How to book in a patient who asks: “How much for 1ml?”
You receive a DM or telephone call from a potential new patient… you are excited, right? Then, oh no, your heart sinks when you read or hear their first question – they have asked, “How much for 1ml?”.
In this blog, Miranda Pearce, Dr Tim’s wife, who is an expert on marketing for aesthetic clinicians describes why your heart sinks when you get this question – you think they are just shopping around and will not convert to a consultation, surely? However, she explains how you can get these patients booked in, and the process starts with one simple question.
Check out Miranda’s amazing online e-learning course on marketing which is specifically designed for aesthetic clinicians with the Dream Customer Attraction Method. Learn the proven, step-by-step marketing method that gets a steady stream of dream customers booking your aesthetic treatments.
How to approach the ‘how much for 1ml’ question from a potential patient
In the first instance, when you receive that telephone call or direct message, it is vital to take control of the conversation.
At that moment – when they ask, “how much for 1ml of filler?” – you are on the back foot. It can be quite affronting. You are probably thinking to yourself that they are just shopping around and will not convert to a consultation, so it is a lost cause.
However, by taking back control – you are the professional after all – you can guide them on the path you know they need to go on to make the right decision for them.
Therefore, when they ask you how much for a 1ml of lip filler, for example, the ideal response – and one that Miranda has tried and tested for many years, with proven results – is to state that you are happy to discuss prices with them, in a moment, but would like to ask them a couple of questions first to check their eligibility for treatment.
This often catches them a little off guard, but similarly intrigued; most will agree to the questioning. Now that you are in control, you can ask an open-ended question like, “How long have you been thinking about having treatment?”.
Most people like to talk about their experiences, so a question like that will encourage them to share their backstory with you – a mini patient history that can uncover a goldmine of information for you to discover.
When they show their hand and they tell you what they are been worrying about, what they are hoping to achieve, you can uncover their true needs.
It is this level of patient engagement that separates you from those practitioners who operate a vending machine-style business in aesthetics, and just give out prices by the ml.
You can speak back to those hopes and fears and explain to the potential patient that you are skilled in areas they have highlighted, or similarly, you can praise them for being discerning and doing their research, which so few people take time to do. Use this to build the relationship and how you could make a perfect fit. Be truthful, but ensure that you explain something about you, your USPs, that will tick their boxes when it comes to choosing an aesthetic practitioner; then you can book them in for a consultation.
Aesthetic treatment prices
For more on pricing, read what Dr Tim Pearce thinks in his blog on why you do NOT have to compete on price in aesthetics. Similarly, Miranda interviewed Julie Horne and they talked about pricing strategies that focus on you and not the competition.
Download this helpful value audit template so you can begin shouting about your value in your marketing, customer enquiries, and within the consultation too. If you have any questions or comments about pricing or patient conversion in aesthetic practice, you can find Dr Tim Pearce on Instagram. Check out more on pricing from Miranda in her podcast, Inside Aesthetics.
Join Miranda’s latest webinar, available at: https://www.mirandapearcemarketing.com/marketing-webinar-registration to receive some free marketing tips. The introductory webinar by the creator of the Dream Customer Attraction Method (DCAM) eLearning course will include free tips on how to effortlessly generate 75 killer content ideas that will lead to bookings, the secret 3-step formula to make social posts that will stop the tumbleweed forever, and the surprising truth about how many followers you really need to make a 6-figure income from aesthetics.
Aesthetics Mastery Show
Lip filler patients who ask ‘How much for 1ml?’
In this episode, Dr Tim and Miranda look into how to take control of communication with patients who ask this particular question.
Free aesthetics marketing webinar
Join Miranda’s latest webinar, available at: https://www.mirandapearcemarketing.com/marketing-webinar-registration to learn more and receive some free marketing tips.
The introductory webinar by the creator of the Dream Customer Attraction Method (DCAM) eLearning course will include free tips on how to effortlessly generate 75 killer content ideas that will lead to bookings, the secret 3-step formula to make social posts that will stop the tumbleweed forever, and the surprising truth about how many followers you really need to make a 6-figure income from aesthetics.
Please sign up for the marketing webinar below:
Lip Filler eLearning Courses
If you want to increase your skills in lip treatment design or boost your confidence by learning how to handle complications, Dr Tim Pearce offers a range of comprehensive courses that are highly rated by our delegates:
In addition, browse our FREE downloadable resources on complications.
Dr Tim Pearce eLearning
Dr Tim Pearce MBChB BSc (Hons) MRCGP founded his eLearning concept in 2016 in order to provide readily accessible BOTOX® and dermal filler online courses for fellow Medical Aesthetics practitioners. His objective was to raise standards within the industry – a principle which remains just as relevant today.
Thousands of delegates have benefited from the courses and we’re highly rated on Trustpilot. For more information or to discuss which course is right for you, please get in touch with our friendly team.