1. Use the Monthly Marketing Planner to set ambitious, yet achievable goals for your clinic.
Shar Lewis Club Reduce Consultant Vice President of Marketing

2. Set ambitious, yet achievable goals for your clinic and staff.
Many doctors and their staff ask me…
“How do I set goals for me and my team?”
“How do I make $50,000 per month?”
“How do I know how many people I need at my seminars to hit my goal?”
“How do I know how many sales I need to make each day to hit our goal?”
“What is a good average show rate for my seminars?”
“What closing percentage should I aim for?”
“How many calls should my marketing person be making each hour?”
The Monthly Marketing Planner is the best tool for you to use
to set goals for your clinic and your staff.

3. Where do I find the Monthly Marketing Planner?
The Monthly Marketing Planner may be found on Club Reduce by clicking on the Marketing tab. You will see it highlighted in red. Monthly Marketing Planner! Click on it.

4. What is the Monthly Marketing Planner?
This is the Monthly Marketing Planner and is what you use to set your goals. Let me show you a quick example.

5. An Example of How to use the Monthly Marketing Planner
Clinic Goal: $50,000 (you can set any goal here)
Amount Made on Each Program Sold: $3,000 (average cost for your clinic)
Conversion % of One-on-One Consults to Programs: 50% (this is typically 65-75%)
Conversion % of Seminar Attendees to One-on-One Consults: 75% (this is typically 90% +)
% of Leads Scheduled for Seminar that Show for Seminar: 50% (This is good! This is the norm!)

6. Hit the Magic “SUBMIT” Button

7. See your Goals Magically Appear
Example:
*Remember this is per month!
Program Sales Needed: 17 (or just over 4 per week with average cost $3,000)
One-on-One Consults Needed: 34 (or just 8 ½ consults scheduled per week with average 50% closing rate)
Actual Seminar Attendees Needed: 45 (or just that SHOW per week if only 50% show)
Number of Leads that MUST be Registered for Seminars this Month: 89 (or 22 SCHEDULED each week for seminar)

8. Let’s Break it Down It REALLY is THAT EASY!
In order to make $50,000 per month
With an average program cost/sale of $3,000
22 people need to be scheduled for seminar each week
11 people or half of those people scheduled for seminar need to show up for the seminar
9-10 of those people need to schedule a one-on-one evaluation
8 of those scheduled for one-on-one evaluation need to show up
4 of those who show up for one-on-one evaluation should purchase
If 4 new patients purchase each week with an average program cost of $3,000 that is $12,000 per week or $48,000 per month

9. This is where you start to SET YOUR GOALS
Now that you are familiar with the Marketing Planning Tool you can go back in and plug in your real numbers and your real stats to give you accurate goals for you and your team.
(You will have these stats from your daily checklists and metrics that you are having each staff member do every day. These can be found on Club Reduce under Training, Staff Training, by position.)
Do this every month and adjust as you go.
For example: If you find you have a lower show rate for seminar over the summer, increase the number of people you need to schedule and create your marketing plan to adjust for that. Or, if you are closing at a higher rate adjust for that too. Or, if you are selling higher priced programs adjust for that too, etc.
(Use the Monthly Marketing Planning Sheet found on Club Reduce, under Training, Staff Training, Marketing Director.)

10. What Other Stats Should I be Looking at?
The marketing planning tool primarily sets the goals for your TELEMARKETER/SEMINAR ASSISTANT AND YOUR CLOSER/SALES PERSON.
There are checklists and metrics for EVERY POSITION:
Office Manager
Front Desk
Telemarketer
Seminar Assistant
Sales/Closer
Weight Loss Coach
Spa Technician

11. What about my TELEMARKETER? What should I expect with calls?
There are some fairly standard expectations for telemarketers that we use based on our historical stats. They are:
12-20 calls per hour
20 per hour if just leaving messages/average 3 minute call
10-12 per hour if speaking with people 5-6 minute call
When calling NEW LEADS they may schedule2-4 per hour (depending on time of day)
When calling OLD LEADS they may schedule 1 per hour
Our telemarketers daily goal is to schedule 10 per day/40 per week
Our telemarketers typically call between 3-8pm/Mon – Thurs
*This is why your CHECKLISTS and METRICS are so important. If you don’t know these numbers you can’t know what to expect.
Please REQUIRE your telemarketer to keep the following 3 documents: Daily Call Log, Checklist & Recap, Marketing Metrics. This is not optional!

12. WEBINARS and TOOLS to help you SUCCEED!
There are some recent webinars and tools to help you manage your clinic, set goals and work with your staff that will set you up to succeed.
They are:
Webinar titled “Back to Basics” (4/8/14)
Webinar titled “Want to Be Successful? Learn How to Manage” (3/3/15)
Webinar titled “Skyrocket your Business through Setting Goals” (2/3/15)
Webinar titled “Master the Success Checklist” (8/4/15)
Webinar titled “Mastering the Marketing QuickStart Guide” (9/2/15)
Success Checklist and Marketing QuickStart Guide (may be found on Club Reduce)
Checklists and Metrics for each staff position (may be found on Club Reduce)

13. Remember to… Practice What You Preach
Let a man radically alter his thoughts and he will be amazed at the rapid transformation it will effect in the material conditions of his life.

14. Celebrate with Your Staff Often and Have Fun

15. Do These Things and Watch the Money Roll In!

16. Take Your Team to the Next Level
With personal, hands-on training, at your clinic, with your and your staff, based on your needs and goals.

17. Thank You!