Body Contouring Academy's Proven Profits Podcast

How many times do you get asked if you do Coolsculpting? Would you like to answer ‘yes’? Listen to this episode to learn all about the cryolipolysis fat freezing technology, get the skinny on Coolsculpting (it may surprise you), and find out about our cryolipolysis fat freezing certification course.

What do you know about laser lipolysis, the destruction of fat by a laser. Lipo Laser is a non-invasive form of laser lipolysis. And it can do something no other body sculpting treatment can do. If you’re not offering it, you should consider getting started on the lipo laser certification course. Listen to this episode to learn what makes Lipo Laser unique, and what it can do for your clients...and your business.Body Contouring 6-in-1 Masterclass

Your choice of body contouring machines is critical to your business success whether you’re brand new to the body sculpting business or adding body contouring services to your existing business. But how do you choose when there are literally thousands of choices? Listen to this episode. We explain how to make the smartest machine purchase decisions, and share the process we’ve used to build our 7-figure medical spa.Links from this show:How to choose the best body contouring machine for your businessHow much does it cost to start a body contouring businessBody Contouring 6-in-1 MasterclassElectromagnetic Muscle Stimulation (EMS technology)Vacuum Therapy 4-in-1 MasterclassWhole Body Vibration Platform (Vibration technology)

Researchers have successfully genetically altered fat cells to make them burn calories. Will this breakthrough eliminate the need for fat reduction treatments in the future? What does this breakthrough, and others like it, mean for the non-invasive body contouring business? Tune in to this episode to hear our discussion and answers to all of these questions.

Curvy enhanced booties have been all the rage for several years...and the desire for them is not going away anytime soon. Learn about vacuum therapy technology, the vacuum therapy butt sculpt (aka non-surgical brazilian butt lift) treatment, the vacuum therapy 4-in-1 Masterclass...and how you can use this one technology to treat four different body conditions, and yeilds incredible income potential. Vacuum Therapy 4-in-1 Masterclass course link: https://bodycontouringacademy.com/vacuum-therapy-online-certification-course/

Non-invasive body contouring technology is safe and effective, but it does not come without risk. PAH after cryolipolysis has come into the public eye recently due to a decidedly public lawsuit brought by supermodel Linda Evangelista. Listen to this episode to get the very latest on this devastating side effect, PAH. Visit www.bodycontouringacademy.com to learn more about non-invasive body contouring.

We are so often asked, “Are all of your courses online?” And, “How do I learn how to perform the treatments online?” We break down our answers to both of these questions in this podcast. In our experience, online learning students become highly skilled body contouring technicians and build highly successful body contouring businesses...much more often than those who attend in-person workshops. Listen to our reasons, and see if you agree.Visit www.bodycontouringacademy.com to learn more about non-invasive body contouring.

Do your clients complain of belly fat? What do you tell them. In this episode, you’ll learn what to tell them. We share the 7 reasons why clients can’t get rid of belly fat and why they need body contouring treatments. 

 “We’re seeing a swing in the aesthetics industry for treatments that have a   serious holistic wellness punch, especially coming out of the pandemic.”    It’s no wonder that a machine that provides cellulite reduction,   muscle toning, improved collagen and elastin, and body   contouring benefits - PLUS - serious holistic health and wellness   Benefits - is a red hot commodity. Delaney Allen-Mills, Director of   Training and Quality at Artemis Distribution, joins us to give us all the    scoop. 

Now’s the time to start your own body contouring business or add body contouring to your existing business. In today’s episode, we unveil the ultimate body contouring certification course, our Body Contouring 6 in 1 Masterclass. Includes fat cavitation, RF skin tightening, lipo laser, vacuum and LED technologies...all with just one 6 in 1 machine. For more information & to enroll in the 6 in 1 Body Contouring Masterclass: https://bodycontouringacademy.com/body-contouring-6-in-1-masterclass/

  “We want to build a community of successful entrepreneurs who empower their clients to be comfortable in their own skin.” In this episode, we are joined by Delaney Allen-Mills, Director of Training and Quality at Artemis Distribution, filling us in on the remarkable ‘Cryoskin.’ She not only tells us all about the fat reducing, tissue tightening and cellulite smoothing benefits of Cryoskin, but gives us insider information about the 30 day Cryoskin Free Trial and many other perks offered to qualified providers.   

 “There’s not a better device (Sculpsure) on the market right now for permanent fat reduction.” In this episode, we interview Jesse Eslora, co-owner of Sculpt Away med spa in San Antonio, www.SculptAway.com, about how he has achieved mega success with Sculpsure. His med spa runs two Sculpsure devices full time and he has a need for a third. 

In this episode, we’re joined by Christine Curry of SnatchedBodies_Spa of Fredrick, Maryland. Just 24 years old, Christine went from full time Amazon employee to owning and operating her own body contouring business within the period of just one year. And even more remarkable? She did it with just one device, the 6 in 1 Cavitation Machine. Hear her inspiring story as she describes each step of her journey. Connect with Christine on Instagram @SnatchedBodies_Spa

Listen as Shannon and Kay reintroduce the Body Contouring Academy, the Proven Profits Podcast, and themselves to the audience. And how they want YOU, the aesthetic provider, to tell your body contouring business success story on the podcast. Contact them to tell your story!

If you’ve followed us at all, whether you’ve listened to our podcasts or taken one of our courses or you are an Academy member, you know we urge you to get as many positive reviews, testimonials and patient videos as you can get.You want to show the world that you do excellent work, that your patients love their results and that your patients love you and your team.  But often times, even though your patients are very happy, they have some hesitation and reluctance in going on video or even writing a review.  Does your team struggle with convincing patients to leave a review or provide a testimonial? What are some ways to convince your patients to help you out with their testimonial or review? We’ll answer all of these questions - and more - in this episode.  We’ll show you how to show the world your patients love you. Let’s dive on in.First, you must know how to determine if the time is right to ask.  Then, you have to take specific steps.    So let’s start with how to identify when the time is right to ask and then take a look at some steps to get those reviews and testimonials.First, you must be able to determine the right time, in other words, identify the right opportunity. How do you identify good opportunities for reviews and testimonials?Opportunities present themselves in three ways.Can arise when you expect themCan arise unexpectedlyYou can strategically create them   Let’s take a look at each of these individually.  Opportunities that arise when you expect themLook for these opportunities during visits that involve patients evaluating their progress. Follow Up VisitsOpportunity arises with patients very excited about reduction or other good resultsTell the patient how excited you are Ask her to share her story with a Video Testimonial...NowIn other words, get her while she is hotThese patients will be your very best opportunity to get video footageIf the patient wants to delay it to a later day “to look better,’ tell her it won’t take long and she looks beautifulAsk her specifically, “Will you please do us this...

When you have a non-invasive body contouring practice, no matter what technology you use, you must have a firm grasp on the lymphatic system. That’s because the lymphatic system plays an integral role in every single non-invasive body contouring treatment out there.  And you will likely not achieve good body contouring results in the absence of healthy lymphatic flow. So listen up. In today’s episode, we’re going to give you a detailed refresher course in the all-too-often overlooked, yet most significant physiological system (at least in the world of body contouring), ...the lymphatic circulatory system.  Though the lymphatic system serves two other extremely important functions, fatty acid transport and in ensuring our immune health, the crucial function we’re discussing today is its role in removing fluids, waste and toxins from our bodies.  So what is the common role the lymphatic system plays in every non-invasive body contouring treatment? The lymphatic system must mobilize and eliminate fats, waste and other debris left behind after the technology has caused its damage or destruction.  So it doesn’t matter if you are performing Zerona and you must eliminate the lipids that leaked out into the interstitial space from the damaged fat cell membranes or if you are performing SculpSure and you must eliminate the destroyed fat cells and other debris, it’s up to the lymphatic system to drain and eliminate what has been left behind. Just a bit ago, we said the lymphatic circulatory system. Did you catch it? That’s right. The lymphatic system is a second circulatory system in our body, the first being our blood circulatory system.  But unlike blood circulation, which moves actively because of our heart pumping, lymphatic drainage is a passive drainage system. The heart does not move it.Hippocrates once described our lymphatic system as carrying our “white blood.” That so-called white blood is called lymph and you have to keep the lymph flowing for healthy function.  Think of the lymphatic vessels as a giant drainage system for the body. And just like the sink getting clogged at your home and not draining, if that lymphatic drainage slows down or gets held up in your body, you are not going to get rid of the fluids and waste properly. When that happens with your patients, they won’t be able to see the reduction because the waste and fluids are still present in the body creating an increase in size. So we need good lymphatic function. For healthy lymphatic flow, the lymphatic system needs Movement by the bodyHydrationDeep BreathingProper NutritionLow Stress...

We all love it when we have patient visits for body contouring treatments, but we’re sometimes guilty of not getting overly excited about follow up visits, right?&nbsp; All of us. Have you ever heard your team making comments like, “it’s just a follow up” or “I don’t really have much today, just follow up visits.” Or have you ever been guilty of looking at the schedule and thinking those things?We absolutely cringe at those kind of remarks and thoughts because follow up visits are so extremely important, maybe more important than the treatment itself.&nbsp; That’s because your patient’s judgement and opinion of you and your facility will be based in large part on her perception of how good her results are - in her opinion, that’s proves success of the treatment.&nbsp;That’s how she’ll ultimately decide&nbsp;whether you really are a body contouring expert... or notwhether she’ll have good things to say about you... or not&nbsp;and&nbsp;whether she will continue coming to see you for future services...or not.Pretty important, right?&nbsp;&nbsp;&nbsp;So how do we get our team fired up about the importance of follow up visits?&nbsp; How do we get them to see how follow up visits benefit the patient, how the follow up visits benefit the practice and how the benefits to the patients and the practice ultimately benefits them, the team?&nbsp; How do we get them to take the right steps? We do it with team education and a sound follow up protocol.&nbsp;&nbsp;&nbsp;If you want to learn how to develop a follow up protocol that’ll turn your patients into long term loyal fans, you’re in the right place.&nbsp; In today’s episode, we’re going to give you a winning follow up protocol. So listen closely as we break down the follow up visit from one 30 minute visit to 7 much smaller components that’ll make your patients love you and want to come back for more.&nbsp;&nbsp;Here are the 7 components&nbsp;Start off with discovery about the patient’s feelings regarding her results, or Subjective Results&nbsp;Get the patient’s post-treatment weightTake great “after” photos, from which you will make Objective findingsKeep the patient busy while you&nbsp;Create your follow up treatment plan&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;6. Have a ‘sit down’ review and conversation about the patient’s results&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;7. Make recommendations, i.e. other treatments, products,&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;supplements, another follow up visit &amp; makes sure the patient has a&nbsp;<span style="background-color:...

The subject of pain and/or discomfort during body contouring treatments came up in conversation the other day.&nbsp; We were noting that we don’t have to deal with patient discomfort much with non-invasive body contouring, but when you do, you really need to know how to help the patient.&nbsp; You don’t want your patients feeling bad, having a bad treatment experience, and leaving unhappy.&nbsp;&nbsp;Do you offer or perform procedures and treatments that some patients find uncomfortable or even painful?&nbsp; It’s true that undergoing some non-invasive body contouring treatments, like SculpSure and CoolSculpting and a few others, can be challenging for some patients.&nbsp; So, what is the best way to help your patients get through a treatment they find difficult? And, is it possible to make their treatment experience a positive one?You definitely can make the treatment a positive experience.&nbsp; In today’s episode, we’re going to provide you with some easy-to-use interventions to reduce the patient’s discomfort, alleviate the patient’s anxiety and transform what could have been a dreadful experience into a wonderful, positive experience.&nbsp;&nbsp;&nbsp;&nbsp;And you don’t need to use medications or other agents.&nbsp; Say no to drugs. You should use distraction methods instead.&nbsp; Distraction is defined as shifting or moving attention away. In other words, these interventions involve moving the patient’s focus away from the pain, anxiety or discomfort and toward another activity or even towards you.But distraction is not just in your head.&nbsp; It’s not just a psychological phenomenon. It’s actually a neurological mechanism.&nbsp; Medical studies using MRI show us that distractions actually inhibit the response to incoming pain signals. This is huge because these findings show that mental processes can actually alter the experience of pain...decrease the feeling of pain.&nbsp;&nbsp;So, it’s really two fold.&nbsp; First, the patient is focusing on something else, and giving the patient’s brain another activity to engage in, and away from their pain.&nbsp; Second, the mental distraction changes the neurological processes and interrupts the pain signals going to the brain, actually reducing the pain.So, are you convinced?&nbsp; Do you see how distraction interventions really do treat pain?&nbsp;&nbsp;Now, let’s get started with some distraction activities you can easily use.First, when you have a patient having a hard time, sit on a rolling stool and scoot up close to the patient’s face.&nbsp; Look at her face. You’ll be able to read her feelings.&nbsp; Talk to her. Ask her about her kids, her job or her pets.&nbsp; The conversation will change her focus away from her discomfort.&nbsp; Make sure she keeps her eyes open and looking at you for visual signals to the brain.&nbsp;&nbsp;Next, when a patient is really struggling, try breathing.&nbsp; Remember Lamaze?&nbsp; It was all the craze for a while.&nbsp; The Lamaze Method utilizes a breathing technique to distract women from labor pains.&nbsp; That’s intense pain, not the short term, milder pain we see with...

To grow and succeed in sales, you must embrace the art of follow up and become very skillful at it.&nbsp;&nbsp;In our previous episode, #021, we gave you the proven strategies you must use in building your follow up process.&nbsp;If you missed it, be sure to tune in so you have the foundation needed for this episode. We explained that most sales professionals have to work through some emotional barriers prior to developing the skill needed for follow up.Developing and implementing a Follow Up Process based on proven principles will be a game-changer for you.&nbsp;If you follow up right, and follow up on a consistent basis, you’ll win big.&nbsp;&nbsp;Since 64% of businesses admit they don’t have any organized way to nurture unsold patients, and if you do have a system, you’ll be sure to be a top tier body contouring provider.&nbsp;&nbsp;We’re going to make it easy for you to do that.&nbsp;Today we will provide you with the essential elements we use in our medical spa in designing our follow up systems - our Immediate Follow Up System and our Long Term Follow Up System AND we’ll unveil our 30 day Model of Follow Up so you can put it to use in your practice immediately.&nbsp;&nbsp;Let’s start with the immediate action you need to take.&nbsp;Your Immediate Follow Up System should include some form of follow up the day of the unsold Consultation...the same day of the visit.&nbsp;We use and recommend using an email because we want to include several elements in our communication and it tends to be too long for text.&nbsp;&nbsp;These are the elements you should include in your “same day” follow up.&nbsp;You can follow these as steps.Same Day Follow Up Communication ElementsExpress your gratitude to the patient for her time spent.This communication should feel personal.&nbsp;Make mention of the patient’s goals and concerns.You should summarize your recommendations for her primary concern and your recommendations for all of her concerns.&nbsp;&nbsp;This communication should contain another pitch about why you are the best choice.&nbsp;You should advise the patient of the next steps.End this communication with a call to action.Be sure to tell the patient before she leaves your office that you’ll be sending this email and describe briefly what it will contain.We recommend sending a short text message to the patient after you send the email.&nbsp;You could send a message like this.“Hi Christie, this is Shannon at Sculpt Away.&nbsp;I just sent an email your way. You may need to check your spam folder too.&nbsp;We’ll talk again Thursday. Beautiful wishes!”&nbsp;Do you notice how she took this opportunity to remind the patient of the next step?&nbsp;&nbsp;<span...

Have patients left without buying? Listen as our hosts share with you the fundamental strategies of their proven sales follow up system and why you should implement them to bring aesthetic patients back in to buy from you. &nbsp; The show notes go even deeper and are located here: Read Full Transcript Your patient came in for her consultation, but even though you know did everything right, she did not buy. Now what?Well, she’s not gone for good. You’re just moving on to Step 2 of the Sales Presentation. With your failure to close at the Consultation, your Sales Presentation just evolved into a 2 Step Process. Step 2 is the Follow Up Process.So many sales professionals make the mistake of never moving to the Sales Follow Up Process. It’s estimated that 48% of sales professionals never contact the patient again after she leaves. Huge Mistake. That’s close to a guarantee you’ll never close the sale. Don’t be one of the 48%.You absolutely must follow up...and more than once or twice. In this episode, we’re going to provide you with the information, tools, and foundation you need to ace the Follow Up Process, lead those patients back to your office to buy from you and become a number one seller.Wouldn’t it be great if every patient who came in for a Consultation bought from you? Unfortunately, a percentage of those patients won’t. Statistics show that 57% of the patient’s purchase decision has been completed by the time they come in for the Consultation. So shoot for at least a 57% sales conversion rate.You’ll need to continue to work the remaining 43%. What do we mean by “work them?”We mean you must follow up, call them, email them, text them. Unfortunately, most sales professionals don’t like follow up and don’t do a great job at it or don’t do it at all. It’s the most unglamorous part of the sales process. Good sales professionals never give up on unsold patients and make certain that someday these patients do come back and buy. If you want to be in that top tier of body contouring providers, and if you’re listening to this podcast - we think you do - we know you’re going to do it and we’re telling you it doesn’t have to be such an unenjoyable burden. As the saying goes, work smarter, not harder. The secret to the kind of awesome follow up that will be sure to bring patients back in to buy from you is in developing a follow up system, or a process.So how do you design and develop your sales follow up process?Start with a good foundation. Include all the necessary elements. First, start with this Theme: Polite Persistence This means you must be relentless in your sales follow up and Follow up regularly But not so often to be perceived as a pest.Next, include Proven Strategies Use a Follow Up Schedule No one will fall through the cracks when you map out your ScheduleUtilize different Contact Formats Use a combination of telephone calls, email and text (we’ll go deeper into forms of contact in our next episode) Time your follow up for maximum impact Contact more frequently in the first 21 daysLeverage both phone scripts and text & email templates Save time and stay consistentTrack and document all contact attempts Review all information before contactingAlways get agreement on the next steps Be considerate, set a date or time period and contactYou’ve learned that nearly half of sale professionals avoid...

Kay and Shannon spell out their preferred conflict resolution system and illustrate ways you can easily implement this process in your practice. &nbsp; The show notes go even deeper and are located here: Read Full Transcript It’s often said that the best teacher is your last mistake. So true...those lessons we’ve learned the hard way and the problems we’ve faced because of them. We don’t ever forget those, do we?!In the body contouring world, one of our biggest problems can be dissatisfied patients. We’ve probably learned from some of those mistakes. Whether you’ve dealt with this before or not, every one of us will have an unhappy, complaining patient from time to time in the future. These patients may be dissatisfied with something you did or didn’t do. In other words, it could be something you need to correct in your practice. While other times your only mistake was missing out on detecting the potential problem from the outset...and preventing it by not treating the patient. Either way, when you have an unhappy patient with complaints, you must diffuse the situation and resolve her complaints. How do you do that? What is the best way to manage an unhappy patient? How do we best resolve complaints?We’re taking on this topic in the episode. We’ll share our blueprint for complaint resolution. And we’ll share a couple of key offerings we use to pacify unhappy patients. Let’s get started with our Complaint Resolution Blueprint. We use the BLAST Technique of complaint resolution.This technique was developed by Albert Barneto originally for the restaurant industry. Since then, it has been utilized by all types of service industries - banking, hospitals, cpa firms, digital firms...the list goes on. We like this technique because it provides simple steps that are easy to remember. The name itself, BLAST, is an acronym. And we like this technique because it includes all the crucial steps needed to successfully resolve any type of conflict. So what is BLAST?B is for Believe L is for Listen A is for Apologize S is for Satisfy and T is for ThankLet’s break this down and show you how you use it in your body contouring practice.Start with Believing the patient. Even if you don’t think the patient’s concerns are legitimate, convey to the patient that you do believe her Even if you don’t think the patient’s feelings are valid, convey to the patient that you do believe so When your patient perceives you believe her, she believes you are working in her best interest LIsten to the patient Use your active listening skills Stay relaxed Use good eye contact Restate the patient’s concerns: “What I hear you saying is you thought you’d see more reduction?” Allow the patient to speak until she stops This should move her to a state of cooperation Then Apologize Apologize for what she is feeling You’re not admitting guilt Say something like, “I am so sorry you feel disappointed because you thought you’d see a bigger difference.” Then suggest 2 choices of resolution. This makes the patient feel like she has some control You might offer these two options “We could offer you another treatment for half price. How does that sound?” or “You could return in 4 weeks for another follow up visit at no charge. It can take many patients a little longer to see change.

Listen as our hosts share you with you their secret to knowing when to say “no” to patients, which is guaranteed to bring you increased financial success and a happier life. &nbsp; The show notes go even deeper and are located here: Read Full Transcript We spend so much effort getting patients through our doors. Right?! The more patients, the better. That’s why it seems almost counterintuitive to talk about turning patients away. But we should not treat certain “difficult” patients. Did you know that studies show that most difficult patients end up as unhappy patients? In fact, studies even show that we, as providers, make more errors when we’re dealing with difficult patients.If you’ve ever had to deal with an unhappy patient you know what we’re talking about. It ruins your day and in most cases, it costs you too. How do we identify these difficult patients and determine their degree of difficulty? How do we decide who we treat and who we send packing? And finally, how do we say NO when we need to? We’ll answer all of those questions for you in this episode as we show you how to use the study of human behavior in your decisions ‘to treat’ or ‘not to treat’ and how doing so will lead to more success and a happier life.We’ll explore Behavioral characteristics that may be clues to a problem patient; and then we’ll Take a deep dive into several personality types you may or may not want to treat. Followed, of course, by how to say NO when you decide it’s best for your practice.BEHAVIORAL CHARACTERISTICS First, let’s look at some Behavioral Characteristics that may indicate potential problems. When the patient is critical of care provided by other providers When the patient already “knows-it-all” When the patient has a history of moving around from provider to provider When the patient tells you she’s had other treatments that “didn’t work”These are all certainly warning signs and pretty big red flags, but in our opinion, none of these characteristics alone should completely eliminate a person as a potential patient. What you should do is take a closer examination, using effective communication techniques to elicit more information.PERSONALITY TYPESLet’s move on to Personality Types. We’ve divided potential problem personality types into two categories. Category I & II. The personality types that fall into Category I call for close evaluation while Category II personality types should have a presumption of “do not treat.”Personality Type Category I - Evaluate Carefully Pay special attention to these patients. Carefully weigh the pros and cons of treating, then make your decision to treat or not to treat. Hoppers We touched on these types already These patients choose providers based solely on price, not value or quality They follow the “deals” and have no loyalty Caution: Be careful not to put this label on a patient who is on a budget and wanting to get a good valueBody Dysmorphic Disorder We don’t see much in body contouring Be alert if there is no fat to reduce or curves to enhance and do not treat If fat is present, okay to consider treatmentHigh Anxiety or Ultra Nervous and Insecure These patients require an excessive amount of reassurance and explanations Can really drain your time and your team’s time Best to make a “special” plan for this patient, i.e. more follow up appointments, etc.The “VIP” Their status...

Learn how to guarantee ‘happy patient endings’ by using these 5 core techniques to set realistic expectations from the start. &nbsp; The show notes go even deeper and are located here: Read Full Transcript All patients come in to a consultation and/or a treatment with expectations - realistic and/or unrealistic. The problem is they may not make all of their expectations clear to us. If this happens, if the patient has expectations she has not expressed and you have not detected, and if you treat her, there’s a likelihood that she will not be happy with her results. It’s nearly impossible to make patients with false beliefs or unrealistic expectations happy if you treat them. And conversely, setting realistic expectations from the start leads to high patient satisfaction. So how do we manage patient expectations? How can we uncover as much as possible? And how do we set clear expectations? We’re going to take a deep dive into this in this episode. We’ll examine several factors that can cause a disconnect between us as providers and our patients. And point out ways that patients and providers don’t think the same way….at all. We’ll give you 5 plainspoken steps that you must use to set clear, manageable expectations, demolish the risk of patient misunderstandings and make your patients feel exceedingly happy with their results. So let’s get started with our 5 steps.Step One. Satisfy the Patient’s Emotional Experience This one is easy to understand when you think of it this way. As providers we participate in the same consultation and treatment alongside the patient. But our experience of the consultation and treatment is quite different from that of our patients. Let’s evaluate how we look at results and how patients feel about results. As providers, we view whether a treatment is a success in terms of good clinical outcomes. Providers might say, “Yes, just look at that difference.” The patients, on the other hand, are much more likely to place importance on the emotional aspect of their care, whether the results they achieved made them feel the way they thought they would. Therefore, it’s so important at follow up appointments to emphasize the reduction with an emotion-provoking statement and get excited about it. Say something like, “Wow. Look at that beautiful hourglass shape you have now!” The patient will share your enthusiasm and she’ll feel good about herself and be thrilled with her results.Step Two. Avoid Information OverloadThis one can be a biggee. As providers, we know body contouring like the back of our hand. Patients don’t. In fact, many patients may even come in to see you full of misinformation. When you think about everything we discuss and cover during a consultation and a treatment, it’s a wonder patients understand as much as they do. You do need to provide the patient with a thorough understanding of the treatment. Break it up when you can. There are simple ways to do this. To avoid overloading the patient with too much information at once, provide in depth information on your website. Ask the patient to review this information prior to her appointment. You can also slowly drip information by email to the patient before the appointment - and even after the appointment. So send the patient emails on the days leading up to her appointments and perhaps following her appointments. You’ll be sure to set manageable expectations when you’re providing with the information to the patient and the patient...

Shannon and Kay provide you with the blueprint to insane success selling body contouring treatments using the Consensus Principle of Persuasion. &nbsp; The show notes go even deeper and are located here: Read Full Transcript Persuasion in sales has everything to do with human psychology and the study of human behavior. But you’re thinking. We’re in the body contouring business. Well, we too, are not psychologists, though sometimes we feel like it.Fortunately, none of us have to be psychologists. The study and findings of behavioral science tells us a lot. And the more we learn about human behavior, and then implement what we know, the more success we’ll achieve. It’s been 35 years since Dr. Robert Cialdini published his revolutionary findings on the six scientific Principles of Persuasion. We’ve discussed five of them in earlier episodes. If you missed them, go back and catch them. There’s valuable insight in each of them.Previously, we’ve broken down the Principles ofReciprocityLikingAuthorityConsistency, sometimes called CommitmentandScarcityIn today’s episode, we’ll explore the sixth and our final Persuasion Principle, the Principle of Consensus, sometimes referred to as the Principle of Social Proof.What is the Principle of Social Proof or Consensus? And how does this Principle trigger the response, “yes?”Even though all of us like to think of ourselves as independent people, we all look to others when we’re deciding how to act and sometimes even when we’re determining whether something is right or wrong. And the more people who are doing something, the more correct it seems for us to do.Behavioral scientists have a name for this kind of behavior. They call it a decision heuristic. That’s their term for a decision shortcut. Why do we take shortcuts in our decisions? It’s because our lives are busy and complicated. We feel like we can’t take the time to evaluate all the elements of all our decisions. So...we use shortcuts to help us make what we consider to be reasonable decisions.After all, we can justify it mathematically. We reason that the more people are doing something, the more likely it is to be correct. And fortunately, in most cases, we’re right.This Principle is easy enough to understand, right? So how do you implement it in your body contouring business? How do you flip the magic switch of the Consensus Principle? It’s not complicated. You just follow the logic. If you want patients to do something, show them others are doing it. Use patient testimonials of happy patients (video is best) Tout the number of happy patients you have or the number of treatments you’ve done Recount case histories of some of your more interesting or relatable patients Tell how long your business or practice has been serving satisfied patients Use a celebrity or public figure to show support for your business or practice - or even better having them use your services and then talk about you and your servicesSo how do YOU plan to use this Principle to achieve mega profits? That brings us to our action step for this episode. There are 3 parts to it.Action Steps: Collect your patient testimonials and put them on your website. If you don’t have video testimonials, start asking for them. Consider the number of satisfied patients you have. Use that number in your advertising and in your conversations with patients. Consider whether...

&nbsp; Listen as our hosts share actionable steps that you can easily use in your body contouring practice to woo patients into buying from you now. &nbsp; The show notes go even deeper and are located here: Read Full Transcript We know selling is education. It’s solving problems. And it’s finding something to make your patients feel better. Even though all of these things are about helping your patients, you still must persuade the patient to buy.Persuasion is not an art. And it’s not a talent. Instead, persuasion is a science. Psychologist Robert Cialdini unmasked the science of persuasion during three years of doing “undercover” research - in used car dealerships, telemarketing firms and fund-raising organizations. He learned that skilled persuaders are not artists, but instead, they use a set of clear, observable principles - six of them.His widely accepted theory of persuasion has been used in all kinds of businesses, both in sales and in marketing, since he published his findings in his book, Influence: The Six Principles of Persuasion. To be a super achiever in body contouring, you need to know each of the six Principles; you need to use each of the six Principles; and you need to be good at each of the six Principles. We’ve been breaking down each of these Principles for you in prior episodes. Previously, we’ve discussed the Principles of Reciprocity, of Liking, of Authority and of Consistency, which is sometimes referred to as Commitment. We showed you how to use each of these Principles in your body contouring business in a way that will increase your profits exponentially. It’s really valuable information. If you missed an episode, be sure to go back and catch it.In today’s episode, we’ll examine the Scarcity Principle and we’ll tell you how you can implement simple tactics applying the Scarcity Principle that are sure to shoot your conversions through the roof. So let’s get started.When you think something is in short supply...you want it more.When you believe someone else is getting something that you’re not...you want it even more.So true. But why is it true?Because of the Law of Scarcity. Scarcity works through anticipated regret, where we think about the future and see ourselves regretting having not taken a decision to act. And when we think about the future, we not only think about missing events or things, but even more importantly, we think about the missed emotions associated with missing out on those things. We imagine how we might have felt. How things might have been. That emotional satisfaction we missed out on by not taking action.You’ve seen this in play. In fact, you’ve probably purchased because the Scarcity Principle was used. Listen to a couple of examples. You’re considering purchase of a book and you shop Amazon. You find your book. Oh No! “Only 2 left in stock.” Quick, better buy while you it’s availableYour summer vacation is a few months away and you’re pricing flights. You find a good deal on Orbitz but...you see there’s only 4 seats left at this price. Oh No! You’d better buy now or you’ll miss out. Sounds familiar, right?!So how can you apply the Principle of Scarcity to body contouring? You can use it in similar ways. Your monthly or limited time specials are a perfect example. “You SAVE $200 NOW but that savings goes away on Monday.”You don’t have to use price as the regrettable factor. You could use limited availability, in the form of limited...

Learn practical steps to execute insanely high conversion rates and make it easy to get a “yes” response to build your body contouring business. &nbsp; The show notes go even deeper and are located here: Read Full Transcript When your lawyer talks, you listen. When your pastor talks, you want to obey. When a police officer stops you on the street to ask you a question, you want to cooperate. You don’t give it a second thought. You want to comply.You’ve probably never questioned this behavioral wiring to conform to requests by these types of individuals. It just seems normal, right?But why do you instinctively (without conscious thought) feel the need to comply? The answer lies in another one of those six Principles of Persuasion, the Authority Principle.That’s our topic today. We’re going to continue our discussion about Persuasion with an examination of the Authority Principle and how we can use it to achieve an insanely high conversion rate that will ultimately lead to a massive increase in your profits. So, what is the Principle of Authority? Simple put, the Authority Principle triggers our compliance. It rests upon this premise. When we interact with others who are in a position of authority, we feel a duty or an obligation to comply with their requests. So let’s apply this Principle into the body contouring world. Your patients should see you as an expert in the field of body contouring. Previously, we’ve discussed how you should convey your expertise and authority in your website, your advertising, your phone scripts, and all of your systems. Putting the Authority Principle into play, your expertise allows you to persuade your patients to follow your lead and your advice. The patient sees you as a credible, knowledgeable expert and they feel the need to follow what you say.So what are some ways to convey your authority? Well, if you are physician, you’re already at an advantage. You are a doctor. Your title, quite simply, conveys authority and respect. But what if you’re not a doctor? How do you convey authority and put the Principle of Authority into play?You should take these simple steps - if you are not a doctor, and even if you are a doctor: Dress the part You know you’re being judged, so wear that lab coat, name tag with your title and credentials; make sure you’re impeccably groomed Convey confidence A firm handshake, good eye contact, a smile, speaking loudly, great posture Have others sing your praises You do this through the rest of your team, comments like “I don’t know if you know this, but Dr. Handy is a body contouring expert.” or “I’m going to let Dr. Handy answer that, he is the real expert.” Research confirms this. Science has told us it’s important to signal to others what makes you a credible, knowledgeable authority before you attempt to influence based on authority. Display your expertise If it’s possible, hang your degrees and awards on the wall for display - either in the room where you do Consultations or in the lobby.Research shows that having others sing your praises and displaying your credentials prior to your using authority to influence increases your sales by 15 -20%. Now that’s so impressive! Especially when you consider it’s something that costs you nothing to implement.You can see that knowing the Principle of Authority and...

Kay and Shannon share their secrets on how you can use the Consistency Principle to get patients to agree to buy from your aesthetic practice again and again and again. &nbsp; The show notes go even deeper and are located here: [/spp-transcript]

Learn 3 powerful but practical steps to use the Principle of Reciprocity to persuade patients to buy from you now and to keep them buying from you forever. &nbsp; The show notes go even deeper and are located here: Read Full Transcript There’s a real science to persuasion. Luckily, based on solid research, we know we can influence our customer’s buying decisions and we know how. We use the six Principles of Persuasion. They areReciprocity Liking Scarcity Authority Consistency Consensus, aka Social ProofIn our last episode, we examined one of these six principles, the Law of Reciprocity. We broke down the Reciprocity Principle and provided you with actionable steps to use it to persuade patients to choose to buy from you. Today, we’re going to take a close look at another one of the six Principles of Persuasion, the Principle of Liking. And we’ll show how to apply this principle to your business or practice in a way that increase your revenue two fold.So what is the Principle of Liking? It boils down the basic premise that people are more influenced by people they like. Or as we like to say, People buy from people they like.But what makes you likeable to a customer? Persuasion science tells us that there are three important factors. We like people who are similar to us We like people who pay us compliments We like people who work with us towards mutual goalsLet’s break these down.First, We like people who are similar to us.Studies show we all relate better with people with whom we have shared common experiences. So find some common ground with your customer. Maybe you both like a particular kind of music, you both went to the same University, your kids are the same age, you are both suffering from menopause. The list goes on. You should be able to find something in common with just about anyone.Second, We like people who pay us compliments.Dole out genuine compliments. Usually, it’s not hard to find something you like about your patient... hairdo, purse, shirt or the career they have. Pay them a sincere compliment at an appropriate time.While it’s not hard to understand why a compliment works, it is important to understand the “triggers” that are activated inside your patient when you do pay them a compliment.No matter how small, makes the patient feel good. Because she’s feeling good, she’s more likely to be receptive to what you have to say Because you said something good, there’s the need (Reciprocity) to pay you backAnd Third, We like people who work with us toward mutual goals.Mutual goals are imperative for establishing and maintaining the provider/patient relationship in any field. In body contouring, the patient’s goal is to reduce and/or contour certain areas of her body. Convey to the patient that your goal is to assist her in reaching her goals to her satisfaction. To summarize, follow these steps to put the Liking Principle into actionFind some common ground to relate with the patient Pay the patient a sincere compliment Share with the patient your goal of making her happy with her bodyAction Steps: 1. Prepare 5-10 ice-breaker questions that you can use to find common ground with any patient; 2. Make a list of things you could take notice of and pay genuine compliments about for any patient; then Practice both the questions and the compliments in the mirror. Make sure to have a genuine smile on your face while doing...

Learn 3 powerful but practical steps to use the Principle of Reciprocity to persuade patients to buy from you now and to keep them buying from you forever.&nbsp;The show notes go even deeper and are located here:Read Full TranscriptYou may not realize it but we’re all salespeople.&nbsp;We sell all the time.We’ve sold our kids on following the rules and going down the right path.&nbsp;We’ve sold our spouses on what a great catch we are.&nbsp;So, it’s agreed.&nbsp;We all know how to be persuasive. And persuasion is persuasion, right?&nbsp;It’s no different in the body contouring world, but it can sometimes seem more difficult.Persuasion is not really a simple subject.&nbsp;Did you know there are 6 Principles of Persuasion?&nbsp;They areReciprocity Liking Scarcity Authority Consistency Consensus, aka Social ProofIn today’s episode, we’re going to break down one of the six principles of persuasion - the key principle of persuasion known as Reciprocity and we’ll show you how to use this principle in your body contouring practice to take both your business and your profits to the next level.Recall the last time you went out to eat and your friend or colleague picked up the check.&nbsp;How did you feel? You felt the urge to give back, didn’t you? You probably said, “I’ll get the next one.”&nbsp;And that’s completely normal. It’s the Law of Reciprocity at work. Experts say it’s the most powerful law in human nature.&nbsp;&nbsp;The Law of Reciprocity can be defined easily.&nbsp;The law simply says “You do something nice for me, then I’ll do something nice for you.”&nbsp;And there’s 3 different kinds of reciprocity.&nbsp;Financial Reciprocity Emotional Reciprocity Material ReciprocityFinancial ReciprocityLet’s start with Financial Reciprocity.&nbsp;Our earlier example of your friend picking up the tab is a good example of Financial Reciprocity.&nbsp;How do you apply this to body contouring?&nbsp;You could put this into play by offering a particular patient a ‘special discount’ or ‘added value.’&nbsp;A promotion that is not advertised. This gives the patient the perception that she is getting a special gift from you because she is important to you.&nbsp;She will appreciate it, but more importantly, she will feel obligated to continue to buy from you.Emotional ReciprocityLet’s move on to Emotional Reciprocity.&nbsp;Emotional reciprocation is where you make people feel good, you make your patients feel good.&nbsp;That shouldn’t be difficult. We like to do that all the time, right?You do this with statements like this.“I appreciate your time.&nbsp;I know how busy you must be.”“Wow.&nbsp;You have 4 kids plus a busy career.&nbsp;I congratulate you on being able to successfully juggle that.”Whenever you say anything that causes your patients to feel better about themselves, they have a deep unconscious need to reciprocate.&nbsp;It’s not difficult finding things like these statement to say.&nbsp;So focus on it and make a point of giving your patients these kinds of positive strokes that will not only make them feel good but will ultimately be returned to you with continued loyalty and patronage.Material ReciprocationFinally, the third type is Material Reciprocation.&nbsp;Material Reciprocation is when you do something for someone like bringing them a meal when they’re sick.&nbsp;So how do we apply this type of reciprocation to body contouring?Easy!&nbsp;You could offer the patient a special drink.&nbsp;At our medical spa, we have a Rejuvenation Bar where we serve complementary Puretinit’s, refreshing low-cal but tasty beverage served up in martini glasses.&nbsp;So you don’t have a bar.&nbsp;You could stock a variety of drinks and ask patients when scheduling,...

Shannon and Kay share their secret recipe to guaranteeing patients who call you but don’t schedule with you initially, will buy from YOU ultimately.&nbsp;&nbsp;&nbsp;The show notes go even deeper and are located here:&nbsp;Read Full TranscriptOn telephone calls, your Phone Team’s ultimate goal should always be to end each and every call with an appointment.&nbsp;But callers are not always ready to make an appointment. They may be sincerely searching for a solution and may be truly interested in what you offer them, but they are not ready to buy or many times, not even ready to come in and learn more.So what can you do with these patients?&nbsp;You can’t just lose them.In this episode, we’re going to tell you exactly how to handle these calls and what to do after you hang up.&nbsp;We’ll provide you with actionable plans so you know how to follow and nurture them every step of the way...until they are ready to schedule with you.&nbsp;And if you do these things, and do them right, you can be sure they WILL be your patient one day.Let’s start with reviewing the Key Critical Information your Phone Team must capture from every call, NO exceptions.The patient’s first and last name The patient’s email address The patient’s cell phone numberThis is critical information because these patients are lost to you if you cannot reach them to follow up.&nbsp;Next, you must understand the basics stages all customers go through before making a purchase, any kind of a purchase.&nbsp;This is true for body contouring services as well.It’s generally referred to as The Customer Buying Cycle.There are 3 Stages to The Customer Buying Cycle.&nbsp;Awareness, Consideration and PurchaseLet’s break down The Customer Buying Cycle;:Awareness is that time period that the customer is becoming aware of his/her need or problem.&nbsp;Some event has occurred, in body contouring it’s usually some emotionally charged event such as disgust with not being able to button her pants or anxiety about a class reunion, that sparks the acknowledgment of the need to act - to search for solutions.&nbsp;It may be insidious and gradual in onset or it may be sudden and urgent. The time period varies depending on the person, his/her needs and the sense of urgency.The next stage, Consideration, is that period of time when the customer starts evaluating the solutions that could possibly meet his/her needs or solve his/her problem.&nbsp;Depending on the patient’s personality, traits and habits, how pragmatic, cautious, obsessive, skeptical, trusting, etc. they are, combined with a sense of urgency or a lack of a sense of urgency, will dictate the amount of time a patient will spend in this stage.Finally, they move to the Purchase stage, the time they are ready to at least “try” if not “purchase.”&nbsp;Patients just need to be ready to “try” to come in for a Consultation.&nbsp;It’s your Team’s job to get them to “ready to buy” once they’re present in your office.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;To illustrate this, think of the last time you went to the department store to look at shoes.&nbsp;You weren’t really looking for a particular type of shoe, you just thought it’d be nice to have a new pair of shoes.&nbsp;When asked by the clerk if you needed help, more than likely you replied that you were “just looking.” You were in the Awareness stage.&nbsp;You just thought you’d like a new pair of shoes.Compare with the last time you needed to get a particular type of shoe to go with a particular outfit to a particular event.&nbsp;You went to the same department store. The same clerk asked if you needed help. You said, yes. You described the type of shoe you were shopping for.&nbsp;You had gone through the Awareness stage and into the Consideration stage ready to enter the Purchase stage as long as the clerk showed

Listen as our hosts explain why you must have scripts for every ‘phone scenario’ and show you how to prepare scripts that persuade your callers to buy from you. &nbsp; The show notes go even deeper and are located here: Read Full Transcript You’re a body contouring provider. A body contouring expert. You’ve learned how to ‘look the part’ on your website and in your office. You’ve learned that your Team must also project body contouring expertise to the patients. This is especially true for those on the front line...your Phone Team. Learning the facts is Step One, but it’s not enough. Just like you, your Phone Team must also ‘look the part’ during their phone conversations. There’s a long road between knowing the facts about body contouring and sharing that body contouring information, in the right way, with the patient over the phone. That’s why we recommend preparing and using scripts. But why? And how? Which scenarios? And where do I start!” Those are the questions and concerns we’re going to help you with today. We’ll tell youwhy you need to script (at least at the beginning) how to prepare scripts what scenarios you’ll need to script out who you should involve in your script writing process. And we’ll give you some real life script examples that you can use in your own practice. So let’s get started.Why ScriptYou know the old saying, “What is now easy was once hard.” That is so true with handling body contouring phone calls. Many of you are new to body contouring. That means body contouring is a strange, new frontier to your team. They may have become familiar, maybe even very knowledgeable about your body contouring services, but answering the phones and relaying your key selling points may take your Phone Team a while to get good at. And if you’re not new at it, how effective at converting calls to appointments is your Phone Team? Chances are, they could use some improvement. Couldn’t we all?Scripting serves two purposes:It gets your entire Phone Team on the same page as to what is being said so your “brand” is consistent across all of your calls. It gives your Phone Team confidence, a ‘crutch’ so to speak, in handling caller’s questions and in guiding the conversation. Many of these questions can prove quite challenging. Having ready-made scripted out responses, especially to some of the more difficult ones, decreases your Phone Team’s level of anxiety, which in and of itself, elevates their level of performance. How to ScriptFirst and foremost, you’re going to need your Phone Team’s buy-in. You’re not going to have much luck in writing the scripts yourself then handing them out with mandates to ‘use as written.’ So get your entire Phone Team involved in the script-writing process. Let them know the outcomes you want (and expect) to achieve and provide them with all the information you have learned, i.e. the 4 behaviors and the 5 elements of every phone call, etc. Task your Phone Team with creating the first drafts of the scripts and review them. If you feel changes are needed, talk it over with your Phone Team. Finalize the scripts, then get started.These initial scripts won’t be set in stone. You and your Phone Team will need to make changes along the way.Scripting is an important part of your Phone Team’s development. As we mentioned earlier, scripts are a type of a ‘crutch,’ something they may need when starting out. As time goes on, these conversations will become “learned behavior” or “habits.” So as soon as your...

Learn the 4 behavioral characteristics and 5 conversational steps your Phone Team must use to create the type of relationships with patients that lead to sales for you and your business. &nbsp; The show notes go even deeper and are located here: Read Full Transcript Awww….the sound of the phone ringing (sound of a phone ringing)....it’s music to all of our ears.That sweet sound of prospective patients calling...interested in our body contouring services. But...when was the last time you called your office, not just to check-in, but to really see what your patients experience? Have you done it ever? Or have you ever employed the services of a secret phone shopper? So is your office ready to capitalize on every opportunity, on every single phone call? Maybe not...but we’re going to get you ready. In this episodewe’ll show you how to turn every call into an appointment with actionable steps you can put into practiceThere are two components to your Phone Team’s performance.How to ACT What to SAYHow to ACT: 4 BehaviorsLet’s start with the way your Phone Team should act during phone calls to meet the needs of your prospect patients. Unlike a traditional medical practice or even an aesthetic office focused on skin and beauty, your prospective body contouring patient’s decision to pursue body contouring services is emotionally charged and is a two-fold decision:The decision to pursue body contouring services at all Once that’s decided, the decision regarding which Provider to choose. So it’s imperative that your Phone Team demonstrates the following FOUR BEHAVIORS during all body contouring phone calls:Enthusiasm Empathy Concern for the Well-Being of the patient Quickly and Confidently answer questionsLet’s discuss each of these in more detail.They must be Enthusiastic. It must be genuine and in the right doses. It must be mixed in with other emotions to be perceived to be sincere. They must express Empathy for the callers. This is a key component. Many of your competitors miss the ball on this one so when you fill this emotional gap, your practice shines. Your Phone Team must express their Concern for the Well-Being of the callers. This is similar to empathy but different. It can be expressed by asking questions and showing interest in what the patient is saying. For example, by asking follow-up questions and acknowledging what the patient says. They must Answer Questions Quickly and Confidently. Your Phone Team must be well-trained and able to field most questions. But when they don’t know an answer, they must never say “I don’t know,” but instead should say “Let me find out for you.” You must realize that these callers will judge you and your practice based on the ability of your Phone Team. These FOUR BEHAVIORS should become habits or ‘second nature’ for your Phone Team - Enthusiasm, Empathy, Concern and Quick & Confident Answers.So you know how your Phone Team should ACT during the calls, now let’s move on to what your Phone Team should SAY during the calls. What to SAY: The 5 Elements crucial to every phone call The Greeting There are 4 PARTS of a strong greeting:A warm hello The name of your practice/business The name of the Team Member who answered the call An offer to helpHere’s an example of a good greeting:“Good Morning. Thank you for calling Body Beautiful. My name is Charlotte. How may help you?”Here’s an

Kay and Shannon show you how the right kind of conversations with patients can (and should) initiate the sales process. &nbsp; The show notes go even deeper and are located here: Read Full Transcript Initiating conversations with your existing patients that lead to sales. That’s what you want. But you can’t stop at simply initiating, you’ve got to carry them far enough to end in an appointment for a Consultation.So you’re ready to start initiating! You have props in and around your office and your entire team is wearing buttons - all promoting your body contouring treatments and inviting comments. You want patients to take notice, show interest and ask about your new offerings but when you’re first starting, those first conversations can be a bit (or a lot) scary. Today, we’re going to guide you through these conversations. We’ll give you directives on how (and how not) to communicate, examples of what and what not to say and ways to keep the conversations going. So let’s get started.First, understand that patients have different expectations of Team Members and Providers. Because of these expectations, your Team Members should be much more promotional, warm, excited and enthusiastic than you as a Physician, NP or PA. So how do your Team Members show warmth, excitement and enthusiasm about your body contouring treatments? It starts with something as simple as a smile. A smile (or absence of a smile) is a form of non-verbal communication. Have you heard the adage that communication is only 7% verbal and 93% non-verbal? We’re not sure if it’s that extreme, but non-verbal cues, such as smiling, are huge in human interactions, and especially in the sales process. Your Team Members must have enough basic knowledge about your body contouring services that they can speak about them with ease. Each one of them may not have enough working knowledge to take the conversation all the way so we recommend that you select at least one Team Member as your Designated Body Contouring Team Member. The rest of your team can refer to that designated person after the initial conversation with the patient. More than one Designated Body Contouring Team Member is better, but do what you can. Communication Basics for all Team Members Sincerely smile Take notice when patients are looking at props and initiate the conversation if the patient doesn’t Be excited, enthusiastic about the treatments Share with the patient their own experience with the treatments (if they’ve had the treatment) Use open-ended questions Keep conversation going with more talk - even if the patient seems to have faded away Do not allow conversations to end on a bad note; always reply with something positive End the conversation with something like, “Great! I’m going ask Yvonne to speak with you briefly. She is an expert at these treatments.” If the patient declines to speak to Yvonne, the Team Member should say something like, “Okay, I’ll tell her about your questions. She may email you some information or give you a call. How does that sound?” What if the patient declines to speak to Yvonne with a comment like, “Oh, don’t worry. I don’t want to bother her.” Your Team Member should reply with “Oh, it’s no bother at all! Yvonne loves to talk about body contouring.”The Team Member’s goal is to get the patient with Yvonne while the patient is at the office. That enables Yvonne to schedule a Consultation, which should ultimately lead to a sale.In the alternative, if your Team...

In this episode, we provide actionable tactics revealing how certain props in strategic places really do ultimately result in mega sales. &nbsp; The show notes go even deeper and are located here: Read Full Transcript So you’ve started a body contouring business or added body contouring to your established aesthetics business and you’re thinking, “I have a whole bunch of established patients that I think would be (and should be) interested in having a treatment to trim some inches.” And, you’re right! You do. These folks are your low hanging fruit. So how do you grab the attention of these patients to tell them about body contouring when they’re in your office? That’s the question we’re going to tackle today. How do you start that conversation with your patients when they are present at your office so they know about body contouring? How do you bring it up? Or do you have to?The solution is simple really. You elicit conversations with props that you strategically place around your office and even on your body.Here’s how. Start with a sign outside of your office. It doesn’t have to be expensive. A simple chalkboard and easel will do. Write something like NOW OFFERING FAT REDUCTION TREATMENTS. ASK US! You’ll be surprised how many people will tell you that they’re supposed to ask you, especially your older patients.In your lobby, display a tall banner advertisement. The easiest way to get these banners is from the device manufacturer but you can always design your own using Vistaprint or pay an advertising company to design your banner. Place brochures at the Reception desk. Patients signing in and checking out should see the brochures.Strategically position real-life model replicas of one pound of fat, five pounds of fat and/or ten pounds of fat in your exam rooms. You can find these anatomical models online. Beside each model, place brochures about your treatment offerings. Place posters in your restrooms. You may also use varying size posters in your exam rooms, hallways, and reception lobby and office. You should be able to get posters from the device manufacturers, and if not, you can design in-house or hire an outside company to design. Caution: Make sure to have one prop in each room but don’t overdo it. It’s okay to have brochures in each room with another prop but more than one prop may be too much. ***We need some kind of story here***Finally, order some buttons for your entire team to wear. These buttons should say something similar to the sign outside your door, “Want to look slimmer? Ask me how.” Your Action Step for this episode: Walkthrough your office, from outside your building all the way through. Identify where you can (and should) place props to elicit conversations. Refer to our show notes to ensure comprehensive coverage of your office. Make your plan. Order your signs and materials. If a patient has an interest in body contouring, one or more of these props should elicit that important conversation that could (and should) ultimately lead to a sale. But now what?! What do you say when they ask? Is it okay for any member of your team to talk? How do you steer that conversation down the path to a sale? We’ll answer all of those questions and more in our next episode. So stay tuned.Please hit subscribe so you don’t miss a single episode.Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast. ...

Learn why body contouring patients are strikingly different from any other patient and discover how to meet their needs, make them happy and turn them into your raving fans. The show notes go even deeper and are located here: Read Full Transcript No matter the category you fall - new start, adding to a medical practice or adding to an aesthetics business - to succeed in body contouring, you’re going to need to change some things in your current business - in both (1) your operations and (2) with your team. And if you don’t have a current business and you’re just starting out, you’ll need to do these things to start out right.Body contouring patients are different from both your medical patients and from your other aesthetic patients. They can have feelings of shame, disgust and ugliness. I can’t even tell you how many patients who’ve told me that they decided to come in because they were so tired of feeling disgusted with themselves and had to do something about it. They won’t all verbalize this, but based on our years of experience, we believe they all feel it to a certain degree. And they definitely all come in feeling a loss of confidence.“Fat” is stigmatized in our Western culture. It’s the thinner bodies that are characterized as our ideal, which is only accelerated by the bodies portrayed as beautiful by our media. And as you know, not everyone is designed to fit that ideally thin image. An important note here, not everyone who comes in for body contouring is even overweight. Some just want to trim some inches and improve their bodies. But nearly all of them still feel “fat” and suffer with all the emotions associated with being “fat.”Don’t worry. We don’t intend to dive into a deep discourse about our societal norms and judgments. We’re simply bringing home our point. Patients feel really bad when they “feel fat,” and whether we consider them as “fat” or not, they all require special care and handling - we believe different from all other patients. So here are the things we suggest you consider.OperationsBe sensitive to their feelings and remain positive. Express excitement and encouragement with their decision to consider body contouring. Validate their decision as being smart.Support their decision and show empathy. They’ve taken the first step. Listen to them and nod in agreement. Smile. If you’ve been through something similar, tell them so. If you’ve struggled with body issues, share with them. Many times these patients feel that everyone who works at a facility that does body contouring has the perfect body; remind them we’re all human with our own struggles. We’ve had many patients at our medical spa comment that they felt so comfortable. They were afraid they were going to feel intimidated but they didn’t. Through our communications and interactions, we showed them we were human with human faults.Handle with TLC. Go into the lobby to approach them with a smile, handshake and a warm welcome. Do not yell their name from the doorway.Watch your choice of words. Think carefully before you speak. Could your choice of words be misunderstood? Also, don’t mimic the patient’s choice of words as they may be hurtful coming from you. Avoid saying ‘roll of fat,’ use ‘excess fat’ instead; avoid saying ‘hanging fat,’ use ‘unwanted fat’ instead. And for the Team:TeamGet your entire Team “on board” with Body Contouring by doing these things:Each team member must grasp a thorough understanding of what the treatments do, how they work and why they are great...

Listen as our hosts reveal one of their proprietary methods, the ‘Patient’s Eye View, which when followed, will take your body contouring business down the path of unrivaled success. &nbsp; The show notes go even deeper and are located here: Read Full Transcript To get your office ready for body contouring patients, to quote the renowned business trainer, Katie Zabriskie, you must always remember that “Your patient’s perception is your reality (or your truth).”So when you want to achieve success with body contouring, this basic concept must always be first and foremost on your mind at every step. It’s your customer’s perception that matters so you must create the perception that you are the body contouring expert.You probably fall into one of three categories, you’re adding body contouring to your medical practice, you’re adding it to you established aesthetics business or you’re a brand new body contouring provider. Either way, start now evaluating everything from the patient’s perspective.You have the power to shape the patient’s perspective, and therefore to create the reality you want to create - that of a body contouring expert. Just like you focus on the way your website looks and the content it contains to set yourself up as the expert, you must stay mindful of how your office looks and what it contains. And from the patient’s standpoint.We call this the Patient’s Eye View. The Patient’s Eye View has two parts.First, it’s emotional, not logical. Many facets play into the Patient’s Eye View that are not be based on logic. People form opinions, for the most part, based on how they feel, on emotion. So you’re probably thinking. How could this occur? It’s so because perception very often exists even without our awareness. Now that’s profound. Let’s repeat it. Perception very often exists even without our awareness. Second, understand that you don’t see things from the same standpoint as your patients - for a couple of reasons. The first one is you see your office day in and day out. We’ve learned from research that we often don’t perceive stimuli that remain relatively constant over time. This is called sensory adaptation. The second reason is that you just don’t share the same experience as that of the patient.For example, how many times do you go out and sit in your waiting room? Do you know what time in your waiting room is like for patients?Let’s put the Patient’s Eye View into action.Here’s an Action Step. Go out to your lobby sometime before patients arrive or after they leave one day. (It might cause too big of a distraction if you sit with them during office hours.) Don’t tidy up. Don’t turn down the television. Don’t change a thing. Just sit down. What do you hear? What do you see? Are the chairs comfortable? What do you smell? How would you like sitting there for 20 minutes or more? What feelings does it evoke?Take a look around. Do you see dust bunnies in corners? Are there marks and scratches on the walls? What about the decor? Does it fit within the boundaries of you body contouring brand?When you’re setting the stage for body contouring, the old...

Kay and Shannon give you a blueprint for becoming the “go-to” provider. They conclude their three-part series about using ‘differentiators’ to achieve massive success, with how to be the ‘Educator,’ not the ‘Seller,’ to get more patients now&#8230;and later. &nbsp; The show notes go even deeper and located here: Read Full Transcript You want to profit more with body contouring. You want to capture the biggest share in the market. And competition is fierce.To engage and attract more patients, you must separate yourself from the masses. You must differentiate.Previously, we’ve discussed great differentiators - using a Unique Selling Proposition and WOW’ing ‘Em. Today we’ll explain why you must not ‘sell’ like the rest; you must use education based messaging to win trust and ultimately, to bring more customers through your doors. And sometimes, you must be patient because some customers take a long time to make the buying decision.But they will ultimately buy and you want them to buy from you. So first we’re going to discuss how to set yourself up as an Educator, not a Seller. After that, we’re going to tell you how to win at the Waiting Game for those potential customers who wait a long time to take action. First -How do you do this, educate rather than sell? Your website absolutely needs to look different from the rest. It needs to be fresh and new and filled with helpful information. You need to be the provider who gives the customers the information they need or want. To keep information fresh, include frequent blog articles, in depth discussion about treatments and issues, a variety of videos and a large library of before/after photos. Give potential customers a reason to want to return to your website again and again and again.Next -How do you successfully win the waiting game? People make buying decisions differently, at different speeds, and for different reasons. Many potential customers will consider your services for a long time before contacting you. Studies show many consumers take up to 18 months before making the decision to come in and buy. You may have won them over initially but you must stay at the top of their mind - no matter how long it takes. How do you do this? You continue to be the educator, the provider and the business that continuously provides useful, helpful information. Use a Contact Form on your website to capture the contact information from your website visitors and continue providing helpful information to them via emails. At our medical spa, we wrote an Pricing Guide eBook to answer commonly asked questions and to assist us in capturing the contact information from these potential customers. But you don’t have to produce an eBook; you can use a simple contact form.Most website visitors are willing to provide their contact information if they think the information you have provided them has been useful and worthwhile and they’re excited about it and look forward to more.In these emails, nurture them with education. We send these educational emails, called Nurturing Emails, at our medical spa. These emails are short and provide a tidbit of helpful information. Nurturing emails are super valuable because they’re all about building relationships, trust and value and staying top of mind. Plus - they also provide an added benefit to your business. They build upon your reputation as the body contouring expert in your community. When starting a Nurturing Email Campaign, remember theseimportant...

Our hosts show you how to WOW customers and convince them to buy from you even before they walk in your door. Part 2 in our 3 part series, the WOW differentiator requires you to amaze patients with perceptions you create through your website. The show notes go even deeper and are located here: Read Full Transcript You want to make more money. You want to carve out a bigger piece of that body contouring pie. And the competition is tough.The foundation to attracting more customers and bringing in more revenue is with Differentiators. You have to stand out from the crowd.We’ve previously discussed the value and necessity of having a Unique Selling Proposition or USP. Have you developed yours?After our first differentiator, the USP, the second differentiator you need to know is what we refer to as the WOW differentiator. The WOW differentiator requires you to amaze and impress potential customers even before they become your customer. So, how do you do this?You must remember that potential customers want experts, body contouring experts. Wouldn’t you? So maybe you already are an experienced, seasoned expert or maybe you are completely new at body contouring. Either way, you need to give potential customers the perception that your are an expert in body contouring. So whether you focus solely on body contouring or whether body contouring is one of the multiple services you provide, you must set up body contouring as a separate business or a business-within-a-business. That’s the only way to WOW from the start.We know what you’re thinking. That’s impossible. How am I going to do that?It is possible and it’s really not that difficult. Why? Because WOW’ing starts with your website. Your website is your chance to create the perfect ‘first body contouring impression’ and grow that first impression into a long lasting one. Your website will tell the customer why they should choose YOU for body contouring.Think about it. If you were shopping for a service, who would you choose? Someone who appeared to specialize and be really good at something or someone who offered multiple services and appeared to be a jack-of-all-trades? So make sure your website includes the following elements.Build a separate landing page for your body contouring services. You could even get a separate URL for body contouring. You could call it something like, Expert Body Contouring by Dr. Jack Perkins. On that page (or website), tell your story, who you are and why you’re the expert at body contouring and why customers should choose you. Include videos about your services. Keep the videos under 2 minutes. Everyone loves short videos and they’ll watch them. Just make sure the videos are relevant to the page. We’ve seen some websites where the videos don’t fit the page. This could backfire as it may create distrust from your potential customer. Display your before/after photos. If you don’t have them, use the manufacturer’s. But display your own as soon as you can so your prospective customers can judge you based on the good work you do. Add patient testimonials, both written and video, to that page. At our business, we include multiple video testimonials on our website. Make sure you have contact information everywhere. Include your phone number, a digital contact form and a way to book an appointment from the page. Different people prefer different ways to communicate. Include all of them and communicate with them in their...

In this episode, we provide actionable strategies showing you how to create an Overall Unique Selling Proposition. Part 1 of 3, the first step to attracting more patients and yielding mega-profits is to differentiate yourself and stand out from the crowd. The show notes go even deeper and are located here: Read Full Transcript You want to make more money. You want more body contouring patients. You know the competition can be brutal, but you can and you must differentiate yourself from the rest to achieve the success you want. We have found that it’s pretty universal in all businesses. Businesses that succeed are often not doing anything outside of the ordinary or complicated. But what they are doing are the right things over and over and over again with consistency and without wavering. These businesses decide what they want to do, then stick to the basics, the fundamentals, and they never deviate.For example, Chick Fil A. Have you noticed how they never say “thank you.” They say “my pleasure.” Every Chick Fil A has fresh flowers on every table. You don’t shop Nordstroms for price. You shop there for the quality merchandise and over-the-top customer service. There’s several different ways to differentiate and we’ll discuss some of those in other episodes but in this episode we’re starting with your Unique Selling Proposition (USP). That’s because you can’t talk about setting yourself apart from the rest of the pack without first talking about Unique Selling Proposition or USP.Your USP defines your business’ unique position in the marketplace. Quite simply, it’s the reason your product or service is different or better than all the other same or similar products or services in the marketplace. In other words, what are the reasons that patients would choose to come to your practice or business for body contouring? Who are you? Why are your different? Why go to your practice?Let’s talk real life practical examples. Likeyears of experiences awards or certifications are you locally owned and operated? do your team members have certain designations? have you performed a large number of body contouring treatments? If so, how many? do you offer anything unique? Like at our medical spa, we have a ‘Rejuvenation Bar.’ We don’t have a waiting room. Now that’s totally unique. The bar is a totally cool place to hang out, fill out paperwork, enjoy a complimentary non-alcoholic beverage (what we call a ‘Puretini’), chat with others and just enjoy some “me” time. We have a television behind the bar playing “Sculpt Away TV” - educational videos about our services and products.Now that’s a unique USP but it doesn’t have to be that unique. For example, you could expand on being the hometown guy who became a body contouring expert and you could practice anywhere but this is your home and your people and that’s where you’ve chosen to live and who you’ve chosen to help. And don’t look at just one thing. You should pick 2 or more things and combine them for an overall differentiated value. It’s hard to completely unique, to be the only one with something so you shouldn’t hang your hat on just one thing. Someone else in our city could duplicate our Rejuvenation Bar. Sure, they couldn’t replicate it exactly but we would no longer be the only one with a Bar. So we use other differentiators to define ourselves to define our overall differentiated value.These are our other differentiators, which when combined, define our...

Learn how our hosts, Kay Overley and Shannon Schimmel, came to dominate the body contouring market and how you can easily replicate their success. As you listen to their individual stories and how they came together to create their latest medical spa, you’ll understand how their particular combination of talents, their ambition, work ethic and skill sets, set the stage for their incredible success. &nbsp; The show notes go even deeper and are located here: Read Full Transcript Hi there! Kay here, with Shannon. Welcome to the very first episode of The Body Contouring Academy’s Proven Profits Podcast! In this introductory episode we plan to tell you Who we areWhat we’re doingWhy we’re doing itandThe reason you should stay tunedWho we are - Shannon and KayWe’re both entrepreneurs who’ve individually started up, operated, and sold aesthetics businesses, medical spas specifically. About 5 years ago, we partnered to create our newest venture, Sculpt Away, a boutique medical spa specializing in non-invasive body contouring.Shannon Schimmel Hi, it’s Shannon. My career in the beauty industry started at a very young age and through the years I’ve played many roles from retail manager to outside sales to marketing and advertising. I’ve always had an entrepreneurial spirit and a passion for sales and marketing. So I owned and operated a medical spa, which was a great success and a few years later when I received an offer to buy it, I sold. I’ve been a sales and marketing specialist ever since. Kay Overley It’s Kay again. I’m both an RN and an Attorney by both education and practice and I’ve been partnering with physicians in medical business ventures for more than 25 years now. It was more than 13 years ago when physician partners and I created our first medical spa. It’s really hard to believe so many years have passed! That medical spa flourished and after several years, we all wanted to move on to other opportunities, we received a generous offer and we sold. Our Brainchild - Sculpt Away - a ‘Boutique Business Model’ Medical SpaThe Riches are in the Niches. Niching was the answer to set our business apart from the rest. A boutique non-invasive body contouring med spa was a natural fit for us. We’d both worked with body contouring patients for years. And you may have noticed. Consumers are demanding body contouring. You’ve probably seen the numbers. We’ve seen them firsthand and enjoyed those numbers. There is no shortage of Americans needing to trim some fat. We all want great bodies, but we all want to indulge and most of us avoid exercise. So body contouring will continue to grow and be in high demand. We created a very distinct brand in Sculpt Away. We made strategic decisions about everything. Everything from the devices we selected to the services we offered to the look and feel of the office to our messaging and advertising to our over-the-top customer service. We have not and do not offer discount pricing, and we do not offer “packages.” Instead, we charge premium pricing. All in return for expert care delivered by a team of ‘body shaping experts.’ You can do it too. We’ll show you the way. A combination of mistakes and successes has lead to incredible successWe thought we knew a lot when we launched but we’ve learned an incredible amount since. We’ve learned from both failures and successes. Along the way, we have created systems, processes, scripts, protocols, emails, handouts, & the list goes on and on,...