The internet is changing the way healthcare providers deal with customers. As the internet increasingly becomes the first point of contact with new customers, healthcare providers need a process for turning website visitors into bookings.
In this first post in our series on winning healthcare customers online, we discuss online contact methods and the customer funnel.
Online Contact Methods
The essential part of your online strategy is how easily customers can contact you. There are two basic contact methods that every healthcare provider needs to emphasize online, an enquiry form and your phone number.
Some people believe this can be accomplished by simply putting your phone number and email on a website or directory, and letting interested people call you directly. While doing this is an important first step, this alone is not an effective method for winning new business online.
A phone number is an essential but only partial solution for being accessible online. Firstly interested people will be on the internet 24 hours a day, 7 days a week. However your clinic may only be open during normal business hours of say 09:00-18:00. The difficulty with only being contactable during normal business hours is that your customers are also at work and the last thing they want is to have a phone conversation about private health treatments amidst their colleagues in the office. For the most part, people will not leave private matters on your voicemail, also because of privacy concerns. Even if people are looking at your website during normal business hours, they may be more comfortable writing to you via an online enquiry form. This is often the case for private procedures like cosmetic or fertility treatment.
With an online enquiry form, interested visitors can contact you directly whenever they want to. The beauty of the internet is its 24/7 always-on accessibility. Therefore to get the most from your internet presence, your clinic also needs to be always-on. Also from the clinic’s perspective, written enquiries allows you to keep a record of the customer’s initial enquiry. For these reasons, we would advise you put the emphasis on the online enquiry form over the phone number on your website. Why an online enquiry form and not simply an email address? The online enquiry form makes life easier for the customer. With an email the question arises of “what do I write?” With an online enquiry form, you tell your customer what information you need.
Congratulations, with your online enquiry form and your phone number, your contact methods are now internet friendly! However, having the right contact methods in place is the easy part. If you are planning on to win new healthcare customers online you need to ensure that you have a customer management process in place to convert your website visitors to customers. The key to this is the customer funnel.
The Customer Funnel
The customer funnel is simple way of managing new customers. The funnel is broken into 6 key areas. Visitors are people who see your website, some of whom may be interested in purchasing your services, many other will not. The best your website can do is to convert those that are interested into written enquiries. From your email enquiries you hope to convert a sizable percentage to phone calls. The next stage is a face to face meeting and onto treatment. Once you have invested in this relationship it is important to maintain it to achieve repeat business and personal referrals.
The metaphor of the funnel is used because people drop away at each stage of a long enquiry process: For example, many of the people who send you written enquiries may have existing providers with whom they are very satisfied. On other words they are just testing the waters. Others may have requirements which other healthcare providers are better placed to treat. Still others may want to come for treatment, but not have the money to afford the treatment.
The image of the customer funnel is a visual representation of the step-by-step nature of a long enquiry process with this drop away in prospects at each stage.
Your goal at any stage of the funnel is to get the interested person to the next stage. For example when someone is visiting your website, the goal of your website is to get them to submit an online enquiry or to phone you directly.
The more efficient your customer management process is at each individual stage of the funnel the greater a percentage of the interested people will be brought to the next stage. With constant refinement and effort, a simple online presence can be converted to becoming the main source of new patients for a clinic.
This is great, this is how it should be done – I’d also suggest segmenting your prospective patients according to type of treatment and keeping this database meticulously up to date!
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Its a good start but there must be alot more to do to gain patients via the internet. What does RevaHealth .com do.
Hi Ann,
We don’t win customers ourselves at RevaHealth.com, but we do help clinics by passing on knowledge and advice. What insights can you share about how you use the web to win new business for your clinic?