1. What's been completed
App is finished
App icon uploaded
Membership structure finalised - if not, why?
2. Puppy reminder
If you have a "laissez-faire" approach, memberships will simply slip into the background, staff won't care, patients won't know about them, and you won't hit your MRR goal.
3. 70% of in-app revenue is made outside of the clinic.
As you can see from the graph off of the data we collected + screenshot, most in-app purchases of treatments (members and non-members) are made when patients go home (7pm-11pm).
This is because most patients like to delay buying decisions for later. Especially for expensive treatments. We've seen that most patients like to go be able to be at home, browse your app while they're watching a movie at night with their family, enjoying a glass of wine, and then pull the trigger and make their purchase using apple pay or Klarna, while they got an abandoned cart push notification.
Notice the majority of purchases are made in the night, after clinic open hours:
The conclusion: achieving "passive income" (sales that come while you sleep) all starts during the in-person interaction. Making patients understand that the app is where 100% of their purchases needs to go through will build their familiarity with the app and muscle memory to make purchases from there whenever they feel.
Dermis is a 24/7 sales robot. With smart abandoned cart recovery systems, data collection based on in-app browsing, and recommendation engines, it was engineered and trained on the data thousands of patients across hundreds of clinics to help you make more sales.
So not using the app to make puts you in a losing position:
Patients will go unrewarded for their purchases
They will be left to fetch for themselves after every consultation, with no tool to educate themselves and learn about all of your other treatments
You won't be able to capture that 70% of lost revenue which we only see between 7pm-11pm
4. Staff buy-in (The "Why")
Everything starts with a strong why. Incentives via commissions and leaderboard.
Things we recommend:
Making membership a part of your company culture (celebrating wins)
Commissions: incentivising top-selling staff with bonuses. Learn how.
5. Staff training (The "How")
If I were to ask one of your staff members right now: "Sell me your membership". They'd be lost. This is normal. This is new to everyone.
Things we recommend:
Educating > Selling - as the authority figure (as the medical professional), you already have persuasive power.
6. Your homework
Add all staff to Dermis GC to help make memberships art of your company culture
Announce leaderboard & commission bonuses to staff
Set a date with staff to do a role-play session
Share these 3 SOP articles with your staff for the next appointment:
1. How to introduce the app to your patients: https://intercom.help/dermisapp/en/articles/11080441-how-to-introduce-the-app-to-your-patients
2. How to check-in your patients to reward their in-person visits: https://intercom.help/dermisapp/en/articles/10460596-how-to-check-in-your-patients-to-reward-their-in-person-visits
3. How patients buy treatments & schedule appointment: https://intercom.help/dermisapp/en/articles/10482502-how-patients-buy-treatments-schedule-appointment
7. Schedule a App Introduction Role-Play Call
Next week, I will test your knowledge and you will introduce the app to me as if I was a patient. Schedule the call now here in the next 3 days.