MSD Insider 0:00
Welcome to med shark insider with Bill security, your expert host on all things medical, marketing, and SEO.

Bill Fukui 0:08
Hello, everybody, and welcome to another episode of med shark Insider. And today I’ve got Quinton gun and Quinton is a longtime friend of mine colleague. We were competitors at one time, but I again, he’s one of those people you meet, that I’ve never really seen as a competitor. No, we’ve actually shared business back and forth together share with clients. So I’m really privileged to have him on today. He’s going to take some time. And we’re going to talk about one of the things that I think practices are looking more for, and he has become an expert in it. It is in the social media strategies that medical and and plastic surgery cosmetic practices need to be embracing. Because there is no question. We live in a social media world today, especially amongst cosmetic patients. So welcome, Quinton, can you do me a favor? Yeah. And just give everybody a little bit of background, kind of where you came from and what you’re doing now.

Quintin Gunn Sr. 1:12
All right. Well, I started with a company, probably back in 2000, called Mojo interactive. Mojo interactive, was a website designing company for the American Academy of Ophthalmology at the time. From there, their requests was do we have any way of assisting them with driving leads. So a strategy was developed called locate a doc and located doc, for a period of time was really doing a fantastic job of driving leads for the ophthalmologist, it then grew to, like 3435 different specialties, because the model could be duplicated. And, of course, organically Google was was ranking us because of all the content we had, etc. Long story short, the company went through some flux. Decisions were made that, you know, sometimes decisions get made that don’t benefit everyone. At which point, having been there for probably 13 years off and on, I just came to a conclusion that with the experience, the contacts, the understanding of the net that I had, it would be in my benefit, probably, to see what I could do out there on my own. Yeah, ergo 2000, probably 2016, I started Social Media Solutions for doctors, I was really trying to get located doc to move into the social realm. Because at that time, Facebook was just really starting to get get going. And I thought if the company is going to survive, we have to move into the future. They did not necessarily value that outline. And so adjustments were made where I focused on that. So now I’m doing social media, for multiple practices. We do a lot of their lead gen through social media. We grow their audience, they we grow their influence model, helping them with content, expecting them and showing them how to go live with social media. What are the best times to do that? What are customers looking for? So if you’ve got a specialty, what are customers looking to learn from you and about you? And there’s always really three major points that we focus on, like know and trust. So what are the like, know and trust factors of your organization? Because if they don’t know about you, they can’t like you. They don’t social media gives you a chance to be yourself, right? You can structure it, where you can, of course, provide them with your branding on a consistent basis. But social media people are social. So they want to get to know you not I’m getting to know you. After you know so as as we have developed that strategy. Of course lead gen goes with that. You can use a number of mechanisms that go with that with creating the lead volume, but I think the viral nature of social media is probably One of the most important aspects of it viral in that you can touch people inside of your universe, virtually so as Sally likes an ad that was posted on their page, or they they saw the ad they clicked, it was Sally’s audience gets exposed to that ad because Sally liked it, then the viral nature of that keeps going, because if someone else yeah, in Sally’s group like that, they click it, then their audience gets exposed. So

Bill Fukui 5:39
you know, you’ve, it’s that this, that whole thing of birds of a feather flock together. I mean, if they’re reaching the right person, they’re probably connected with the right people to

Quintin Gunn Sr. 5:49
there it is. And what you’ll notice is when you do when you do your Facebook ads, or you’re doing a boost, it’ll ask you what, what kind of people are you looking for people that will communicate with you, people that will share are people that will buy? So basically, you’ve got tiers of how you can shape what you want the end result of your your boost, or your ads to reflect?

Bill Fukui 6:18
Yeah, yep. Makes makes perfect sense. You know, one of the things you talked about is, is lead gen. Lead Gen through social media. Okay. And that is one of the areas where I get a lot of questions, where, you know, from practices that say, you know, we’ve got a big following, we got, you know, X 1000s of followers yet, you know, we really don’t get a lot of leads per se, you know, from, and we’re spending, I’ve got a full time, you know, I gallon in house doing all this stuff. So I’m paying her to do this. I’ve got, you know, a digital marketing company that’s supposed to be doing stuff with social media. How would you say for a practice that’s looking to get lead gen off of social media? What are strategies? Or suggestions or tips? How can they turn that audience into into actually more engagement or actually leads?

Quintin Gunn Sr. 7:15
Okay, so, so understand, first of all, when you’re doing lead generation with social media, understand that the ads you’ve created, are indirect approaching of people. In other words, you create the ad, you identify the demographic of people you want to pose to age range, region, and what services that they’re interested in. Okay. So now, once you’ve got that idea, then you create two different types of ads, you can go with a funnel ad that takes people down a pathway, you say yes to this, then it takes you there, you say no to that, it takes you there. Or you can do a funnel survey. And the funnel survey says, I’m interested in this procedure. But it starts asking consultation questions. How long have you been interested? Has this been an issue for you? For what period of time? Have you seen another doctor? How soon would you like to have this procedure? Activated? Right? And would you like to schedule a console? Would it be okay, if someone contacted you? Now, in both cases, I would strongly recommend that a doctor would put a video in either one of those or both. And the reason is, because we’re still working on that, like, know, and trust factor. Right. So if they’ve never met you, and all you give them is a survey with the ad, then that’s not social. Right? Right. Right. That’s advertising. Yeah. But if in the in the survey, or the ad, you put an introduction, that’s probably about 30 to 45 seconds. Hello, I’m Dr. Smith. Welcome to XYZ medical practice. Here we provide, boom, boom, boom, boom. We look forward to hearing from you. And thank you for completing our survey. Please feel free to reach out to us once you’re done. Something as simple as that. But what that does is it’s an introduction. lets them see you. Who are you? Why should I trust you? How long have you been doing this? Right. So in your little vignette, you can activate what you perceive the most critical parts to consumers, who are one wanting to engage with you, nine times out of 10. If you’re doing an analysis of your consults, you can see what the average consistent questions are. And you can create within your survey or your funnel form some of those questions, why are you going to do that? Because ideally, you want to create a consultation before the consultation, right? Because that solidifies the power of the lead once it comes. So if you’ve got some basic questions that are always asked, inside of your patient care coordinator setup that are not overly personal, but they may relate to medical, right, then you want to get those answered through that survey form. Right? And it’s just a clicking of the button. Yes, no, what time period? How long? Does it weigh this much? Or that much? Is it your hips, your shoulders, your breast? Is it your eyes, right? So once they click those, when the survey form comes in, then a call is made, speed to lead is still critical, it will always be critical, because if they filled out your form, they probably filled out someone else’s. So your staffs real driver is to get to that lead as quickly as possible. Right. And oftentimes, if you don’t get to the lead, quickly, they ended up being a lead, you’re chasing, right? Because that person is sitting there at the computer, they submitted a lead. Now you’ve got the lead, but you don’t follow up for 24 hours, they may not be available then Right? Strike warrants may

Bill Fukui 12:01
not be of interest to them anymore. Absolutely. There’s something that made them act now. Yes. And that may no longer be, you know, the the priority at this time in my attention.

Quintin Gunn Sr. 12:12
That is correct. So here. The other thing I would tell people, when you deal with social media, you have to look at it in in two ways. You got to look at the way Google operates and the way Facebook operates. So Google is I know what I want. Now I want to find where I’m going to get it. And I’m going to send a request for an appointment. Right? So that’s, that’s finding what you’re looking for. That’s what Google’s doing. Right. Facebook is talking about what you found. Oh, I heard that this place is really good. Sally liked it. Wow, Sally liked this place. Let me look at the reviews. What are they saying there? Wow, look at some of those pictures. Did you catch the video? Right? So there’s, Google helps you find what you’re looking for Facebook is where you talk about what you found. And then word of mouth spreads virally, through your post and through your ads?

Bill Fukui 13:24
No, and I think what you’re talking about is really multi channel marketing where, you know, it’s not just one I see something I act on it. You know, we all know that consumers when it especially when it comes to surgery. They’re in the buying cycle for a period of time, this is not a Oh, I got this idea. And I’m having surgery next week. That’s not how this happens. And I think that what you’re talking about this process that people go through, yes, you know, getting an idea. I mean, I think the society has done research where I think I last heard, as long as three years that somebody will tell you a system, where it’s actually, you know, an interest to them to the time they actually, you know, have the procedure done. So, all these things that you’re talking about percolating and researching and reviews, and you know, all of those things kind of accumulate. So a lot of the patients that people are signing up today, it’s not that they just signed up today. They’ve been in the market for a little bit. And all the things that you’re talking about need to take place in order for you to earn the opportunity to get the console and ultimately the surgery.

Quintin Gunn Sr. 14:39
Right. And again, it goes back to those three points, like know and trust, right, so the more they see you, if you’re doing personal if you’re being personable and fun and energetic, then they they get to like you, they get to know you and over time they begin to trust you. Now they’re there there are great benefits with social media. And then there are difficulties with social media. What are the what are the benefits? Well, the benefits are again, we described one which is viral marketing. The other thing that we described is the ability to create forms that can mimic your consultation. The other thing that is a benefit is that you can introduce yourself before they ever come to your practice. Right, right. So that’s, that’s a great opportunity. What what are the challenges of social media? Well, first of all, when your ad comes or your lead comes, it is not a direct result of me searching for it. Facebook is often a direct result of someone creating an ad, and then trying to identify through targeting, if people are interested. Right, right. So once you determine that, then the next measure is, how do I get them to go to the next step? Right. And the only way to do that is through a process. If the lead, send a text, SMS, preferably, make a phone call, the SMS text is just a touch to say, Sally, I see you are interested, someone will get back to you as quickly as possible phone call, right after that text goes in. Hey, Sally, I’m glad we were able to catch you before you got away. Tell me a little bit about why you clicked on our ad. Okay, right. If Sally’s not there, then you go to Step four, you’re going to send Sally an email. And you’re going to say, Hey, Sally, thank you so much for filling out our ad, we really appreciate the time you’ve taken. Tell us a little bit more about your needs. And we’d love to do a consultation. If you’re if this I usually like to use the term. If If it is determined, this is a good fit for you. Because you don’t know who’s behind door number one, you don’t want to assume that any person that you get is a buy, because they still have to be qualified. Sure. So once you get that email out, if you get no response, you call again, right, but a different time, not the same time. Just try a different time. But my point being that social media leads close, take a little longer to close. And probably more of them are needed because of that time factor. Remember, all Google says is I know what I want? Where am I going to go to get it? Social media says, Hey, look at me, I got something here you might be interested in. Right? Talk about it.

Bill Fukui 18:01
Yeah, I always I would always say that you’re right. You know, when practices talk about, you know, I’m not closing a lot of my social media leads like I am with my Google ads or with my organic leads that I get through, you know, through the website. And I and I’m like, Well, you got to understand that you’re reaching people at different stages of the buying cycle. Exactly. And I would say social media, in many cases, not all cases. But in many cases, like you’re saying, it’s just an introduction to what it is that I might be interested in, I have an interest in or desire for. So yeah, they’re higher or top of the funnel kinds of stuff. But when I’m actually you know, I mean, Google used to, I don’t think they use this terminology anymore. But they used to call it zero moment of truth. When I’m going to Google and I’m looking for a provider, I’m looking to do something, I’m where I’m going to buy it and who I’m going to buy it from. That was what Google always referred to as that zero moment of truth. But that was regardless of what do you want to call it? It’s later in the stages of decision making.

Quintin Gunn Sr. 19:08
Exactly. And research has been done.

Bill Fukui 19:11
Yes, the research has already been done, or they’re in the middle of it. Yeah. So you know, I think there’s, but you got to be reaching them at all stages, because they may not even get to you on the, you know, on when they get to Google, if you’re not really optimized. If you’re not one of those top five or six websites or something in a marketplace. They may Google. So sometimes what we’re finding with really effective social media practices is the vast majority of traffic coming to those websites are not these quote, vanity searches. Absolutely branded searches. They’re looking for the doctor’s name, they’re Googling the practice name or something. And they’re coming and finding their websites, because they’re almost, you know, like you said, I like them. Uh, you know, I’m 5 million which, you know all those things, you’ve done the heavy lifting to some degree. So now all of a sudden when they go to search, they don’t have to look for breast augmentation. They can look for doctors name. Exactly, you know. So I think there’s a combination of all that, that that kind of stuff happening.

Quintin Gunn Sr. 20:21
Well, here’s another interesting aspect to social media. It’s my belief that email addresses are the lifeblood for any practice. It’s, it’s the oil in the engine, right? So whereas Google will give you people who are more likely to buy, Facebook sets your pipeline up really nicely, because it is opening the door to a men yet of opportunity, right? So when you’re doing your funnels, or your, your survey funnels, or your leads, forms, you’re getting email addresses, well, those email addresses should be loading into your MailChimp or your Constant Contact, right? Then, if you’ve got prospects who haven’t closed, but are still open to hearing from you, they get a newsletter every month, top of mind you can talk about promotions are what the doctors doing, staff, whatever it is, but you stay top of mind. So I tell the doctors, like you said, yeah, these are top of the funnel people. But you keep touching them, because you want your pipeline as full as you can get it right. Now, typically, I will, we will do an analysis of how many leads we’re generating for them socially. And then of that number? How many closes do they have, and we have a system that we’ve created, called the lead automation system, it’s a very robust system, you can do everything in there. Track conversations, phone calls, dollar value of the prospect, and we do something a little different in terms of how we measure the dollar value of a lead. We used to believe that if a lead cost you 5075 $200, depending on the specialty, that’s what the value of that lead is. But that actually is an accurate. If that prospect closes, the dollar value of that lead is the actual cost of the procedure. There’s no question. Right? So this, there’s a misnomer right now, I think, just in terms of how we’re telling the doctors, we measure, we tell them bottom line is if we sent you 50 leads, and those leads were for procedure that’s $4,500, then the value of that lead is this big number, right? Why do we do that? Because we want the doctor to motivate, encourage, strongly suggest follow up. If he says if we say 5500 times 50. And you’re not closing, but one or two, that big dollar number that’s sitting out there for these leads, that’s bugging him. And he’s gonna go back to Sally, and he’s gonna say, Sally, look, we got all these leads in here. This is the value. How come? We’re not closing them?

Bill Fukui 23:57
Yeah. Yeah, I think and I think you’re right. I think there’s it’s kind of like, the difference between having the stick or the carrot. You know, do you want to say the value? Or do you want to say the cost? Yeah. And when we say cost, that’s pain that cost me this much to get it. That’s pain. But the carrot, which I think is more, much more powerful, is what are the opportunity costs, you know, how much opportunity that’s sitting out there, that we’re not realizing that that’s coming and walking past our front door that we

Quintin Gunn Sr. 24:35
call for these? And if we close these, this is the projected revenues that we could expect? Yeah, for the month for the week for whatever period of time you’re measuring.

Bill Fukui 24:50
Right? Well, and I think the other thing too, is now all of a sudden, I don’t have to close every one of them. Now even a 5% six per Send improvement. Yeah, the math do the math on those on those opportunities. Even a 5% improvement? Yeah. If these different stages of the sales cycle, improve 5% here, 5% There 5%. There. And what does that add up at the end of the month, end of the year? And we’re talking hundreds of 1000s of dollars.

Quintin Gunn Sr. 25:23
Yeah. And it’s it’s the, you know, again, social media leads are not designed to immediately close, like Google leads, people have to remember that Google leads are down in the funnel. I know what I want. I’m just deciding who’s going to give it to me, right? Facebook is, hey, I got something here, you want to take a look at it is this of interest to you, and Facebook will target people who have demonstrated an interest. Now I did want to bring something up because it is coming down the track. And it’s actually going to be happening in the next week or two. So Apple has made an adjustment to their privacy rules. And what you as a as a Facebook as a Google can get from Apple customers. So what will happen is a prospect will get an offer an in their Apple phone or their computer, it will ask that consumer would you like to provide them your information? Okay, it’s gonna, and I can send you the article, Bill. But it’s actually ongoing it literally it could cost billions of dollars. Because they’re, they’re creating a very tight biosphere, within Apple of consumers. I have a, I have an inkling at some point. And they’ve got the money to do it. They could create their own search engine, just for their group. Right. So they’re restricting the amount of information marketing companies are able to access from their Apple users, whether it be mobile or desktop. What’s the problem with that? Well, Facebook uses a lot of that data and sodas Google to determine leads. Profiles. Right. So if that goes away by people saying, No, I don’t want to receive this stuff. Yeah, they and the thing is, people won’t even know that they’re turning it off. Yeah. It’s not going to be explained to them in a way that you would have expected. Yeah. So this is an article out, I’ll email to you. But I think they’ll be like, Whoa, because it is a paradigm shift of major for abortion. The next thing that’s on the frontier, which you probably already know, in the next coming months or a year, if you do organic, Google is going to slice off a section and charge you $50 or $75 a month to get what you’ve already been getting. But you’ll be in a tear from the bottom. So what not from the bottom, you’ll go up in tear, not quite paid, but not organic, either. Right. Right. So they’re going to start charging. i If I recall the article 50 bucks a month? Well, if you’ve got 100,000 businesses, and and this will pick up those non advertisers actually, for low cost of $50, we can put you in tier one of the organic placement. Now 100,000 people at $50 a month. So I think Google anticipated this change, and they’re looking for ways to offset their losses. Right. So I’ll get those two articles to you. But I think the the, the other issue that’s coming is the government itself is honing in on social, social media companies. They’re honing in on Apple, big tech, and they perceive them as too invasive. Right. That’s the perception. You get all this information. Are you protecting it? Oh, Are you selling it? excetera? So there are some, some rolls up ahead. I think as marketing agencies and marketing companies, we are going to have to adjust. And within this next six months to a year, it’ll be major adjustments for most of us.

Bill Fukui 30:21
Yeah. You know, and, you know, along that line in terms of changes, and, you know, increased opportunities, hopefully for for practices. You know, we’re, we’re also big my parent company, med shark is also partnered with blue shark digital, which is a legal in the legal space. And one of the things that they’ve experienced there is that Google’s really pushed and we found really effective, you know, return on investment, or the local service ads, the LSA, and yeah, we’ll see, you’re not available to medical and dental, you know, yeah, professional jet, it’s pretty much man, they’ve probably have a dozen different categories for just lawyers. But anything from plumbers or anybody that that offers a service, you know, and I do see at some particular point, then possibly getting into to medical, and the thing with that LSA ads, is you got to somewhat be screened, you got to go through a screening process, in order to even you know, place your survey, you know, participate in those ads, and reviews become a big part of that, wow, US are a big part of those LSAS. So, you know, if we’re, if you’re looking down the road ahead of time, and and, and those LSAS are charged, not by the click, but by the lead. So these are actually leads that are coming in, that’s how Google’s charging you. The good news with that is we’re finding that they, with clients, the cost per lead on those LSAS are a lot lower. Wow, you know, where the AdWords than the AdWords, you know, just paying for the click, by the time that turns into an actual lead, right, man, you can spend, you know, especially in lawyers, their competition is significantly higher than than medical. So it’s not unusual to see cost per leads in the 200, you know, $200 range. Why are some of these LSAS I’ve got, you know, I’ve got a practice out in a firm down in Miami and their, their cost per lead is about 60 bucks.

Quintin Gunn Sr. 32:38
That’s, that’s awesome. Huge difference. Yeah. Awesome. You

Bill Fukui 32:42
know, so, but I agree, there’s so many things happening. You know, one last thing that I wanted to touch on that, that you might be able to give me a little more insight on as well. We are, you know, obviously I’m in the website design and SEO, that’s that’s our core services. In terms of integrating I love the, the concept of this use of the word like I’ve used for many years, this sense of likeability your website has, you know, at some particular point, it’s not about the prettiest photos, it’s not about the coolest or the most, you know, outrageous before and afters, at some particular point, there’s got to be a sense of, I kind of liked this guy, I kind of liked this surgeon, right, kind of like this practice. There’s, there’s something I like about them. Right, that likability thing. So and I think that stems a lot from social media. Of course it does. That’s,

Quintin Gunn Sr. 33:41
it’s a it’s a signal, believe it or not, your social media is a signal on Google, right? Frequency. I tell all my clients, they say, well, well, why do you have us post so frequently? I said, posting once a day is not frequent. It’s keeping you top of mind, you’re an information resource. If people aren’t blocking you and your audience is still growing, then obviously, that one post a week, or our one post a day is beneficial, but you only need to do it five days a week. So if you choose my point being you don’t want to, at least my observation has been if you’re posting two or three times a day, you’re an unwelcome visitor on the social page, right? You’re overwhelming me. But if you pop in once a day, Hey, how are you? You’re you’re developing consistent, frequent touches which increase likability right? And the the thing that that Facebook has done, is really, I’ve started helped a practice start just using Facebook Without a website, right? And it works. Yeah. Right and see that. But Google, my business is starting to develop those same things. And they’re now integrating reviews. They’re creating web chat leads from map searches. Right? You search for a map. Google now has a tool that says, Would you like to speak to someone right at this location? So it’s evolving. I think Google My Business is Google Plus was a was a bomb. So they reworked it to Google My Business, which in my opinion, is starting to mimic the social world.

Bill Fukui 35:53
Yeah. There is no, that is their form of social media. Absolutely. That is Google’s it. I mean, when they shut down Google Plus, it’s not that Google didn’t see value in social engagement, engaging with their their users and, and businesses, users through their platform. They’re just trying to find another way of of channeling that energy or that interest, or those desires. They just had a different way. But But I would say the Google My Business, there’s no question that that is Google’s form of social media, and they’re adding a lot more to it. You know, the the one thing when I assess I practices, online presence, it is looking at the reviews. But number one, are you responding to the reviews I go into and look at the reviews? I see a lot of practices that haven’t engaged with one review. And the problem with that is not that, you know, I always hear practices that say, Oh, well, I gotta address this negative review. And they’re so fixated on the negative reviews, they missed the biggest opportunity. And this kind of goes along to what you said earlier to me, offline was, it’s the positive, it’s energy, it’s the people that bring more opportunities to you. And those are referrals. Okay, absolutely. Focus your your your resources on your greatest assets and opportunities, not on your biggest problems, sit around waiting with those positive reviews, because guess what, they get an email from Google that says XYZ surgeon has responded to your review, click here to view it. And now all of a sudden, there’s that engagement that you’ve talked about in social media is

Quintin Gunn Sr. 37:36
the other crazy Parkville. What’s funny to me is when they do that, when they engage, whether it’s a positive or negative review, other consumers see those responses. And they then make an assumption that this guy is on top of this practice, he’s engaged. That’s the kind of doctor I want, whether it’s positive or negative. It’s the engagement that you’re responsive to?

Bill Fukui 38:06
Well, and I’ll take it even further practices that say, oh, you know, we’re trying to get reviews. Okay, so guess what, when there’s asking patients to post reviews, guess what the patients are doing? They’re going there, and they’re checking out the reviews before they post, right? They’re checking out the reviews before I post mine and see what everybody else is saying. And when nobody’s responding to those reviews, it’s almost like the doctor doesn’t even see it. The practice doesn’t even know I posted this review. But if they see that the practices responding, guess what they’re like going, oh, I want them to see it, that I want them to know, I’m trying to help them. I want to be the good guy that’s trying to help you build your practice so that they you know, we have a relationship? Well, I asked

Quintin Gunn Sr. 38:53
in some of our practice development consultations that we do to help practices reengineer themselves or fix a leak in the boat as it were. One of the number one questions I ask is, of the people that work here. How many have read the reviews on the practice? Yeah.

Bill Fukui 39:14
It’s a good question. It’s a really good question.

Quintin Gunn Sr. 39:18
scary part. More than 80% happen. Yeah. So you work at a place that you don’t know what your customers think about you. Yeah. Right. Yeah. And you’re not even taking the time to check that out. Right. Now. What’s the benefit of that? If you got a lot of negative reviews, and the customer points out certain areas within the practice, and you happen to work in that area? Yeah, that’s a tighten up moment. Yeah. Right. But the reverse is if the patient is giving you all these kudos and Sally was wonderful. And Jennifer treated me so kindly. You’re a doctor, you read that your heart swells, you’re going to call them in and tell them, I really appreciate what you’re doing for our customers. And if you’re the employee, what a sense of pride it gives you to know that people think of you that way.

Bill Fukui 40:20
You know, and at the end of the day, we all want to, you know, replicate activities that give us great rewards, right? Absolutely. That’s what we do. So when, when Dr. Or they recognize, oh, they mentioned Quinton did such a great job with this. Don’t you try and emulate that what you did that sailors? Absolutely. So it perpetuates Good, good, you know, work habits, good communication skills. You know, I think it does all those things. But I think you’re right, you got to leverage them, you know, if you want to

Quintin Gunn Sr. 40:51
get better leverage it, and you’re still feeding that three thing, like, know and trust, right, you’re feeding that. And we use the lead automation system to really measure and monitor because we can send them all the leads we want. But if they’re not doing the due diligence, putting notes in the system of the dialogue they’ve had, if the doctors feeling like they’re not closing enough, you just push the button on that lead. And of course, Google brought that into us. But you listened to the call, make pointers? Did you if you didn’t get a conclusion? Did you establish another time to confer or confirm? Right? So again, the value is social media funnels, give you enough information, that you really can drill into the individual. Right, and you get personal with them, because some of the questions go to the heart of their issue. How long you’ve been dealing with this? What what level of severity, is this for you as this? One of five or 10? Right? Because then you’re able to identify what the sense of urgency is, to get in, right? And you can you can pay play in your consultation or your call toward that. Well, Sally, you listed that your situation was a was a 10. And it looks like you’ve been dealing with this for a while. Listen, we don’t we think you should not wait any longer. Let me get you on the schedule, I think let me look and see what two dates I have here. And you can tell me what works for you. But I think at this time, based on the information you’ve given us, I think it might be good for you for the doctor to talk with you.

Bill Fukui 42:57
Yeah, I think that’s great.

Quintin Gunn Sr. 42:59
It gives them it gives you and them a connection.

Bill Fukui 43:06
Well, I think anytime somebody is willing to participate in that information, you know, that, you know, if they’re willing to give that and they’re engaged with you, it kind of elevates their commitment absolutely elevates the commitment level. So as much as a lot of practice, say, Well, I don’t want to have something that has too many questions, because then I lose. I think I think it kind of goes, there’s a sweet spot where you become too much. But I I think most practices fall short of really asking enough stuff. And I liked the idea of the form that you’re talking about. Because it does elevate that commitment level from somebody. And it’s not just about volume of leads, it’s about the quality of the lead quality, you know, somebody that’s willing to do that? There’s no question. They are further down the commitment level with you than just filling out a name and an email and a short block. And that’s

Quintin Gunn Sr. 44:07
that’s the point of it. The point of it is, it’s social media. And I’m trying I presented something to you. You said you were interested in it. I’m trying to determine what level of interest Do you have, so that if that level is high enough, we’ve got a good reason to be talking to each other.

Bill Fukui 44:31
Yeah. Well, super Hey, Quint, and this has been great information. I’ve learned a lot. I’m actually gonna look for your email. Okay, I will sound on those items. Yeah. And I’m gonna, I’m gonna let you end with one. One last message. What would you say to the practice that really is wanting to you know, they’ve been doing this for a while, but really, you know, I want to take to the next level, what can I do in my social media that can help me elevate my game?

Quintin Gunn Sr. 45:07
Um, I would say frequency and be a teacher. I like frequent and educate because we’re all lawyers at heart. And if we’ve tapped into your page, they’re things we want to know. And guess what? If they end up going to your website, why are they going? Yeah, to learn.

Bill Fukui 45:33
I love that the teacher analogy, because I think on the on the web, and this is absolutely true with social media, you got to give before you get, you know, if you’re not giving before you get in, everything is about a sale. And what you can do for me is that that follower, that engagement is going to drop off the end of the edge of the table. Absolutely. Be willing to be a giver, online, or online.

Quintin Gunn Sr. 46:01
Google’s the same, they will respond to you if you’re doing blogs, if you’re updating your website. So it’s no different be a teacher. Because, like, know, and trust, and if you publish education, they get to know you. If you put your videos in there, they get to like you. And if both of those come together, they get to trust you.

Bill Fukui 46:27
That’s super exciting to me. One last thing. Yes. Yeah. For anybody that’s watching the program today. How can they get in touch with if they want to reach out to you what’s the best way to find you guys are typically

Quintin Gunn Sr. 46:39
I will accept a phone call 407-702-4408 or you can send a message through chat on the website, where we’re easy to find a lot of our businesses word of mouth. We actually like way we we do look for business but word of mouth means that someone really thought the job you did for them was banged up. And they want their friend to experience that so but yeah, any phone call or texts. Our website is SMS ders.com.

Bill Fukui 47:21
Okay, super quick and thank you again for all your time today and all your insights.

Quintin Gunn Sr. 47:26
It’s a pleasure and Bill. Keep rocking it brother. All right, man. All right, take care. fight it off. All right.

MSD Insider 47:35
Thanks for joining us for the med shark insider with Bill Fukui join us next week for another dive into all things medical marketing. All episodes can be streamed at WWW dot med Shark digital.com/med Shark Dash insider

Transcribed by https://otter.ai