Convert your leads for healthcare

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in this video I'm gonna walk you through how we generated over 1,000 leads in just 9 months for a regenerative medicine center using our vo C method [Music] hey and welcome back to another video in this one I wanted to dive into one of the client results that we've had recently and shared just how we've been able to generate the results that we have so in this case it's with a regenerative medicine center over in the states offering stem cell therapies and we came on to work with this client to generate high-quality leads for them so if you are in a similar niche or if you are just a local business that is trying to do lead generation then this video is gonna be for you what I'm going to do is jump into my iPad screen here and walk you through the different stages that we took and the methodology and the principles that we used along with the V OC method to generate results just as incredible as this so let me do some tech Hegarty jacory Pokkiri there we go there's my iPad screen and there is me back so before I share how we actually did it with this client what I want to do is walk you through first and foremost what the V or C method is so if we have a very basic looking funnel like this and in the top end we have strangers people that don't know who we are and in the end we have customers that is what we're all trying to achieve with our funnels with our advertising especially on Facebook Google Ads you know direct to consumer direct response advertising so we need to try find a way to bring strangers into customers now we know if we put an ad up the two strangers saying come by our stuff nobody's gonna buy because nobody cares and especially with something like stem-cell therapy were the lifetime value of that of that customer is high it's a high-tech product or service then people just are not going to do that so we can't do that so what we do is we introduce the V OC method now it's called the b OC method because we have video offer conversion convert that is the three steps that we're trying to get people to do so with this client here's what we did to generate results like this and i'm gonna walk you through the different maths as well so with the client the goal was to generate high-quality leads so high quality at $50 cost per lead we want to generate a consistent number of leads of $50 cost per lead the key being get consistent at 50 $50 cost per lead but also to be able to get the quantity and the quality rates always that balance and metrics so that was the goal so we said right let's introduce the V OC method this is something that they've never done before and what this starts off with is what we do is we work with the customer what we did is we worked with the customer to create videos now these videos and like I say everything I say here is something that you commit implement for your business too so when I say we implemented videos what I want you to do start thinking about how you can create videos too so we started to create video content and help and coach them create video content and these videos are typically about 60 to 90 seconds long and there's three main parts to the video you've got the hook the story and the offer the hook is something that we say to try and catch their attention straightaway the average watch time for a video on Facebook is just six seconds so we really need to catch their attention in those four seconds that's what we do with the hook then we use the story that's to get people to buy into what we're about to talk to them about it to buy in to the call to action that we're about to tell them and then the offer so you know come and take the next step which I'll talk about in just a second so 60 to 90 seconds hoop story offer that's what we're trying to do with the videos now the topics that we create here are very very simple there's answering questions and solving problems that we know people in our local area have so this is a local business operating locally so from a targeting perspective we are bound we are bound to a certain area around that practice so what we do so we answer all the questions and the problems to people in that local area using this methodology hook story offer and that is then the first step section of the vo see we've got our videos now what we then do is we amplify these videos out to people in the area using ads and in terms of this client because there are video creation I mean they were by no means experts at video but because they were naturally pretty good we were able to create maybe five or six different videos for the stem-cell therapy and amplify those like people in the area and we were getting views for AB 0.1 so one cent per view which is really really good so what we were doing there is we're such a mass and audience who are starting to get thousands of people thousands of people in the local area watching those videos so watching these videos here and then what we want to do is bring them into that next stage now the next stage is offer and trying to get people through the door now what we've been doing here is we've been gathering a large audience of people that have watched our videos like I say thousands of people in the local area watching our entertaining informative videos on stem-cell therapy so we have a perfect audience that's primed to send an offer to so what we did was we decided on the offer that we were just going to go for a free consult now oftentimes we don't go for a free consult offer because you know people know that a consult is essentially just a sales pitch so some things we might go for a seminar sometimes we might put people to a webinar a challenge something a little bit more exciting a little bit higher value but in this case we decided we're just going to go straight for a consultation the reason being is we were getting such good results from the videos that we decided that we could go straight for the consultation so what we did is we built a two-step funnel inside clay funnels ID on this two-step funnel on the Thank You page very very basic as we had a video another video which is important because what we're able to do there by having a video on the Thank You page is increasing the short break once people had booked in a call and it basically just said thanks and provided more info so what they're doing is they're getting to know who the person is they're actually runs a practice the person that they will actually get to speak to once they have that consultation call on this page what we did is we had a very basic form and a page outlining the benefits of stem-cell therapy who helps who helps what a hell with all of those different things so there was a form on that page you know on the forum there's a very specific question that I want you to ask when you do this we've got your name obviously a number email and the best question is best time to call so what time are we actually fawning for what time should we fawn because every single time somebody fills in this form we then phone them ring them up and try and get them to book in a consultation in the actual office so we can see whether they are a candidate or not so the purpose of this funnel really is to try and generate leads but also to qualify people as well now something we didn't do is something you can often do is on this form is ask more qualifying questions such as how bad is your pain how badly do you want it are you up for spending money to get this sort of sort of treatment depending on your business depending on the industry and your niche that you're in it's going to depend on the questions you ask but on the form what you're trying to do here is balance the quantity versus the quality so with the more things that you ask for on the form the less people that you're gonna get filling it out however the people that do fill it out are going to be higher quality so what we need to try and do and I'd recommend you start with a very basic form get leads through if you find that they're not high-quality enough add more questions and try then find that balance of the number of people coming through rush the quality of the people coming through so what we were doing now is we were sending everybody that had watched our videos to this funnel so the thousands of people that were watching our videos free by the way the video was totally free valuable not really making any sort of offered or sale except for we were making this specific offer that says if you want to book a consult then you head to the website that's all we really said on those videos so everybody watched these videos we sent them to this page now what we were able to do here is we were able to generate 1080 leads and this is at the time of filming this is still running and has been running for nine months we've spent $27,000 in total I've got the numbers here and the cost per lead it's 25 dollars and three cents so we had the target of $50 cost per lead because that's what they were achieving before with a previous agency and we were able to half that by using the vo C method no The Moorings the more important thing is how many of those leads were actually turning into customers so let's clear some of this page and talk a little bit about that so once somebody has come into our funnel so we've got our two-step funnel like I say there's the thank-you page is the landing page what happens now when somebody has come into that funnel what we do is we form them and we form them multiple times until we can get them to pick up if we can't get them to pick up what happens is they go into an email sequence and that email sequence will just continue to go until we can get that person into the practice know this Klein on actually works with HubSpot so they track everything using HubSpot but you can use click funnels you can use active campy and any of the different tools that you want to so the purpose of this form is to try and convert obviously into sale but if we can't get them on the phone call what we do is we then put them into an email sequence and the purpose of this email sequence is to convert them into a phone call and what we're doing here in the email sequence is providing value we're nurturing until they are ready one of the things that's important here is we want to try and track the the benefit and the value of the leads straightaway so how much are we we're spending $25 cost per lead how many of those are turning into patients and actual customers straightaway but one of the things that's often forgot about is the long-term value of those people as well if somebody doesn't convert here straightaway they don't pick up the phone that's fine they go into an email sequence and we continue to nurture those people until they are ready because somebody has taken time to watch our video so they know who we are they're interested in the topic then they've taken the time to take a next step and actually begin a consultation call so we know that they're interested we know that they have a problem you might just they might just not be ready yet and so we have to nurture them until they are ready so some people were convert straight away some people may take a year two years and that's totally fine so what I want you to do is think about you know the results straight away but also just understand that even if you're not getting incredible results like this straight away you are building something for the future as well so let's actually look at some of that the proper numbers here for this case study and what I'll do is I'll pop up some screenshots of the ad campaign and things on the screen and if you want to see a more detailed version of what we've done here then head over to mr. Gavin Bell com4 slash blog where I live really know this as well although if you're watching this as soon as I posted it come back in a week and it will be there now what I've just described there is that final part is the conversion part is the conversion part happens off of Facebook everything that we are trying to do let me zoom in here everything that we are trying to do here on Facebook is trying to drive people off of Facebook because when you're running your business on Facebook you don't control the platform and so we need to try to get people from Facebook off of Facebook onto our email lists into our CRM so we can then try and convert them off of Facebook so let's look at the numbers because this is an important part and if you are running a business that requires lead-gen and you're thinking about running ads you're thinking about doing client acquisition like this and building a system like the VLC method then you need to know the numbers the numbers are absolutely crucial so let's look at it my maths is terrible but even I can do it so we had Leeds we had 1080 and Counting the cost per lead is equal to twenty-five dollars and three three pence which is giving us a spend of around twenty seven thousand dollars that's after nine months okay cool no that's fine cost per lead but what we really want to look at is the sales figures what are the sales so if we look at the elite to sale conversion it's a little under 10% but I'm gonna use 10% because my it's easier for my mats so let's say they lead to sale conversion is 10% I think it's saying about 9% so that means 10% of the leads that we're generating are turning into paying customers which means our cost per acquisition cost per acquisition of a customer is 250 dollars because it's 25 times 10 10 percent so it's costing us 250 dollars to acquire a customer know if your customer value is worth $100 that's obviously not good your customer value is worth 150 dollars that's obviously not good but if you're a customer value like this client is worth $4,000 plus lifetime value then you've got an incredibly predictable consistent and scalable system which is why with this client what we are trying to do now is spend more money produce more videos to go back to here we produce more videos we spend more money promoting those videos out which means we've got a larger audience to generate to push towards the offer which means we have more people coming into our email system our CRM so we can convert more so this is the VFC system that we're using with this regenerative medicine practice and we're doing this with local clients all over the world because it works every single time and I want you to go away and do this as well because you will see the results the key things here are you need to have a lifetime value that's that's relatively high you need to have a business that operates with leads so you need to be able to generate leads to generate the sales and then understanding all the maths and all the numbers because if you get something like this you're in a position where your problem is we cannot scale fast enough we want to spend more money but face isn't letting us switch tell me which I'll tell you is a great problem to have know if you would like to learn more about this you'd like to see the actual landing pages the actual ads the actual copy we use then you will want to join my funnel Academy comm which is my online membership where I teach people how to build pads how to build funnels like this I coach them to create this for their businesses the results people are getting are incredible we're actually releasing a course in the next couple of weeks where you can copy which we just take the swipe files of the best-performing ad copy the best-performing landing page copy the best-performing thank-you page copy like we've used in these funnels and take it for your business you can see literally just copy and paste so that's being released very very shortly which I'm excited about so if that sounds good to you you'd like to see all the actual nitty-gritty of these types of things inside our agency client accounts then join my funnel academy.com and get a seven day free trial and then it's only $49 per month so you're getting all of this for just $49 per month which is ridiculous so if it sounds good head over there my funnel Academy com if not you can head over to the blog to read the more detailed written version of this case study and if that doesn't tickle your fancy you can leave a like drop a comment to share with someone who needs to see it and I shall see you very very shortly you