Increasing Focus Laser Vision’s conversion rates by 131%

Focus Laser Vision, based in London, is a private ophthalmology clinic focusing on delivering high quality laser eye surgery at a value price. At the beginning of our engagement, Focus wanted to initiate a sales system in the clinic, hire sales personnel and increase their conversion rate. We increased their conversion rate by 131% in 6 months and helped them achieve a 369% increase in gross margin lift.

After working with us for 6 months, David Allamby, FRSC (Ed), FRCOphth, 
CEO and Medical Director, 
said “LiveseySolar is the maestro of selling surgery to patients.”

How we did it

Following a public relations victory where the clinic’s leads increased by 90% with the introduction of a new treatment, we initially handled calls to convert enquiries into deposit paying appointments. Using the knowledge gained over the first two weeks, we designed a sales protocol with which to nurture and measure leads as they came in.

This sales protocol was expanded into a sales manual that detailed what sales people needed to do at every stage of the sales process. Following this, we installed and customised a lead management database to enable sales automation and support for sales personnel.

We then hired sales people. After training and testing them in the specific protocols we had outlined in our sales manual, we managed their performance for 5 months, coaching them on escalated sales calls to help close sales.

Over six months, Focus’ conversion jumped by 131%. The leads were of such high quality, that the close rate at consultations also increased. While prices remained the same before and after our involvement, the business’s gross margin increased by 369%.

 

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What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their practice revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK