Nina OkaforLume Aesthetics

• You said you tried i ran Groupon for a year — what specifically went wrong, and whose call was it to stop?
• When you say "patients come once and never return", what does that cost you in a month?
• I noticed only 16 Google reviews — is that deliberate, or has nobody had time to look at it?
• If this works exactly as you want, what is different in ninety days?
• Who else has to say yes, and what will they want to see?

When they say this

• “That is more than I wanted to spend.”−

  Go back to their own number before defending yours. "You told me you are losing about X a year to this. The question is not whether Y is a lot of money — it is whether Y buys back X. If it does not, we should not do this." Then ask what number would make it obviously worth doing.

• “I need to think about it.”+
• “I need to talk to my business partner first.”+

Proof

Discounting every promotion. Attracted deal-hunters who never returned at full price. → Stopped discounting, rebuilt the consult script around outcome. Average treatment value up 44%. Closest match on problem and size.

“Every discount we ran bought us a patient we did not want.”