Yeah, give me a break…!!
There’s a massive mindset problem in Medical Aesthetic and Dental Practices, exacerbated by a lot of the “fly by night” marketers targeting this industry, and this mindset problem is losing a lot of you tens of thousands of pounds/dollars per year in missed opportunity.
Read on to find out what’s going on, and what to do about it…
Understanding the Lead Journey and Lifetime Value in Medical Aesthetics
When it comes to digital marketing for medical aesthetic clinics, one of the biggest mistakes is chasing quick wins. It’s easy to expect instant results from ads or Instagram Reels, but here’s the reality: people take their time. A lot of time.
Most new patients spend 3 to 18 months thinking about a treatment before they actually commit. That’s not a typo. Months, not days. Especially for high-value treatments like injectables, lasers or body contouring. So if your whole strategy hinges on someone clicking and booking immediately, you’re basically trying to microwave a Sunday roast. It’s not going to end well.
To see real growth and proper return on investment, you need to understand the patient journey — and know what kind of content supports each stage. Get that right, and you’ll not only win the booking but keep them coming back for years.
The Myth of Instant Conversions
It’s comforting to believe that someone sees your ad, clicks a button and books in. But it doesn’t work like that — especially in aesthetics. Most people need 6 to 12 interactions before they trust you enough to enquire, let alone hand over their card.
They’re watching from afar. Quietly. Checking your Instagram. Reading your reviews. Googling things like “How long does Botox last?” or “Best skin clinic near me”. You’ve probably had dozens of would-be patients circling your brand for months — they just haven’t made a move yet.
That’s why your job isn’t just to generate leads. It’s to nurture them. Consistently.
Your Team Needs to Get This Too
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This can’t just live in the marketing team’s head. The people on your phones, at front of house and in the treatment rooms need to be on the same page. Here’s what they should be doing by default:
- Always plan treatments in advance, and rebook before the patient leaves. Even if it’s just pencilled in.
- Ask new enquiries when they’re actually hoping to be treated. If it’s not this week, that’s fine — just make sure there’s a follow-up in the diary.
- Send a quick WhatsApp before you call. No one wants a surprise phone call about something they feel self-conscious about.
- Keep the patient source accurate in your CRM. Someone might have found you via Google, disappeared for a year, then come back because of an email campaign. That’s two key moments — log both.
What the Patient Journey Really Looks Like
Let’s break it down. Because most clinics stop marketing too early.
- Awareness (0 to 6 months)
They’ve just spotted your clinic for the first time — maybe from an ad, a Story share, or a mate’s recommendation.
What works:
- Quick Reels showing results or busting myths
- Behind-the-scenes footage of the team or the treatment process
- Friendly, non-pushy ads that educate rather than sell
- Consideration (3 to 12 months)
They’re now lurking. Researching. Comparing you to competitors. Reading reviews. Asking in WhatsApp groups.
What works:
- A blog post or Instagram carousel answering “Is Profhilo right for me?”
- Patient journey content showing the emotional side of treatments
- “Which treatment is right for me?” quizzes
- Educational email sequences with FAQs and treatment explainers
- Decision (1 to 6 months)
They’ve filled in your form, sent a DM, or even called — but they might still hesitate.
What works:
- Warm WhatsApp follow-ups with clear next steps
- Consult availability and treatment prep guides
- A video walk-through of “what happens at your first visit”
- Case studies showing what your patients invested and why they stuck with it
- Booking and First Visit
They’re in. But it’s not job done — this is where you cement the relationship.
What works:
- Automated reminders and pre-treatment tips
- A relaxed, structured consult that builds a long-term plan
- Starter product bundles or aftercare add-ons
- Retention and Loyalty
The long game. This is where profit lives.
What works:
- Monthly “Skin Club” check-ins or tweakment reviews
- Loyalty rewards or referral perks
- Periodic before-and-after comparisons to track progress
How LTF Digital Supports This Long-Term Play
At LTF Digital, we don’t just capture leads. We work with clinics to guide people from “maybe one day” to “booked and loyal”.
Our Done For You (DFY) Digital Marketing Programme supports every stage of the journey — so you get more than just short-term spikes. You build proper value.
Email Marketing That Actually Nurtures
We run full-funnel email campaigns that feel like a conversation, not a sales pitch. From educational guides and real patient stories to special consult invites — every email is designed to build confidence and push things forward gently.
Chatbots, Pipelines and Lead Management
Our lead management systems make sure no enquiry slips through the cracks. Even if someone filled out a form 9 months ago, they’ll get followed up with in a way that feels human. Not spammy. Plus, pipeline tracking shows your team where each patient is in their journey — and what they need next.
Paid Campaigns That Match How People Buy
We don’t just throw up an offer and hope for clicks. Our ads are tailored to where your ideal patient is in their journey:
- Early-stage? They get tips, education, and friendly brand awareness.
- Mid-stage? They see real case studies and FAQs.
- Ready to act? They get a reason to book now, like seasonal timing or limited consults.
Everything is built to move the right people forward at the right time.
SEO That Pulls Your Ideal Patient In
We create content that ranks and converts. Think “How long does laser hair removal really last?” or “What’s the difference between skin boosters and Profhilo?” These posts show up in search, build trust, and warm up leads before they even click “enquire now”.
Case Study: From Ghost to Gold
A London-based clinic came to us with loads of website traffic but hardly any bookings. We didn’t just throw more ads at the wall. We launched a full nurturing strategy:
– Educational email drip
– Soft-sell consult invites
– Relatable patient stories
– And consistent social proof
One lead who first enquired in January finally booked in August. By year-end, she’d spent £4,500. Without the right follow-up? She’d have been forgotten.
Final Thought: You Can’t Rush Trust
You wouldn’t expect someone to get married on the first date. Yet that’s how a lot of clinics treat lead generation. They want a stranger to book, show up, and commit—without any build-up.
Play the long game. Respect the timeline. Put the right content in the right places, and treat every lead like they could be worth £10,000. Because many of them will be.
And if you want a partner that understands this inside out?
That’s us. LTF Digital. We’ve helped some of the UK and Ireland’s fastest-growing clinics do exactly that, as well as many practices from the U.S., Canada, and the Middle East, and some of the worlds largest Medical Aesthetics Manufacturers and Pharma Companies too! — and we can do it for you.
