00:00 I mean, we're going to go over how to increase your ROI or your return on investment with the Forever Booked program. 00:06 So before we get into this, it's very important to go through these first two trainings, how to track overall ROI, shows you how to track your return on investment and introduces you to this ROI tracking sheet, which is located in your annual planner. 00:19 So this sheet introduces a number of important metrics, the most important of which being your frontend ROI, which is the short-term return on your investment and your LTGP and CAC ratio, which is your long-term investment, return on investment with our marketing. 00:33 So, if you don't understand those, make sure to go through these two trainings. We'll show you all about how to use those and also how to analyze them as well with benchmarks for those numbers. 00:43 And in this training, I'm going to show you how to increase the two most important metrics, which are front-end ROI and LTGP2CAC ratio. 00:50 So, increasing these metrics comes down to continuously working on fixing the bottlenecks in your sales process. So I'm just going to zoom in here and show you the sales process of forever books. 01:02 So any sales process, it starts off with generating leads in our system. We have our AI clients years converts those cold leads into hot leads so gets people to respond and qualifies them. 01:12 You then reach out through the appointment booking workflow following that process. You book the appointments, the appointments show up. You follow the in clinic sales process to close appointments and then you book future appointments while asking for referrals, which is going to multiply those clients 01:26 into even more clients and then it feeds back in the system to book those referrals. So, throughout this process, you have a number of bottlenecks, the number one being highly costs, low booking rates, low show rates, low close rates, low rebooking rates, not asking for referrals, and then low gross 01:43 margins. So these are the seven main bottlenecks that you'll experience in the sales process. And increasing your ROI just comes down to fixing and optimizing these drop off points to get people to go through as far as possible and not drop off during any point in the process. 01:59 So bottleneck number one is highly cost. This is the first bottleneck in any sales process. It can be highly costs. 02:07 And when it costs a lot to generate leads, it's going to be very expensive to get those people in the door. 02:11 It's going to increase your cost to acquire a client or a CACC. So for strategies on how to decrease lead costs, I'm not going to go through all the detailed strategies in this training because it's a lot. 02:21 I'm going to link two trainings in our program. So you want to go to our app performance and optimization training. 02:27 It's going to give you different strategies to decrease your leak costs, such as creating better offers, using better images and video creative, rotating your offers, and all the things we do to get the lowest possible leads through meta ads. 02:40 And then also Google ads are main focuses on meta ads, but we're getting into Google ads as well now as well. 02:47 So bottleneck number two is low booking rates. rates. This is the percentage of leads that book appointments. So even if you generate cheap leads, a low booking rate is going to create high appointment costs. 02:57 So to increase your lead booking rate, here are the main things you want to do. First and foremost, the most important is to contact the leads within five minutes. 03:05 This is the number one reason clients experience low booking rates, it's because they don't call their leads. So we have a hot lead. 03:11 They're waiting to be contacted if you wait till the end of the day, or like some people even wait, you know, multiple days. 03:16 Obviously that person is going to go cold and they're going to go to someone else. So it's really important to prioritize contacting hot leads ideally within five minutes. 03:25 You want to dial the lead twice. So even if they don't pick up the first time you want to dial them again, text the lead if they don't pick up and also move them to your unresponsive leads to the AI follow-up pipeline stage. 03:37 So this ensures our system actually follows up with the leads that have gone cold and we'll get them to give them another chance to book. 03:44 So all these steps, by the way, are in our appointment booking master class. I just wanted to outline the most important one here, but you want to follow our appointment booking masterclass commit to continuously improving this process, and that's how you'll keep your booking rates high and avoid this 03:57 low booking rates problem. bottleneck number three is low show rates. So the next step after booking people is you need them to show up, right? 04:05 So low show rates, they're going to increase your booking costs and decrease over ROI. To increase your show rates, make sure you're collecting prepayment for appointments. 04:14 We have this really cool AB closed and you can use payment links as well to collect credit card. This is all covered in the appointment booking master class. 04:20 You want to call people the day before to confirm their appointment. So the personal call is really overrated, you know, So underrated, sorry, all these CRMs have ways to automatically text people, but just to giving them a personal call goes a long way to call them to let them know their appointments 04:35 coming up. And it just shows people that you really care and you're looking forward to their visit. You can watch this video. 04:41 I created a YouTube video that has additional strategies for increased show rates, so this is a very good one to watch. 04:46 Bottle neck number four, low closed rates. So now that the patient shows up, you need to close them. To improve your show rates, follow the in clinic sales master class and commit to continually improving this process. 05:00 Mind you, there's a lot that goes into selling patients when they walk in the door. Do not expect to master this process in a few days or weeks. 05:09 It takes months and sometimes even years to build and master a really good in clinic sales process. This isn't something you kind of set up once and forget it. 05:17 You set it up. You get feedback and you're going to continuously refine this process in your clinic. and it's very valuable, right? 05:23 It's very difficult for other clinics to copy your sales process. So this is gonna be something that you build that's gonna make your clinic more unique and more valuable. 05:31 So what are the top reasons for poor close rates? Miscommunicated client expectations. So if you're running a unicorn offer that includes an introductory treatment and you need to make sure it includes a consult as well. 05:43 You always wanna have a consult for new clients because that's how you're gonna figure out what their problems are and that's how you're gonna put together a plan for them. 05:49 This needs to be communicated though, a lot of clinics will just book the appointment, the client comes in and they're just expecting like the inter-treatment with no consultation or anything. 05:58 So this is a very important expectation to set, to make sure that they know they're going to get a consultation. 06:03 And if they don't want to do that, just say that this is our process, right? This is where a medical clinic, we need to properly assess people before we treat them and that's why we do a consultation. 06:14 Poor mindset around sales, this is a huge one. And if you or your staff fundamentally don't like sales or think it's evil or have bad mind sets around that, you're not gonna be able to sell very many packages. 06:26 So make sure you watch the sales state of mind video to get your mind read around sales, not implementing our consultation process. 06:32 So you shouldn't be weighing your consultations you should have a defined process that your whole staff knows that you bring people through to educate them and build the value of your packages and enroll them in a treatment program. 06:44 time. Not committing to daily improvement of your sales process. This is often due to just discounting the important importance of a sales process. 06:51 A lot of people just don't think it's very important and it's just like an afterthought and that's why their sales process isn't good and that's why they're not selling people. 06:59 So a solid sales process is paramount to successful clinic and it's intimately tied to client results. If you can't sell people on the package that is best for them and they end up buying something That's not very good or just doing one-off treatments and you know coming in sporadically and not getting 07:15 on a consistent plan That's a lose lose situation because they're gonna get worse results And you're not gonna make as much as much money So sales is directly tied to client results not knowing what to sell If you just have your staff, you know doing consultations a lot of people can put together cut 07:32 custom packages But it's really important to have you know Preset packages especially for people who they just need some guidance on you know what to sell new clients coming in. 07:42 So follow our packaging and pricing, training for that, lack of authority, social proof and case studies. So this is all, this is like the context, right? 07:50 So when someone comes into your clinic, there's what you actually sell them, but then there's all these things that are going to influence their decision, such as, you know, your Google reviews, do you have case studies in the clinic? 07:59 Is the clinic really, it's a high, is it a high-end clinic? Does it smell nice? There's all these different things that influence their decision and that's going to affect your clothes, right? 08:08 So you need to make sure that you build up authority, you have social proof, good reviews on Google, and you need to create all these buying signals that are going to make people want to buy. 08:16 A lack of staff incentives. So this is a great quote by Charlie Lunger. He says, he says, show me the incentives. 08:22 I will show you the outcome. So he knows that incentives are such a big driver of people's behavior that he can literally predict behavior based on the incentives that are in place. 08:33 So if your staff aren't incentivized to close, if you're not doing commissions, if you're not doing sales contests or making it exciting and building a culture around getting people enrolled in complete packages, complete programs, that will affect your sales ability. 08:47 Poor client results in clinic morale, damaging conviction in the service. So this is a big one, but it's often overlooked. 08:55 If you have, this is actually happened in my dad's clinic a lot. He would buy this machine, that was this like, there was like a body sculpting machine. 09:04 And at the beginning, He was using the conviction from his rap. His rap said the machine was amazing So he sold a bunch of people on it right away But then he started to use it and the results weren't very good And as soon as he started as soon as the he it came to be that the machine didn't work very 09:19 well He could not sell that thing anymore because he wasn't convicted in it You know, unless you're a psychopath and you're just like lying and you're fine with it Maybe you'll be you'll get away with it But if you're just a regular person if you don't believe in what you sell it's very very difficult 09:31 to sell it So that could be something, if you're staff, you know, if they don't believe in your treatments or not getting results themselves with your treatments, how are they supposed to transfer that conviction and belief to clients in the sales process. 09:43 But I'm not going to number five low rebooking rates. So not all patients are going to buy a big package during the first appointment. 09:50 That's fine because many new patients have never heard of it before. And they will not be comfortable parting with large sums of money on their first visit. 09:58 And this is totally fine. It is important to realize, however, that these patients came to your clinic for a reason. 10:05 There's something that motivated them to book time off work, drive to your clinic, you know, sit in the waiting room, go to this, like go to this consultation in a brand new place they never been to before, something drove that behavior. 10:18 And it's not always just because they saw this amazing discount, right? Even if there's a discount, there's still a pain, there's still a problem that they need and solve that drove them to get to your clinic. 10:27 So if they leave empty handed, it's a lose, lose situation because they have an issue that still needs solved that you didn't make any money. 10:34 So there's no reason that people clients should lose to leave your clinic empty handed. And that for that reason, at a very minimum, you should aim to get clients to come back for a follow-up visit or even a follow-up phone call. 10:45 And to do that, follow our closing check-out process. There is a lot of outcomes between yes or no. It's not just a yes or not, right? 10:54 It's like you can be yes all by this package. Yes, I'll come in for a follow-up. Yes, I'll buy some skin care Yes, I'll do a phone call. 11:01 There's so many yeses that you need to ask for and potentially yeses before you get to the ultimate like no I'm not interested you do in your clinic. 11:09 I'm never coming back So make sure you follow this process bottleneck number six is not asking for referrals So let's say it costs you three hundred dollars to get a new client in the door You can effectively cut that cost by a third by getting that patient to refer to their friends now Now instead of 11:24 spending $300 to get one patient, you're spending $300 to get three, so $100 per patient. This is why it's so important to ask referrals. 11:33 So you should either implement your own referral program, you can use our system. We have a referral rocket system that's really cool and a lot of our clients use it to get great results. 11:42 Whatever system to use, you need to ask for referrals and have a system for doing it on a consistent basis. 11:48 Bottle neck number seven is low gross margins. So this is the final bottleneck that's going to decrease your ROI and LTGP to CAC ratio. 11:56 Let's say you do all the work to generate these new patients and make a sale. You spend the money on the ads, you follow with the clients, you book them in, you do a consultation, you sell them a package, all of this will be for nothing if you have super low gross margins. 12:09 So it's very important to increase your gross margins. You can be selling all these packages, but if your profits are low, you don't keep anything and it's just, it's very upsetting when that happens. 12:20 It's not fun to run a business with low margins. So here are some tactics to increase your gross margins. Use the cost columns in your Taylor Achievement Plan to determine your gross margins on packages. 12:31 So we have this tool called the Taylor Achievement Plan. And in this tool, there are columns where you can add in the costs, both consumables and staff costs for fulfilling on different packages and services. 12:43 So you can start to figure out the gross margins on your packages. and you want to increase those growth margins as much as possible. 12:49 Like ideally, you should get above 70%. You want to do everything possible to make your packages as profitable as possible while still making people feel like they want a good deal. 12:59 Got a good deal, right? When people buy, they want to get some sort of incentive, some sort of discount, get a deal. 13:04 And there's ways to do that while also making sure your packages are profitable. One of the ways to do that is to increase the individual prices of your treatments to discourage one-off purchases by keeping individual prices high. 13:16 So you don't want to be that clinic that just has, you don't want to just discount, you don't want to have low prices on all your individual treatments. 13:24 One thing that does it, when people see that, they're like, oh, these people are cheap, their prices are super low. 13:30 You want to have high individual prices and then you want to give people discounts if they buy packages or sign up for a membership. 13:38 This way you're giving them a discount, but it's in exchange for getting them to enroll in a role in a way which is not only beneficial for you, it's also beneficial for them. 13:48 So you should be getting people to buy packages or memberships. So you want to increase the prices, gets you more room to discount in that context while we're meaning profitable. 13:58 Next, you want to add add-ons to increase your package value. So in this Taylor treatment plan, there is a section where you can add add-ons. 14:05 So you can say, when you do this package, why don't we add in a peptide booster if the people have more pigmentation, If they want LED therapy, if they want their neck and neck let's say you can add those on it's going to increase the value of your packages and increase your profits. 14:19 So that's an easy way to add little upsells to your packages to increase the average sale value. Next is to add free bonuses. 14:25 So a free bonus the difference between a bonus and add on is a bonus is free and you want to add a bonus in exchange for them doing something. 14:34 So let's say they get started today, let's say they were further friend if they do that they can unlock a free bonus such as, you know, a free bonus treatment, free product and those bonuses are added right there so you can add, you know, the skincare or like a $50 gift card. 14:49 And those bonuses, they're used as tools to make the packet is more enticing. It's very important, though, to make sure that bonuses are of low cost to deliver. 14:57 So you don't want to add all these free bonuses, and then I have it decrease your gross margins because it costs you a lot to deliver them. 15:05 Next, try to focus on treatments with low fulfillment costs. So if you have energy-based devices, those things should be working all the time. 15:11 You've already spent the money. You're already paying for the lease, so you might as well look at those machines as busy as possible. 15:16 So it's best to focus on machines that have low fulfillment costs, low consumables, and focus on those devices. Next, you can negotiate with reps to get free products. 15:25 I have this email in school. You can copy and paste this email to send it to your reps. This one is for to get free Botox. 15:32 All these reps they have, they have quotas of free product that they're allowed to give out each month. So don't let all, like you can, a lot of times clinics just won't ask and so the clinics won't get them. 15:44 And some clinics will ask and they'll get the lion's share of the free product allocated to that rep because they asked. 15:49 so make sure you that clinic that asks for this free product. Next is to continue improving your sales process so you can raise prices and reduce reliance on discounts to closed sales. 16:00 So discounts are just a tool to make it easier to close sales. But clinics that have an amazing reputation have like the doctors authority or let's say the doctor is a celebrity. 16:10 They have all these things going for them to create that premium position. They don't need to rely on discounts as much as a clinic just starting out with a low reputation. 16:19 And that's created a number in a number of ways, right? Having a better online presence, having better Google reviews, having an amazing clinic experience, putting together an amazing sales process to build the value of your services. 16:32 All these things, all the work to get someone to say, yes, is all done, it's all done beforehand, right? Before you actually asked for the sale. 16:40 The discount is just a tool to get people to say, yes, but you need it less and less and less, the more you work on your sales process. 16:49 So, that is how to increase your ROI. There's a lot here, don't get too overwhelmed. What you wanna do is you wanna focus on like what bottlenecks hurting you the most right now. 16:58 Where are you losing the most sales? Work on that bottleneck, fix it. Once you fix it, you can move to hop on our support calls. 17:05 You are marketing coaches will help you determine what your bottlenecks are and exactly what to do to fix them. All right, I'll see you in the next video.