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    The art of cosmetic consultation

    The pathway to your patient’s ‘Yes!’

     

    Pricing

    Pricing for procedures varies by the practice. Ideally, the patient charge equates to your expertise and the overall outcome. Mature practices may be fortunate enough to follow Dr. Bay’s pricing algorithm, where set prices exist for various procedures and outcomes, rather than charging per syringe. 

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    “I have named every single procedure in my practice to weed out syringe shoppers and to promote me and the practice instead of the products,” he says. 

    Dr. Burgess charges per procedure but encourages maintenance programs. 

    “Some patients get excited with the initial improvement and are pleased enough not to continue treatments,” she says. “I do, however, set up a treatment plan for all patients similar to dentists.”

    Closing the consult

    All of us have successful closure rates following cosmetic consultations, meeting or exceeding 90%. All four of our practices have a follow-up plan with new patients, from a clinic follow-up visit to phone or email contact depending on the recovery from a particular procedure.

    Some final advice that carried through all of our experiences is to maintain high standards, educate patients, and ensure a good physician-patient relationship is established.

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    Dr. Bertucci demonstrates the value of charging for a cosmetic consultation adding, “The cosmetic closure rate went up once we started charging a consultation fee.” 

    Dr. Burgess informs patients of the procedure several times during the visit.  “Everyone needs three reminders:  1.  You tell them, 2.  You tell them again, and 3.  Then you tell them that you told them!” 

    Similar to myself, Dr. Bay encourages patients seek multiple opinions from other cosmetic practices. We both also select patients for treatment that are a good fit for the practice. Dr. Bay asserts, “They need to like me and I need to like them. This allows me to create a practice with very nice patients.”    

    Keep in mind that this should be fun. It is a wonderful experience to share in the joy of restoring confidence in a patient’s appearance. If you keep the patient’s best interest at heart, and not your bottom line, you will find that you cultivate a successful practice in which long-term patient relationships and financial success follows.

     

    Palm-Melanie90x90.jpg
    Melanie D. Palm, M.D., M.B.A.
    Melanie D. Palm, M.D., is director of Art of Skin MD in Solana Beach, Calif. Visit her at http://www.artofskinmd.com

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