15 May Learning the Formula for Highly Profitable Healthcare Advertising & Crafting an Irresistible Offer the Right Way
Lesson one yesterday, was all about having a deep level understanding of your perfect client.
Understanding your perfect client on that deep level is equivalent to building a solid foundation for your house, without it the house falls apart…in this case, it is your business.
After you have done your research and truly understand your perfect client, the next step is to filter that information into content and resources that speak directly to your perfect clients on a deep level which will compel the prospects to take action on your offers.
Failing to do this means your advertisements and message will get lost in the barrage of advertisements your prospect sees every day, meaning you waste time, money and lose out on clients.
To create an effective ad, regardless of media source, you must incorporate the information you gathered from your research of understanding your perfect client.
Keep in mind, a compelling offer doesn’t mean you have to use an insane low-price discount. This is a common misconception in marketing that can devalue your service, waste your time and money.
The best offers deliver the wants and needs of your prospects better than your competitors. The offer must show to your prospects that you understand them better than anyone else and can get them results.
One of my most successful ad campaign strategies in my health practice has been picking a niche market and offering a package of appointments with a specific outcome.
For example, a 4-week prehab program helping runners improve mobility and strength to prevent injuries.
The offer itself of a program specifically for runners, and how the ad copy was written, overcame the most common fears and frustrations that runners have when preparing for a heavy running season…getting injured and missing it.
The message is clear in demonstrating that our business understands the prospects’ fears and frustrations better than other clinics, who’s message is typically vague and focused on listing every condition under the sun.
Most therapists, who don’t understand their perfect clients, forget that without connecting their prospects fears to goals they become a commodity service and actually can turn prospects off.
A key point to a successful campaign is to build the ad and offer around what the perfect client wants, needs, outcomes, fears, frustrations, etc. Most businesses focus on building their campaigns then forcing prospects to fit their model.
Understanding this formula is crucial to your success in attracting your perfect clients and profitable advertising.
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