Art of the Cross-Sell: 7 Tips to Grow Cosmetic Practice Revenue

As a doctor, your focus is on patient care, but understanding business concepts like marketing and sales can greatly benefit your medical practice. Learning these skills can help maximize your practice’s potential, including increasing profitability. 

One effective strategy to boost per-patient revenue in your cosmetic clinic is through cross-selling. This approach not only enhances your practice but also introduces patients to additional products and services that can benefit them. 

When executed correctly, cross-selling benefits both you and your patients. Unlike upselling, which involves upgrading a treatment, cross-selling involves offering related products or services alongside a booked treatment.

For instance, suggesting a hydrating facial after a cosmetic procedure or recommending skincare products for at-home use are examples of cross-selling. By incorporating cross-selling techniques, you can enhance the value of each patient visit and address their various skincare needs comprehensively.

7 Strategies for Cross-Selling in Your Cosmetic Medical Practice

1. Create a Display: Make sure your reception area prominently features skincare products like Sculptra for sale. An organized and visually appealing display can attract patients’ attention while they wait for their treatments. Arrange products logically, grouping related items together for easy browsing.

2. Plan Ahead: Anticipate your patients’ skincare needs based on their booked treatments. Consider preparing baskets containing relevant products, such as acne treatments for younger patients or rosacea products for those with sensitive skin. This proactive approach saves time and ensures products are readily available post-treatment.

3. Offer Benefits, Not Sales Pitches: Instead of pushing products, focus on addressing your patients’ specific needs. Recommend complementary products that enhance the results of their treatments. For example, suggest acne-focused cleansers for patients undergoing chemical peels. Educate them on how consistent skin care can improve treatment outcomes.

4. Trust the Experts: Position yourself and your nurses as trusted advisors in skincare. Explain why medical-grade products are superior and how they can benefit your patients’ skin health. This personal touch builds trust and confidence in the recommended products.

5. Share Your Expertise: Use your knowledge to introduce patients to new products or treatments that align with their concerns. Educate them on the latest advancements in cosmetic skincare and how these innovations can address their specific needs.

6. Irresistible Deals: Create a sense of urgency by offering limited-time promotions or discounts on skincare products. Encourage patients to take advantage of these exclusive offers, motivating them to make a purchase during their visit.

7. Respect Patient Preferences: Avoid applying pressure during the cross-selling process. Respect your patients’ decisions and provide support and guidance without being pushy. Focus on delivering excellent service and building trust for future interactions.

Varieties of Products and Services for Cross-Selling

In your cosmetic practice, various products and services can be effectively cross-sold. For instance, a hydrating facial mask can provide post-treatment relief following facial injections, while skin cleansers, moisturizers, and other at-home treatments aid in maintaining skin health between appointments. 

Additionally, specialized products like eyelash enhancers offer further enhancements. Tailoring product recommendations to individual patient needs not only benefits them but also enhances your practice’s profitability per patient. 

NuDerma Supply offers a diverse range of facial masks, eyelash enhancers, and professional-grade skincare products, including ZO skincare. Contact us today to learn more from our knowledgeable customer service representatives!