, если заплатишь много, а взамен получишь низкое качество. 

Как показали наши опросы, пациенты научились проверять клиники следующим образом: сначала записываются на легкие процедуры — так сказать, прощупывают почву, и если все хорошо — решаются на более долгосрочные и дорогостоящие. 

Ещё страхи пациентов стоматологии

Как отработать страх

  • Указывать цену в договоре, который пациент подписывает до лечения. И никаких формулировок формата «лечение кариеса — от 5 тысяч», звездочек напротив стоимости и так далее. Одна фиксированная сумма. 
  • Что касается осторожных пациентов, которые приходят сначала за простыми услугами — зная это, максимально проявлять лояльность с первого же визита, стараться удержать клиента и не сбавляйте градус лояльности. 
  • Сообщать о противопоказаниях и возможных рисках еще до начала оказания услуг, чтобы обезопасить себя.
  • Предлагать рассрочку. Случай из практики нашего агентства: мы провели конкурентный анализ и выяснили, что все конкуренты нашего клиента по услугам установки брекетов и имплантации указывают на сайте полную сумму услуги, без всякой рассрочки. Мы решили написать о рассрочке прямо в УТП — вот как это выглядело:
Указание суммы рассрочки в УТП стоматологического сайта

Результат появился сразу: обращений в клинику стало в разы больше. Самое интересное, что цена на имплантацию нашего клиента не отличались от цен конкурентов — но психологически проще заплатить небольшую сумму в месяц, чем полную и сразу.  

Страх заработать инфекцию. Навеяно слухами и страшилками из СМИ и сарафанного радио, где «кто-то чем-то заразился в стоматологии». Или более распространенный вариант — получить осложнения (поднимется температура, возникнет нарыв, аллергия и т. д.)

Как отработать страх: 

  • Честно проговорить возможные побочки, если они есть.
  • Сделать акцент на безопасности: рассказать и показать на фото то, как вы стерилизуете инструменты, применяете одноразовые и тд. Одним словом, аргументированно убедить, что все чисто и стерильно.  
  • Успокоить пациента, что он может всегда обратиться в клинику, если что-то пойдет не так.  

Страх получить некачественную услугу. У каждого из нас, наверное, есть знакомые, у которого выпала пломба через месяц, брекеты не помогли выпрямить зубы и вообще, врач-коновал сверлил зубы вооот таким сверлом из прошлого века! Конечно, за свои деньги все хотят получить все мое лучшее: опытных врачей, новое оборудование, качественные материалы. Поэтому так развита индустрия отзывов —  не на сайте клиники, гд можно публикеовать только хорошие, а на отзовиках, медагрегаторах.

Как отработать страх:   

  • Публиковать на сайте полную информацию о врачах: стаж, должность, квалификацию, образование.  
  • Зарегистрировать клинику на медагрегаторах — например, НаПоправку — и собирать там отзывы пациентов. Впоследствии их можно дублировать на сайт. Ниже мы подробнее рассказываем об этом.

На заметку: вся работа по закрытию страхов ведется ДО ТОГО, как пациент обратился в вашу стоматологию. Все написанное выше нужно разместить на сайте, в соцсетях и других каналах, которые есть у вашей клиники. 

Продвижение стоматологической клиники: на примере 15 разных клиник

Создание сайта

И не просто сайта, а продающего — такого, который приводит пациентов. Делать сайт ради сайта и «чтобы был, у всех есть и нам надо» — заведомо проигрышная история.

Вот что должно быть на хорошем продающем сайте:

  • УТП — уникальное торговое предложение. Это посыл пациенту, в котором указана выгода, отличия от конкурентов, ценность услуги и другие моменты. Обычно УТП размещают на главной странице сайта, а также в разделах каждой услуги. В предложение можно упаковать акцию, ограниченные во времени скидки, цены на дорогостоящую услугу в рассрочку или все вместе.
  • Информация о врачах, руководстве и сотрудниках. Тренд последних нескольких лет — публиковать на сайте клиники фото докторов. Это серьезно повышает лояльность, особенно, если указать регалии и уровень образования специалистов. Например, «врач-ортодонт высшей категории, кандидат медицинских наук Иванов Иван Иванович».
  • Социальные доказательства. Это отзывы, награды, премии за участие в медицинских мероприятиях, тематических выставках и так далее. Сюда же можно отнести первичные документы: лицензию с приложениями, сертификаты, дипломы и другое. Это тоже повышает лояльность и доверие, к тому же сведения о лицензировании — требование закона о медицинских сайтах. Хорошее решение — подкрепить информацию данными с медицинских агрегаторов, геосервисов и независимых сайтов отзывов.
  • Преимущества клиники. Это может быть что угодно: новое оборудование, удобное местоположение, наличие своего собственного рентгеновского кабинета и так далее.
  • Акции, куда же без них. Только важно понимать, что мы продвигаем стоматологию — медицинскую услугу, где люди доверяют врачу не только деньги, но и здоровье. Поэтому важно продвигать не мероприятия формата «3 импланта по цене 2», а что-то наподобие «КТ бесплатно при оплате стоимости лечения» или «Прием врача + УЗИ за 900 руб».
  • Маркетинговые крючки — элементы, мотивирующие посетителя каким-либо способом взаимодействовать с сайтом. Такими элементами должны быть насыщены все страницы и разделы вашего сайта. Я рекомендую квизы: мощный инструмент в форме окна с опросом на сайте: пользователь проходит его, оставляет контактные данные, после чего с ним связываться отдел продаж. Кроме квизов есть и другие виджеты: всплывающие окна, кнопки обратного звонка, окно чата и другие. Помимо этого есть и другие коммерческие факторы: кнопки заказа услуги, просмотр расписания специалистов, номера телефонов и так далее. Все это нужно грамотно и в нужном количестве распределить по страницам вашего сайта.
  • Медиаконтент — визуальное наполнение сайта. Помимо айдентики (логотип, эмблемы, фирменные цвета) это фото интерьера клиники, изображения оборудования, те же самые фото врачей и многое другое.

SEO-оптимизация сайта

Итак, ваш сайт готов, но пациенты пока его не увидят. Чтобы страницы лучше ранжировались (ранжирование — это распределение сайтов в выдаче) поисковыми системами и попадали на первые страницы, нужна SEO-оптимизация.

SEO (от англ. Search Engine Optimization) — это как раз приведение сайта под требования поисковых роботов. Алгоритмы «Яндекса» и Google прежде всего оценивают, насколько качественно сайт решает задачу пациента. Качество оценивается по ряду параметров:

  • Поведенческие факторы. Когда посетители задерживаются на сайте, изучают его страницы, совершают конверсионные действия (заполняют формы, пишут в чат и так далее) — значит, сайт решает их задачи. Напротив, когда пользователи уходят через несколько секунд, с сайтом что-то не так и задачи он не решает.
  • Качество бизнеса. Современные поисковые алгоритмы оценивают не только сам сайт, но и бизнес, который за ним стоит. Если ваши цены выше, чем у конкурентов, услуг меньше, а в сети много негативных отзывов, робот вряд ли поставит сайт на высокие позиции.
  • Структура. Если у сайта плохая навигация, все услуги не структурированы и свалены в кучу, это тоже негативно отразится на ранжировании.
  • Контент. На страницах должны быть качественные тексты и описания услуг, хорошие фото и видео, структурированная информация.
  • Скорость загрузки. Если посетитель долго ожидает загрузку страниц и в итоге уходит с сайта, это называется отказом и плохо отражается на поведенческих факторах.
  • Наличие мобильной версии. До сих пор встречаются сайты стоматологий, которые криво открываются на смартфонах и планшетах. Между тем мобильный трафик давно опередил трафик с ПК. Поэтому наличие корректной мобильной версии — маст хэв для сайта стоматологии.

А вот про ужасные тексты, заспамленные ключевыми словами, лучше забыть: в 2023 году такой подход не работает и поисковые роботы давно научились считывать смыслы, а не ключевики.

На самом деле факторов ранжирования гораздо больше — несколько сотен. Но все они сводятся к одному: сайт должен быть качественным и максимально эффективно решать задачу пациента.  

Запуск контекстной рекламы 

Хороший способ быстро получить трафик на сайт или другие посадочные страницы, к примеру, соцсети или лендинги. Работает так: вы платите деньги, а «Яндекс» показывает ваши текстовые, графические или текстово-графические объявления над или под результатами поиска, а также в своей рекламной сети.

Рекламные модули могут быть показаны в поиске «Яндекса», в его сервисах, на страницах сайтов-партнеров и других каналах.

Плюс контекстной рекламы — возможность быстро получить переходы на страницу услуги. Минусы — контекст лучше рассматривать как способ привлечения первичных пациентов. Привлекли людей с рекламы — а дальше удерживаем их другими способами: программами лояльности, рассылками, подпиской на каналы в мессенджерах и так далее. 

Продвижение через медицинские порталы и агрегаторы

Для этого нужно зарегистрироваться, оформить профиль, выложить расписание специалистов, контактную и другую информацию. После этого — собирать положительные отзывы и отрабатывать негатив. Сайты медицинских агрегаторов почти всегда занимают верхние строчки выдачи по запросам, связанным со стоматологией и лечением зубов, поэтому быть там — просто мастхэв для любой современной клиники.



А еще стоматологическую клинику можно разместить на «Яндекс Картах», картах Google, и сервисах наподобие 2Gis. Такое продвижение работает сразу на несколько фронтов: пациенты могут найти ближайшую к ним стоматологию на картах, там уже есть отзывы реальных пациентов клиники, к тому же ЛПУ, размещенные на картах, показываются в результатах поиска.

Подход схож с предыдущим: для размещения клиники нужно зарегистрировать профиль, заполнить его и получать трафик. На картах и геосервисах есть и рекламные инструменты: показ вашей стоматологии в выделенных местах, приоритетное размещение в выдаче, выделение профиля графическими элементами. Все это неплохо работает, но стоит денег, поэтому пользоваться ими нужно аккуратно, чтобы оставаться в рамках рентабельности и не увеличивать стоимость привлечения пациента.

Соцсети и мессенджеры

Хоть я и объединила эти каналы в один пункт, подходы в продвижении здесь отличаются. Соцсети прежде всего нужны для формирования комьюнити клиники: здесь живое общение, лояльные подписчики, не возбраняется публиковать развлекательный контент и размещать посты о буднях клиники.

У мессенджеров более утилитарное и прикладное назначение. Каналы в мессенджерах больше нужны для информирования о клинике, ее услугах, расписании приема специалистов, проводимых акциях и так далее.

Для соцсетей важно правильно оформить сообщество (корпоративный стиль, важная информация, кнопки записи на прием), составить контент-план и регулярно выпускать посты: продающие, информационные, вовлекающие и развлекательные. В мессенджерах обычно работает бот — робот, который имитирует общение с реальным сотрудником. Через бота можно записаться на прием, получить консультацию, оплатить услуги и так далее. А если в боте собрана аудитория пациентов или лидов, которые были на сайте, но не сконвертировались, то через сообщения в боте этих людей можно прогревать, то есть формировать доверие и/или рассказывать о новых акциях.

Личные бренды врачей

Последний канал, о котором я хотела бы рассказать. Подход основан на том, что пациенты часто идут не в клинику, а к конкретному стоматологу  — Иванову Ивану Ивановичу. Так вот: если этот специалист заведет блог, прокачает личный бренд, через него можно эффективно привлекать пациентов.

Блог может быть на сайте клиники, в социальных сетях, мессенджерах и других каналах. Главное — регулярно публиковать полезный контент и показывать экспертизу клиники через личный бренд врача. В блоге полезно показывать и других специалистов, например, в формате интервью или подкастов. Так вы избежите ловушки, в которой к популярному врачу будет очередь на полгода, а другие, не менее хорошие врачи, будут без работы.

Какой канал выбрать для продвижения, однозначно сказать нельзя. Я, как медицинский маркетолог, советую использовать комплексный подход. Ещё нельзя точно сказать, какой канал продвижения эффективнее — нужно смотреть по ROI и сумме денег в кассе, которую он приносит клинике.

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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