Increasing LASIK Eye Centres’ conversion rates by 40%
LASIK Eye Centres, based in Vancouver is one of the largest volume laser eye surgery providers in Canada. Offering a high volume, value-priced market positioning, they felt they had many leads but poor conversion rates. We increased their conversion rate by 40% in 8 months and their gross margin by 483%.
Reporting to Dr Hugo Sutton, Medical Director, we lead the clinic’s sales and marketing efforts, ranging from lead generation through regional advertising, patient and optometric referral programmes. These leads were then converted to patients.
- Re-engineered the sales process to increase sales by 63.3% during 9 months
- Helped to increase the LASIK volume from 80 to 420 eyes while increasing the average price
- Assisted the company in reaching first time gross profitability during a six month period
- Exceeded overall sales projections by 21%
- Supervised sales reps who sold $3.6M in revenue under our supervision
As a result, Hugo Sutton, MD FRCSC, Ophthalmic Surgeon and Medical Director, said “Ms Livesey and Mr Solar have to be two of the best marketing practitioners I have ever had the pleasure to work with.”
How we did it
By targeting their advertising to specific markets that were most likely to purchase their services, we lowered their leads by 45%. This enabled their call centre staff to focus on creating relationships with callers, leading to getting deposit over the phone.
Invested leads were more likely to complete their appointments and were more committed to proceeding through to surgery. This lead an increase in conversion rate of 40%.
Once we corrected the sales system from a high-volume, low-value model, we then set about increasing the price. After two staggered price increase, LASIK Eye Centres was charging 68% more per transaction resulting in a gross margin lift of 483% in 8 months.
Dr Hugo Sutton was the founder and lead surgeon in one of North America’s largest chain of laser refractive clinics, encompassing 32 clinics and 60 surgeons. Today this clinic remains the busiest laser clinic in Canada, performing over 400 eyes per month.
Meet our Founders
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.
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
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.
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