Most practices distribute a CIQ, a Client Interest Questionnaire to their new patients. This questionnaire is designed to gather more information about your clients interests. Unfortunately, about 90% of practices that distribute those CIQs to New Patients won’t ever look at them again after their first appointment. Therefore, per patient, you’re potentially leaving hundreds or thousands of dollars on the table. *Starts to panic…
Why is it important to implement a CIQ?
As a provider myself, transitioning patients coming in for one treatment and upselling them to other treatments does not come naturally to everyone. Doctors especially. They didn’t go to medical school to sell packages. CIQs are the only way to get a pulse on what other treatments your clients could be interested in.
Pro Tip: If you’re interested in purchasing any new devices within the next 6-12 months, you should add those treatments to your patient leads list. If your current clientele isn’t interested in that treatment, then don’t buy the device! Sorry sales reps!
What do I do with these CIQs?
Now whether these CIQs are on paper or they are digital. What do I do with them? If you don’t have a fancy CRM / Marketing system to keep tabs on these leads, my suggestion is to start an Excel spreadsheet and begin to curate a “Patient Leads List.”
Pro Tip: I also recommend creating a separate tab for each treatment you offer.
Some fields I suggest identifying:
Name > Email > Phone Number > Previous Services > Last Contacted > Follow Up Date > Package Offer > Package Expiration > Notes
How can I capitalize on a Patient Leads List
Imagine having a document in front of you with all of your patients and exactly what treatments they are interested in! Well now you do! This list is going to be your money maker. You are now able to assemble higher revenue generating events because the attendees will be more specific. You will now have a call list of patients to reach out to when you’re having a special. You now have a way to follow up with patients if they don’t purchase a package. You are now able to selectively market towards each patient. The possibilities are endless.
Pro Tip: Have 1 person in the office manage the implementation and the data dump of the CIQs. This is a delegatable responsibility and a job for someone lower level who you can hold accountable.
Contact us for a blank copy of a patient leads list and / or an example of our CIQ.
The Aesthetics Advantage 
One response to “You’re probably leaving money on the table…”
[…] an existing practice, CIQs are the single most valuable resource you can implement. A CIQ is a Client Interest Questionnaire. This questionnaire is a list of […]
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