Podcast Summary:
In the world of cosmetic surgery, success goes beyond providing excellent medical care – it’s about running your practice like a business. In this episode of The Crowes Nest, we talk with Catherine Maley, MBA, a well-known consultant, and the “secret behind the successful cosmetic practice.” Catherine’s proven strategies for patient acquisition, conversion, and retention have made her a go-to expert in the industry.
1. A Growth Mindset Trumps All.
The most successful practices share one thing in common: they maintain a growth mindset. According to Catherine, growth-oriented surgeons and practice managers are constantly looking for opportunities to innovate, improve, and expand their businesses. They don’t settle for the status quo, they embrace change and look for ways to better serve their patients and community.
2. Treat Staff and Vendors as Assets – Not Liabilities.
Catherine emphasizes that staff and vendors should be treated as assets, not expenses. Staff members play a crucial role in patient conversion, while vendors can bring in valuable resources and expertise. Practices that invest in training their staff to be “converting rockstars” are more likely to succeed. Similarly viewing vendors as partners who contribute to growth, rather than liabilities that drain resources, is an important mindset shift.
3. Invest In Technology That Saves Time.
As the old adage goes, time is money. Catherine points out that successful practices leverage technology to streamline operations and improve efficiency. From automation tools that handle administrative tasks, to CRMs that manage patient follow-up, technology can free up valuable time, allowing you to focus on providing exceptional patient care.
4. Invest In Your Community – Be a GREAT Neighbor!
Building a strong presence in your local community is another key to a successful cosmetic practice. Catherine advises practices to invest in community engagement, which can take many forms, from volunteering for local charities, supporting local events. Practices that build trust and rapport with their communities often see greater patient loyalty and increased referrals, which translates to long-term growth.
5. Consider the Whole Person – The ‘Patients for Life’ Concept.
One of Catherine’s key strategies is the “patients for life” concept. Rather than seeing patients as one-time clients, successful practices focus on building lasting relationships. This means understanding the needs of the whole person – not just their immediate aesthetic goals – and continuing to nurture that relationship over time. By doing so, practices can create a loyal patient base that comes back for additional procedures and recommends the practice to others.
Conclusion
Success in cosmetic surgery is about more than just providing procedures; it’s about mastering the business side of your practice. By adopting a growth mindset, investing in technology, and building strong relationships with your community and patients, you can create a thriving cosmetic practice.
About Catherine Maley, MBA:
Catherine Maley is the founder and CEO of Catherine Maley Consulting, a company that helps cosmetic surgery practices grow by focusing on patient acquisition, conversion, and retention. With over 20 years of experience, she is an author, speaker, and podcast host. Her podcast, Beauty and the Biz, along with her book Your Aesthetic Practice: What Your Patients Are Saying, have made her a trusted voice in the aesthetic industry.
For more strategies on how to grow your cosmetic practice, visit Catherine’s website CatherineMaley.com or follow her on Instagram @catherinemaleymba.
About Candace Crowe Design:
Candace Crowe Design has worked with aesthetic practices throughout the U.S. and Canada since 1999 helping to pioneer marketing in a manner in which women want to be communicated. CCD is known for their industry knowledge, BRAG book, and Advantage Play®. They are dedicated to continuously lowering patient acquisition costs and increasing the lifetime value of a patient. They have serviced over 500 clients across the U.S. and Canada. Family-owned.
Brands: Digital Signage – Advantage Play; E-Mail Marketing – Advantage Mail; Digital B & A Gallery – BRAG book
Happy listening!
