Vampire Facials… not just for the Kardashians any more

I am sure your have heard about the various vampire treatments.  These treatment are patented for cosmetic purposes by Dr. Charles Runnels, of Alabama.  Historically, Platelet Rich Plasma, known as PRP, has been used by Orthopedic physicians for years to help with soft tissue healing and torn ligaments.

There is the Vampire Facelift which combines Dermal Fillers with platelet rich plasma in the same treatment.  This is a great treatment to volumize the face and improve tone/texture, color and areas where fillers are tricky, such as the under eye area.  The Vampire Facelift® combines HA Dermal Fillers (such as Voluma, Juvederm or Restylane) with growth factors derived from your blood. Together, they create a youthful outcome. This procedure contains two parts. The first part utilizes dermal fillers to begin sculpting specific areas of the face. These fillers act like a sponge. They hold water in the face, providing a basic shape. This initial injection of filler is the precursor to the ultimate desired form. The second is the polishing and refining step. It utilizes your body’s own natural healing process. A sample of your blood is obtained with a simple blood draw. Using a centrifuge, the growth factors in platelet rich plasma (PRP) are extracted from that blood sample. They’re then injected into specific areas of the face.

Then there is the Vampire Facial, which is not the same as the Vampire Facelift. This procedure does not involve using dermal fillers. Rather, it uses technology to create micro channels in the skin. It then topically infuses your own growth factors to signal healing. This procedure addresses fine lines and wrinkles. It also improves tone and texture of skin! We’ll numb your skin with a topical anesthetic for about 30 minutes. Then we draw your blood and it’s spun in a centrifuge. Finally, the PRP will be infused into your skin!

Here are benefits of the treatment;

  1. Super safe as it is using your own natural growth factors with no chance of allergic reaction
  2. Softening of lines and wrinkles and improvement in texture
  3. Improvement in skin color- giving you a youthful glow
  4. Great for under eye area where fillers can be tricky
  5. Quick treatment taking about 45 minutes with little to no discomfort

FYI: Many providers claim to offer Vampire Facelift Treatments. However, only those who have personally trained with Dr. Charles Runels, the inventor, are licensed and trained to provide these procedures.  Our Clinical Nurse Specialist, Linda Vecchione, personally trained with Dr. Runels. We feel fortunate to offer these treatments to our clients! Not all providers offer the same PRP treatments and results.  Our team has invested in the top PRP kits and centrifuge- pure spin, to give you true platelet rich plasma, not platelet poor plasma like in many systems.

RN Esthetics

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Our team’s top non-invasive treatments to improve your selfies.

With the rise in ‘selfies’, people are alway looking for ways to look and feel better.  Our team has come up with some of our clients favorite ways to feel great with little to no downtime and looking and feeling natural.  Here they are:

  1. The Hydrafacial MD.  This is an all time staff favorite treatment bar none.  We love it because it is fast and effective leaving you with healthy, glowing skin.  This is not your old school facial or microdermabrasion.  The Hydrafacial is a chemical and physical exfoliation that deeply cleans, removed impurities and toxins and infuses antioxidants and peptides.  It is great for men and women, as well as teens and even the most sensitive skin.  We recommend these treatments every 4-6 weeks.
  2. Baby Botox or Botox.  The goal of Botox is not to make you look like Lake Placid.  It is simply to soften lines and wrinkles and open up the eye area.  It makes us look more awake and refreshed.  Sure, we have all seen some bad Botox out there (sorry Nicole Kidman).. but our team is skilled in a conservative approach to make you look natural and great.
  3. Kybella.  Ever heard of it?  You will soon as this is a serious game changer that received FDA approval and launched in the US in 2015.  Kybella is a non-human, non-animal form of Deoxycholic acid that your body makes, which dissolves fat.  When this product is injected into the under chin area, it rids of of the stubborn fat and gives us a contoured jawline permanently… YES, permanently.  There is swelling associated with this treatment, but minimal downtime.  This wonder drug can also be used ‘off label’ for small areas of fat in the body (think ankles, knees, jowls, bra fat and more).  Kybella is safe and effective, giving a 90% response rate.  This treatment takes about 30 minutes in the office with an average of 2-3 treatments.  It is not a one and done treatment.
  4. Voluma.  The name ‘filler’ is really not accurate when talking about Voluma.  Voluma is a Dermal Filler which is unique as it is a form of Hyaluronic Acid that contours and lifts the cheek area.  When this product is injected by a skilled provider, it creates a beautiful lift and softening of the mid and lower face.  Not all fillers are created equally.  This one is a real game changer with up to 18-24 months duration.
  5. Ultherapy.  Ultherapy is really amazing and one of our most recommended treatments for our clients.  Why we love it… it is microfocused Ultrasound that creates a controlled injury to get our body to stimulate collagen and give us a foundation for the skin.  Most clients have this treatment done every 3 years (sooner if they are older and really need their collagen ramped up).  For younger clients, this is a great preventative treatment too.
  6. Medical Grade Products.  Our must have product is TNS Essential Serum- which contains growth factors and 7 antioxidants plus peptides (think protein smoothie).  Our second favorite product is HA5 from Skin Medica.  This is 5 types of Hyaluronic Acid (think water) for the skin.  This product hydrates from the inside.  SPF is another must have and both Skin Medica and Alastin make a fabulous tinted super sunscreen for everyday use.  Another BFF is Retinol… no, we are not talking about Retin A, which can be extremely irritating for the skin, but a medical grade retinol (we love Skin Medica and Alastin) that is encased with antioxidants and non-irritants, allowing you to actually use the product.
  7. Cool Sculpting.  We know you have heard of this treatment.  The most common question we get is does it work?  The answer is absolutely.. but you must be a good candidate for this treatment as it is not a weight loss tool, but rather a treatment for those stubborn areas of fat.  This technology dissolves fat permanently using cooling with no downtime and minimal discomfort.  Do your homework on this one.  You want a certified provider who has the newest Cool Advantage handpiece.  Our Nurses perform these treatments.

See You Soon!

RN Esthetics

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A Rolex Doesn’t Go On Sale! A great blog by Adam Horoun shared by RN Esthetics

A Rolex Doesn’t Go On Sale: How So Many Aesthetic Providers Destroy Their Value & Tips To Avoid Being “That”​ Practice

A Blog that must be shared by Adam Haroun, Award-Winning Brand Marketing Strategist | Consultant to North America’s Most Innovative Aesthetic Practices

Did you hear about the blowout sale at the Rolex store recently?

For those of you who enjoy travel, were you able to scoop up a bargain when the Ritz-Carlton had it’s “all rooms must go!” deal?

If you’re an automotive aficionado, have you noticed that a Mercedes-Benz salesperson is always eager to slash away at a MSRP…so you will sign on the dotted line that day?

What about the “end of season” buy-one-get-one-free promotion at Louis Vuitton?

No! Of course not! The reason you’ve never heard about or seen any of the instances above is that they would simply never happen.

Many of the most prolific brands in the world recognize their value, and refuse to do anything that would ever diminish or take away from the cachet they have spent decades to build. To share two quick examples of how seriously the world’s most coveted brands will go to protect their value – Louis Vuitton literally burns unsold inventory each year, to avoid putting a lower price tag on their top-quality merchandise. Meanwhile, in the 1990s Burberry decided to abruptly stop manufacturing it’s ball caps after they gained popularity and became a cultural symbol among the street-gang youth crowd in the United Kingdom.

While these examples are extreme, the very same principles apply to your aesthetic practice. All too many surgeons and providers aim to drive business and attract new patients by doing the one thing they never should…destroying their value. Today, I’d like to share how many practices ruin the prestige and quality they work so hard to build, often without realizing it. I’d also like to share a number of action items your practice can take to avoid being one of the many that finds itself devaluing procedures.

Devaluation Culprit #1: Constant Use of Discounting/Group Buying Sites

While it’s one thing to use a promotional offer or loss leader to attract a long-term client relationship (in my experience, offering peels can be one of the best ways to leverage this strategy)…incessantly using discounts to get new patients into your practice is entirely another. Remember that from a patient’s very first interaction with your practice, you are “training” them on what to expect. A patient who comes to you through rampant discounting will expect discounts for the duration of their relationship with your practice. As for group buying sites, just say no.

Unless a client comes to BrandingMD in incredibly desperate financial circumstances, we do not permit them to use Groupon or similar sites to promote their services. There is frankly no faster way to position your practice as a commodity – the ultimate marketing “no-no”, as I explained in my previous article about why so many practices struggle. if a client comes to you over price, that is precisely why they will leave. Simply put, clients who are bargain-driven almost never have any sense of loyalty.

How To Fix The Problem: Use discounting and promotional offers sparingly, and only when paired with a campaign to further convert and engage both new and prospective patients. Ideally, any low-priced offer should be part of what we refer to as an “ascension model” – to upgrade them to progressively higher-value procedures that offer superior results. As an example, you may run a Facebook campaign for an attractively-priced peel. Once someone comes into the practice and receives the treatment, they are then entered into an e-mail nurturing and patient education campaign for laser resurfacing.

Devaluation Culprit #2: Failure to Invest In The Patient Experience

As I discussed at length in my article on patient loyalty, many practices believe that offering quality customer service is the same thing as patient loyalty. While both work hand-in-hand, they are in fact quite different. To summarize the difference, customer service is the ability of an organization to consistently meet or exceed the patient’s expectations. On the other hand, patient loyalty is the desire on behalf of the patient to continue to do business with a practice over time. Patient loyalty is rooted in an emotional connection with a practice, and driven by a consistent experience and interaction with people, products and processes. Whereas quality customer service is a requirement to do business (and further drives loyal clientele), patient loyalty is the foundation of sustained profitability and growth. The key to patient loyalty is delivering a remarkable patient experience

How To Fix The Problem: You’ll find that most patients have never received any kind of personalized communication from a doctor or aesthetic provider, ever. From a personal, unexpected phone call to your patient to having a member of your staff write hand-written thank-you card, imagine how enhanced appreciation of your patients would create word-of-mouth discussion about your practice While the sky is the limit, here are just a sampling of several simple (and very affordable) initiatives your practice can implement to create a memorable experience for your patients:

  • Handwritten letters – No list of patient appreciation suggestions would be complete without a call for handwritten letters; and for good reason – they work. Yes, they take some time, but consider doing one a day. Don’t be Hemingway, no novels – just a few lines saying thanks.
  • Train staff to learn (and use) first names – A person’s first name is the most important sound in the world. Saying it to someone shows they’re more than just a customer.
  • Share your own “amuse-bouche” – In fine dining restaurants, many chefs have an amuse-bouche, or a special bite (or small plate) specially created by their own hand, and often reserved for only the best customers. What can you give customers that is unique to your brand, or you personally?
  • Complimentary upgrades – If you add a new service or upgrade a product, consider giving it away to your best customers.
  • Post-transaction gifts – Give people something related to what they’ve purchased from you. The bigger the transaction, the more important this can be (consider the ever-present “free gift with purchase” at department store cosmetics counters!)

Devaluation Culprit #3: Driving Patient Action With Low Prices

All too many practices will do an incredible job of ‘building up’ the value and expertise of the surgeon or provider through their marketing, public relations, website, and consultation process – only to completely dismantle it at the moment that matters most. While it can be incredibly useful to use incentives to entice a patient to commit to a procedure on the day of consultation, I am of the opinion that offering substantial discounts is not the way to go about doing so. As we discussed above, discounting services from the outset “trains” your patients to expect reduced rates and negotiate with you for the duration of their relationship with the practice. What’s more, a price-based incentive to commit to a procedure at the time of consultation can create a “high-pressure”, automotive-sales type of environment which only further damages the value and quality you wish for your practice to exude.

How to Fix The Problem: The best incentives can prove to be “value adds” rather than discounts that leave a sense of desperation. From adding a non-invasive procedure at a low cost, to products that can enhance results and/or patient comfort post-procedure; there are numerous ways to drive your prospective patients to action that don’t involve “talking down” your price. An example I have seen work incredibly well for a practice that offers “mommy makeovers” is to offer a complimentary treatment with their feminine rejuvenation laser. In doing so, not only does the patient see immediate results to accompany their procedure, they often return to schedule a series of rejuvenation treatments. Not only is the patient driven to commit to their initial procedure, but the “incentive” drives another stream of revenue for the practice. If you currently use a price-discounting incentive for prospective patients, you may wish to trial a value-added incentive and compare the results – I am confident you will be pleasantly surprised.

Devaluation Culprit #4: Commodity Positioning

I saved the very best for last. As I discussed in my widely-shared article on the commoditization of aesthetic practices and procedures, while consumers may initially shop on price, what they are ultimately looking for is value. The formula to create value is simple – create an offering that is distinct in the marketplace, and serve the patient’s needs more effectively than the competition. As Theodore Levitt, the famous Harvard Business School economist, once said, “There is no such thing as a commodity. All goods and services are differentiable.” Although you may carry a generic product (as a very common example, let’s use Botox) your offered product – what you’re really selling – is the expertise, quality, skill, and distinct experience that accompanies each unit. Your execution is the differentiator here, and execution is by no means interchangeable.

How To Fix The Problem: When price becomes the primary influencing factor for purchasing a product or service, it means that the producer has failed to differentiate its services to the consumer. It means the consumer doesn’t find any more value in choosing one competitor over the other. Your practice is either perceived as a distinct brand, or as a commodity. Brands get the patient’s attention, while commodities are lost in a sea of obscurity. The more competitive your market, the more things rings true. Beginning today, I challenge you to rethink the way you approach your practice: as distinct, and never a commodity.

If you are ready to begin putting these steps into action, and maintain the value of your procedures, I’d love to share a valuable, complimentary resource that can help along the way…

For a limited time, you can download a complimentary digital edition of our popular book “Now The Patient Will See You”. With dozens of checklists, templates, and evaluation tools, this book will help you forge ahead more efficiently, confidently, and intelligently. You will be able to leverage the power of branding to enhance your existing marketing activity for maximum results. At the same time, it will accelerate your growth through a framework for market leadership that takes most practices years (if not decades) to understand and execute.

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