Workshop Agenda

Here’s What You’ll Learn Over 2 Days

(Please note times and topic order are subject to change)

BEFORE WE MEET, we’ll ask you to complete a comprehensive questionnaire that will help us identify the strengths and weaknesses of your current situation.

We’ll then schedule a brief pre-Workshop telephone interview with you to find out your practice goals and to explore specific areas in which we may be able to help you achieve them.

DURING THE WORKSHOP - active participation is encouraged as it will enhance the attendee’s Workshop learning experience. All participants will have the opportunity to ask questions and participate in real-world role play selling situations during the Workshop, when applicable.

There will be several coffee and stretch breaks during the day. Lunch is midday, on your own.

A private consultation will be scheduled for each participating practice during the 2-day period.

Saturday

Continental breakfast.

Welcome, Introductions, Workshop Goals and Format

Cosmetic Medicine Is Different – Here are the 4 things that differentiate a cosmetic medical practice from a standard medical practice.

Keys To Success – Learn and implement the 5 things that will help you be successful.

10 Ways To Grow Your Business – Here Are the 10 Things Successful Practices Do To Build Their Business.

Developing A Marketing Plan – Learn how to create a custom marketing plan for your practice.

How To Maximize Profits – Selecting a business manager is critical to your success. Learn why having a practice manager is essential to protecting the physician/owner’s investment and to the long term financial success of the practice.

Selecting The Right Clinician – Learn the 5 key qualities and skills a clinician should have and her responsibilities.

Understanding The Aging Face – This segment reviews specific information on what clients want regarding their skin, what the signs of facial aging are, the 2 kinds of wrinkles, the photofacial treatment and what it does, other ways to rejuvenate the skin and how a combination of treatments is usually the best solution.

Selling Cosmetic Buyers – This segment deals with the sales aspect of the business. Learn why it’s important to listen to the client, to sell benefits and expected results and much, much more.

Mastering The Consultation Process – This topic is arguably the most important thing you need to know and master in achieving success. Here is the 11-step process that results in a client sale.

Guide To Selling Photofacials – Learn why the photofacial is so popular, what it does, how to sell them and tips on administering the treatment.

Selling Hair Removal Procedures – Understand the 3 phases of the hair growth cycle, why multiple treatments are required, how laser/IPL systems work, how to sell hair reduction treatments, who should and who shouldn’t be treated, treatment tips, the importance of consent forms and post-instructions.

Sunday

Continental Breakfast

Recap – Saturday’s most important points are briefly reviewed.

Internal Marketing – Learn why it’s critical to have an educated and motivated staff. Review several effective internal marketing/promotional materials a practice can develop and use without spending a ton of money.

Marketing Your Cosmetic Practice – This segment deals with external advertising and the importance of identifying and articulating your Unique Selling Advantages (USA’s), how to use them in ad headlines, direct response ads versus institutional ads, tracking client response and how to increase client response.

Sell Injectibles and Explode Your Business – Learn about the two most popular non-surgical cosmetic procedures, Botox Cosmetic and Dermal Fillers, what they do, how they help you identify and attract individuals interested in improving or maintaining their appearance without surgery and how to sell the procedures.

Treating And Eliminating Leg Veins (Optional) – Learn how millions of Americans treat abnormal leg veins successfully without surgical procedures, the types that can be treated, the best way to treat most veins and how to sell leg vein treatments.

Creating An Aesthetic Services Menu – Here’s how to create a custom aesthetic services menu that will generate maximum revenue for your practice.

Physician Directed Skin Care Program – Having a physician-directed skin care program is important to your practice. Learn why they produce better results, how they can generate significant profits and the 5 elements included in every good skin care program.

Staging Successful Seminars – Educational seminars can be an effective way to identify and sell new clients and generate huge profits for your practice. Learn the purpose of seminars, why clients like attending them, how to market them and the 10 elements of a successful seminar.

Handling Disgruntled Clients – Learn the 12 step-by-step procedures to follow when encountering an unhappy client and you’ll not only avoid costly lawsuits but increase your reputation and future sales.

Existing Clients Are Your Biggest Asset – Learn the 3 ways to grow your practice, why existing clients are your best prospects, why you should divert some advertising dollars and time into reselling, up-selling and cross-selling them, the importance of constant communication, the real value of a client and much more.

Recap And Workshop Evaluation – A brief review of the important points covered in the Workshop and participant evaluations end the 2-day session.