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口腔门诊做营销，总在做与不做之间纠结。
? 做吧，怕人多忙不过来，顾客体验不好，员工也怨声载道；
? 不做吧，顾客去了别家，门诊的利用率低，资源浪费。
口腔门诊做营销，总在做与不做之间纠结。
? 做吧，怕人多忙不过来，顾客体验不好，员工也怨声载道；
? 不做吧，顾客去了别家，门诊的利用率低，资源浪费。
首先，如何应对活动带来的高峰客流
1.预约制
＞ 做法
微信/电脑软件登记 + 纸质预约本备份
＞ 作用
调整医生的工作节奏、减少病人的等待时间
＞ 注意
上午和下午的区别，节假日和工作日的区别
＞ 举例
上午安排临床操作比较复杂，耗费时间比较长的（如冠桥的预备，根管治疗的拔髓和扩根，阻生齿的拔除等）病人；下午则安排临床操作相对简单，需要时间比较少（如单纯充填，简单拔牙，定期复查）的病人。
2.工作日特惠
＞ 做法
工作日专享优惠价、团购、免费检查等
＞ 作用
通过优惠促销，将周末的高峰客流引导到工作日
＞ 注意
要根据门诊顾客群体特性来设计活动，如周边多为写字楼，顾客多为白领职员，即可考虑该策略。
＞ 举例
《仅售88元，价值480元工作日洗牙套餐！》
3.节日我来造
＞ 做法
避免在大众节日跟风营销，通过个性化主题策划，创造属于门诊自己的纪念日。
＞ 作用
另辟蹊径，让淡季不淡。
＞ 注意
并非要完全规避大众热点，过犹不及。
＞ 举例
《知微客口腔成立五周年回馈活动！》
4.小心意小期待
＞ 做法
设计些小活动，吸引顾客关注并互动。
＞ 作用
营销活动大小互补，活动策划有的放矢。
＞ 注意
切勿造成每天都有优惠的误区。
＞ 举例
《本月生日客户专享优惠》
做活动到底有什么套路？
1、专家坐诊 & 医生包装
专家医生是稀缺资源，要在宣传上体现其价值，还可以配合专家擅长项目的促销方案。
不论是十年以上资历的老医生还是年青医生，都可以通过包装个人品牌，凸显其优势，展现其亮点，建立独有的“粉丝群”。
2、优惠促销 & 客户关怀
促销年年做，年年有不同。如何博人眼球，就在于方案如何新颖，如何能引起顾客共鸣。
对于价格相对统一稳定的诊所来说，可以走客户关怀的路子，送实物、抽奖都是不会影响价格体系的活动方式；名目有很多，如客户生日礼、年礼、终生免费领牙刷等。
3、充值有礼 & 忠实老客
充值会员制，是实现客户捆绑，提高客户黏性的有效方式！
充值不同金额，赠送对应礼品，并且享受会员折扣，生日福利，优先预约权等福利。
老顾客对诊所的信任与认可是千金不换的，可能即使没有任何利益驱动，他们也会帮你宣传。但如果有“转介绍”福利，无疑会让更多老顾客愿意来宣传推介的。
4、公益义诊 & 免费体验
对于已经在当地有一定知名度的口腔医疗机构，可选定雷锋日、爱牙日等特殊纪念日，联合社区或商城开展公益义诊，免费检查牙齿，并扫码关注，赠送优惠券。一方面提高品牌美誉度，一方面也是能直接引流拉新。
第一个吃螃蟹的人比别人更有勇气，也比别人获得更多回报。诊所推出新项目、新产品时，以免费体验的方式进行推广，最合适不过了。
5、精益服务 & 口碑塑造
“金杯银杯不如口碑”，优化服务，精益求精，是诊所长盛不衰的法宝，也是口碑传播的根本。
比如，开设儿童游乐区，提供免费茶饮小食、报刊杂志，以及免费借伞等便民措施。
再比如，免费拔乳牙，免费为70岁以上老人口腔检查，甚至可以将这些项目长期执行下去，成为诊所敬老爱幼的品牌加分项。
6、异业联盟 & 线下地推
诊所可以联合其他商家，结成异业联盟，相互推广，也给顾客带来真正实惠。如口腔+餐饮，口腔+商场，口腔+中医门诊。。。
线上线下不分家，处在人流密集地的诊所，也不要浪费自身有利资源，线下地推可以获得更直接的客户反馈。
作者：知微客运营
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2022年9月12日 pm8:53
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