Продающий Instagram клиники – секреты от Svipе Agency

Маркетинговое агентство Svipe Agency 2,5 года продвигает в социальных сетях «Свою клинику» — центр пластической хирургии и косметологии в Санкт-Петербурге. За это время количество участников группы во ВКонтакте выросло с 905 до 8 500, а Instagram — с 450 подписчиков до 12 100 (и эти цифры постоянно растут). Посещаемость сообществ — от 3000 уникальных пользователей в месяц. Заказчик доверяет SMM-команде и соглашается на любые предложения. Как результат — множество экспериментов, провалов и успехов. В первой части статьи мы уже рассказали вам о ВКонтакте, теперь Instagram.

В Instagram — аккаунте «Своей клиники» все стабильно, но средняя стоимость клика — больше 20,05 рублей. С недавних пор соцсеть еще и прибавляет к ежемесячному счету 20% НДС. Во ВКонтакте средняя стоимость клика — 13,2 рублей.

При этом у Instagram выигрывает у ВКонтакте в ряде аспектов. Например, соцсетью пользуется более лояльная к beauty-процедурам аудитория. Но мы хотим улучшить показатели и тестируем разные гипотезы.

Конкурсы и розыгрыши

За почти три года мы разыгрывали процедуры по увеличению губ, подтяжке лица, увеличению груди, курсы эпиляции и пилингов, сертификаты на 50 000 рублей и 75 000 рублей и даже один iPad. Гаджет оказался самым непривлекательным, зато выстрелила «грудь».

Механики всегда были разными. Площадки тоже. Чаще всего мы дарили три разных подарка трем победителям, чтобы рассказать о большем числе услуг клиники и привлечь больше пользователей.

Механики для Instagram:

  • Поделиться в Stories записью о конкурсе, отметить аккаунт клиники и подписаться на аккаунт. Вариант дает наибольший охват и на данный момент нравится нам больше других.
  • Отметить в комментариях двух друзей и подписаться на аккаунт. Еще довольно популярный формат, хотя подписчики и немного устали от него. Не используем его уже полгода.
  • Поставить лайк на последние пять записей и написать комментарий «участвую» под конкурсной записью. Формат помогает увеличить охват, подходит для конкурса с недорогим призом.
  • Подписаться на два аккаунта (подходит для совместных конкурсов двух и более организаций, а также для конкурсов формата «клиника+врач»).

По последней механике мы разыгрывали сертификат на 75 000 рублей на пластическую операцию за подписку на аккаунт клиники и аккаунт врача, который будет проводить операцию.

Не самая удачная идея

Совместный конкурс со стоматологией, которая работает в том же районе и имеет схожую статистику при большей аудитории.

На странице стоматологии разыгрывали «идеальную улыбку». Они — отбеливание зубов, мы — увеличение губ. Рассчитывали на гораздо больший отклик, но удалось собрать 70 участников. Для нас это непривычно мало. При себестоимости процедуры около 10 000 рублей каждый новый подписчик стоил почти 143 рубля. Дорого, ведь некоторые подписались только ради конкурса.

Вывод: выбирать партнера стоит тщательнее.

Самая удачная идея

На этот раз в своем Instagram @svoyaklinika мы запустили конкурс, в котором приз — контурная пластика (увеличение) губ.

Механика: 10 дней участники отвечали на вопросы. Вопросы публиковались отдельными постами и чередовались с продающими сообщениями. Вопросы были и на угадывание, и на умение пользоваться поисковиками.

Этим конкурсом мы убили сразу толпу зайцев:

  • увеличили охват страницы благодаря комментариям;
  • убедили участников подписаться на уведомления о новых записях «Своей клиники», чтобы не пропустить очередной вопрос;
  • рассказали о своих конкурентных преимуществах, публично отвечая на вопросы;
  • познакомили с косметологическими процедурами из прайса;
  • доказали экспертность специалистов и их любовь к безопасности;
  • стимулировали (вопросами 2, 7 и 9) подписчиков зайти на сайт клиники, изучить перечень и стоимость процедур, а также познакомиться с косметологами клиники;
  • наладили контакт с подписчиками, увеличили их лояльность, отвечая каждому участнику в Директ, правильно он ответил на вопрос или нет;
  • собрали всех участников в базу для таргетинга «Пользователи, которые писали в Директ» благодаря переписке;
  • сняли видео о процедуре увеличения губ с победительницей конкурса и использовали его в публикациях и рекламе;
  • привлекли в клинику 23 клиента из 80 участников, подарив каждому скидку 15% (больше нам не разрешили) на любую процедуру у косметологов.

Вывод: нестандартный подход позволяет решить целый комплекс задач.

Самый большой провал

Механика была простая: участник должен выложить в Stories любое фото, написать «Хочу iPad» и отметить аккаунт клиники. Мы еле-еле собрали 50 участников за две недели. В последний день розыгрыша нас поддержала блогер, с которой мы сотрудничали. У нее было 210 000 подписчиков, но после ее Stories участников не прибавилось.

Стоимость iPad — около 20 000 рублей. Количество пришедших благодаря конкурсу подписчиков посчитать невозможно, но каждый участник стоил нам 400 рублей. Было стыдно.

Вывод: ошиблись с призом. Прошли те времена, когда розыгрыши продукции Apple собирали рекордное количество участников. К слову, мы провели 40 подобных проектов для других клиентов и 10 для «Своей клиники».

Советы от Svipe Agency

  • Выбирайте приз, интересный для максимальной целевой аудитории.

Много ли будет участников, если выбрать, например, отопластику (пластику ушей)?

  • Подумайте, не вызовет ли ваше предложение стеснение у участников.

Например, девушкам будет неловко делать репост конкурсной записи а-ля «Выиграй интимную пластику или подтяжку груди».

  • Cоздайте вокруг приза ореол недосягаемости.

Выбирайте не самый дорогой приз, а тот, который люди хотят, но вряд ли купят сами, даже если есть деньги. Пример: курс лазерной эпиляции (стоимостью около 20 000 рублей) собрал в три раза больше участников, чем сертификат на 50 000 рублей.

Там дешевле и эффективнее. Во ВКонтакте придется давать призы дороже, а результат будет хуже.

Личный бренд врача

Instagram — идеальная площадка для развития личного бренда врача. Развивать личный бренд проще и дешевле. Косметологов «Своей клиникой» мы учим «Как продвигать свой аккаунт в Instagram». Пластические хирурги клиники оплачивают часть стоимости своего продвижения агентством, остальное компенсирует работодатель. Такой подход дает максимальные результаты.

Работа с блогерами

Пожалуй, это главное преимущество Instagram. Мы привлекли 30 разных блогеров с аудиторией от 10 000 до 250 000 подписчиков. Условия — бартер за услуги косметологов. Большинство из них не дали ни записей, ни новых подписчиков. С эффективными продолжаем сотрудничать. С выбором блогеров промахивались в 8 случаях из 10. Делимся лучшими практиками.

Как выбрать амбассадора

  • Изучайте качество аккаунта блогера.

Используйте программы LiveDune и Getblogger. LiveDune дает бесплатный тестовый доступ на три дня и общую информацию об аккаунте, вовлеченности аудитории блогера, взаимодействиях, динамике набора лайков и роста подписчиков. Обращайте внимание на все вышеперечисленные показатели.

Например, вы определились с блогером и настал черед проверки.

«Общая информация»

Аудитория лайкает и комментирует посты на 304,3% больше, чем у похожих аккаунтов (по количеству подписчиков). Печальная статистика, поскольку ниже указано, что на каждые 100 полученных лайков приходится 0 комментариев, следовательно, лайки накручены.

«Взаимодействия»

В феврале 2019 года был прирост аудитории +3 485 человек, далее – спад. Возможно, это результат конкурса, бартера, рекламы, накрутки. То же самое – с лайками и комментариями. У блогеров с живой аудиторией нет такого разброса в росте и падении этих показателей.

У сервиса Getblogger функционал шире, но в нем нет бесплатного тестового режима. Проверим одного и того же блогера. При анализе в Getblogger мы видим следующее:

При аудитории в 55 461 тысяч качественная аудитория (количество качественных подписчиков из России) составляет всего 8 337 человек или 15%.

Еще важные показатели: геолокация, пол и иная аналитика по аудитории.

Диаграмма показывает процентное соотношение стран, городов, полов, ботов и т.д. Выводы делайте сами. Кого-то устроит данная статистика, кто-то посчитает, что много накруток во всем. Не останавливайтесь на одном блогере, а постепенно нарабатывайте базу.

  • Приглашайте блогера несколько раз.

Блогеры публикуют два-три рекламных поста в неделю. Пользователи привыкли и узнают рекламные посты по ссылке на другой аккаунт. Часто рекламные посты они даже не читают.

Работайте с амбассадором несколько раз, чтобы его подписчики заметили ваш бренд. И чтобы убедить их, что блогер – реальный пациент клиники, а не рекламный агент. Еще вы сможете рассказать о нескольких направлениях услуг, что позволит охватить большую аудиторию.

  • Заключайте договор.

Это нужно делать обязательно! Кроме сроков выполнения обязательств в договоре можно указать, какое количество постов и Stories должен опубликовать автор, какая информация должна быть в постах.

Пропишите KPI, если блогер согласится. Инфлюенсер – такой же исполнитель. Обозначьте все условия сотрудничества, чтобы потом не обнаружить ненужную вам информацию у него в блоге. Возможно и мошенничество: когда блогер не сделает публикации.

Один блогер решила доказать свою эффективность и купить подписчиков для «Своей клиники». Сделала это ночью, в надежде, что SMM-специалисты спят и не увидят. Но мы вовремя заметили нездоровую активность от ботов и попросили девушку остановиться, на что получили ответ а-ля «Это происки конкурентов».

Вот как это выглядело:

Она успела накрутить нам около 200 подписчиков, и все аккаунты выглядели примерно как на фото. Пришлось удалять их вручную.

Massfollowing

А также Massliking и Masslooking мы активно использовали раньше, но сейчас отключили. Начались серьезные блокировки аккаунтов, которые пользуются этими инструментами. Если раньше соцсеть блокировала возможность ставить лайки на сутки, то теперь может запретить делать публикации на срок от недели. Рисковать мы не стали и отключили программу.

Видеоконтент

  • Видео «до/после».

Когда все уже научились делать коллажи «до/после», ими стало сложно кого-то удивить. Мы стараемся показывать результаты косметологических процедур и пластических операций в формате видео. Накладываем на такие результаты аудиодорожки с комментариями доктора или отзывами пациента.

К видео невозможно оставить комментарий а-ля «Это все фотошоп!»

  • IGTV

Сейчас это особенно важно, ведь Instagram всячески пытается продвинуть этот формат, выделил для нее отдельную вкладку на главной странице профиля, предлагает в самом топе раздела «Рекомендованное».

Мы загружаем туда видео длиннее одной минуты и публикуем уже прошедшие прямые эфиры, чтобы они были доступны для пользователей всегда.

  • Прямые эфиры

Темы мы выбираем вместе с подписчиками. Предлагаем им либо открытые вопросы, либо выбор из двух тем эфира. Голосование проводим в Stories, так как интересы специалистов и пациентов не всегда совпадают.  

Например, мы придумали, как нам казалось, интересный формат: «Баттл между косметологом и пластическим хирургом». Успели провести их по двум темам: «Подтяжка лица нитями или хирургическим путем» и «Коррекция подбородка филлерами или имплантами». Оба раза вышло не очень. Аргументы докторов хоть и были убедительными, но уж слишком обоим хотелось подчеркнуть минусы метода соперника. А из прямого эфира, как говорится, слов не выкинешь. Заявок с эфиров не было, возможно, зрителей спугнули как раз эти аргументы.

  • Stories

Мы продумали рубрики для актуальных историй: акции, полезная информация, вопрос/ответ и по одной относящейся к самым популярным операциям. Публикации в Stories выкладываем ежедневно. Снимаем видео и в операционных, и в косметологических кабинетах. C пациентами договориться о съемке не так сложно, как кажется. Обычно хватает вежливой просьбы, особенно если пациент лояльный. Если пациент сомневается, но снять его хочется, предложите небольшую скидку.

В Stories мы стараемся добавлять интерактив: вопросы, голосования, тесты, чтобы:

  • привлечь дополнительное внимание пользователей;
  • показать, что нам интересно мнение наших подписчиков;
  • приучить людей взаимодействовать с нашим контентом, а не просто его пролистывать.

Есть еще одна особенность работы в Instagram со «Своей клиникой». Пару лет назад мы создали второй аккаунт по косметологии. Признаться честно, тогда мы не совсем понимали, зачем это нужно. Просто так попросил клиент. Но со временем поняли, что идея отличная по ряду причин.

  • Есть пациенты, которых интересует только косметология, им не хочется смотреть на результаты пластических операций и читать информацию о них. Это девушки до 30 лет и те, кто боится хирургических вмешательств, наркоза и серьезных изменений в целом.
  • Мы настраиваем таргетированную рекламу на оба аккаунта. Если потенциальная пациентка перешла в профиль с рекламы «увеличения губ», ей потребуется время, чтобы отыскать примеры до/после в общем аккаунте. Если аккаунт посвящен только косметологии, она увидит нужный ей результат как минимум в одной из последних девяти публикаций.
  • Два аккаунта позволяют публиковать ежедневные посты и от 1 до 5 Stories. При этом мы не надоедаем нашим подписчикам, не перегружаем их нашим контентом. Еще это дает выбор – подписаться сразу на оба или следить только за одним.

Цифры и факты об аккаунтах во ВКонтакте и Instagram «Своей клиники»

142 – среднее количество пользователей, которые пишут в Instagram Direct и сообщения группы ВКонтакте ежемесячно.

48,7 – среднее количество ежемесячных записей пациентов через сообщения в соцсетях. По количеству сообщений с небольшим отрывом лидирует ВКонтакте.

127 – среднее количество звонков из социальных сетей в месяц (первичные и вторичные пациенты).

41,2 – среднее количество ежемесячных записей пациентов через номер телефона, который привязан к социальным сетям.

106 – среднее число комментариев, которые ежемесячно оставляют пользователи. По активности комментаторов лидирует Instagram.

70 000 рублей– ежемесячный рекламный бюджет на таргетированную рекламу. По 35 000 рублей на каждую соцсеть.

12 100 рублей – средний чек (косметология) в апреле.

44 708 рублей – средний чек (пластическая хирургия) в апреле.

291 рублей – средняя стоимость заявки из социальных сетей (в апреле).

646 рублей – средняя стоимость записи из социальных сетей (в апреле)

Стоимость зависит не только от агентства, но и от администраторов, которые обрабатывают заявки. Мы прописали для них скрипты ответов и раз в месяц проводим небольшое обучение.

Это наш путь проб и ошибок и только малая часть опыта, который Svipe Agency наработало за 2,5 года существования. Впереди еще много экспериментов. Удачных и не очень. Но только так можно двигаться вперед, развиваться самим и развивать своего клиента. Безусловно, перечисленные методы продвижения бренда и привлечения клиентов в соцсетях ВКонтакте и Instagram доступны каждому руководителю и маркетологу. Внедряйте, пробуйте новое и обязательно замеряйте эффективность всех действий.

Читайте статью о продающей группе ВКонтакте от Svipe Agency, а также кейс по нестандартному SMM от питерской клиники “ОсНова”.


Сотрудники маркетингового агентства Svipe Agency отлично знакомы с медициной. Один из основателей агентства создал клинику, ставшую первым заказчиком. Постепенно команда бывших маркетологов клиник выросла, превратилась в полноценное агентство, которое теперь ведет SMM сторонних медцентров. Агентство любит эксперименты и стремится дать клиенту пациентов, а не отчеты.


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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