Posted on April 7, 2013 by Francis X Acunzo
The success of any business is based upon its most important resource, it’s employees. You can have the most beautiful facility, best equipment, stellar location, but none of this will determine your success or failure. What will, the staff you employ. They are responsible for your clients experiences from the beginning to end and ultimately your reputation. With so much riding on your employees, hiring the “right ones” out of the gate is a sure step to securing your businesses success. Because hiring is a timely process, being efficient and organized will help to maximize the quality of hire.
So how do you hire right and smart?
Try these following tips for building your companies team:
- Have a detailed and thorough job description for each position in your facility.
- Have a solid employment package.
- Be constantly recruiting and keep a file of “potential employees” that you can tap into when needed.
- Pre-screen candidates extensively by phone. How they handle themselves over the phone will often determine how they will be in person with your customers.
- Owners need to be involved in the interview process as well as other key employees. Having staff involved, gives more insight about how a person may work with the group and if they are a fit for the company culture.
- Depending on the position, service provider or front desk, be sure to conduct practical evaluations of the candidates abilities.
- Have a standard list of interview questions that you use for all potential employees. Be sure that they are targeted and detailed to reach the information you need.
- Always check personal and professional references.
- Use your intuition when it comes to hiring. If you are unsure for any reason, go with your instinct, it’s usually right.
Finding the people with the right fit for your business takes time, persistence and energy, but the payoff will be well worth it. The staff you employ helps to shape and mold your company culture and temperament. When everyone is working together with passion & drive plus order & balance the success of your business knows no bounds.
Acara knows how important hiring is to your business and we have all the tools you need to do it successfully. If you would like to speak with us about how to hire right, you can reach us at 1-203-488-0028 ext 305.
Filed under: General Business, Human Resources | Tagged: Employment, hiring for a medical spa, Human Resources, Job description | Leave a Comment »
Posted on October 5, 2012 by Francis X Acunzo
Acara is actively seeking a full-time BC/BE Dermatologist for a staff position at a well-established cosmetic medical practice located in Leesburg, VA. A candidate with cosmetic experience is preferred but not required.
This is a fast-paced, busy practice and the candidate needs to be able to develop positive patient relationships and be a practice builder. Excellent interpersonal skills are required to work professionally with both peers and subordinates. The practice is offering a compensation package commensurate with experience and a partnership opportunity.
Acara manages and develops medical spas and cosmetic medical practices nationwide for hospitals, investors and physicians. More information about Acara is available on our website www.acarapartners.com.
If you are interested in speaking to us about this opportunity, please contact Colleen Acunzo at Cacunzo@acarapartners.com, or call (203) 488-0028, Ext. 305. All inquiries will be kept confidential.
Filed under: General Business, Human Resources | Tagged: Acara, Business, cosmetic surgery, Dermatology, Healthcare, Medicine | Leave a Comment »
Posted on May 21, 2012 by Francis X Acunzo
On Friday, May 18 I was very fortunate to join noted plastic surgeon, Dr. Jason Pozner FACS at his Sanctuary Medical Aesthetic Center in Boca Raton, FL for a one day Advanced Laser Training. It was a packed house with everyone going between didactic presentations and clinical training.
By far, this was one of the best laser trainings I’ve experienced in aesthetic techniques. Plus, Sanctuary is undoubtedly southern Florida’s premier aesthetic and plastic surgery center with its state of the art facilities that are complimented by a very stylish interior design.
Unexpectedly, but most welcomed, Dr. Pozner requested that I provide a marketing talk over lunch. The group was very receptive and hopefully by sharing my recent blog post on “Marketing to Generate Leads and a Sales System to Optimize Patient Conversion” I added value to the days training.
Filed under: Human Resources, Marketing, medical spa | Leave a Comment »
Posted on April 18, 2012 by Francis X Acunzo
Join me on Saturday April 28th when I will be speaking with plastic surgeon, Dr. Jason Pozner at a Sciton Aesthetic seminar. This event takes place at the New Hampshire Motor Speedway to promote the theme of accelerating your practice.
My topic will be “how to race past your competition by accelerating your practice with Best Practices in management, sales and marketing.”
Saturday, April 28th, 2012
New Hampshire Motor Speedway
1122 Route 106,
Filed under: Human Resources, Industry Resources, Marketing, MedSpa Marketing Tips | Tagged: aesthetic practice consulting, cosmetic practice marketing, francis x acunzo, jason pozner, medical spa consulting, medspa consulting | Leave a Comment »
Posted on April 18, 2012 by Francis X Acunzo
I will be joining Dr. Stanley J. Kovak to present a Sciton Aesthetic Seminar this upcoming Saturday. This one takes place in Raleigh, NC. Dr. Kovak will focus on the clinical results a medical practice can achieve with a Sciton laser and I will be discussing Best Business Practices for aesthetic medical practices and medspas.
It’s not too late to join us if you go to the Sciton website you can register.
Saturday, April 21st, 2012
9:00 am to 2:30 pm
Registration at 8:30 am
Breakfast, Lunch & Lecture
Renaissance Raleigh North Hills Marriott
4100 Main at North Hills Street
Raleigh, NC 27609
Filed under: Human Resources, Industry Resources | Tagged: aesthetic practice consulting, cosmetic practice consulting, medical spa consulting, medspa consulting, sciton, Sciton training | Leave a Comment »
Posted on April 17, 2012 by Francis X Acunzo
One of the most common compensation missteps that we see occur in the business world of aesthetic medicine is the “incentive pay reset.” This occurs when an incentive program is developed for a sales consultant and the sales consultant achieves sales goals that are higher than anticipated thus receiving their just reward for the practice’s success. Essentially they become a rainmaker for the practice, a very valuable partner in building the business.
The problem occurs when the physician/owner decides that the “just reward” is just too much reward. When this happens the physician oftentimes resets the incentive program making it almost impossible for the sales consultant to earn the same compensation level that they had in the past.
Every time that we have seen this situation occur the sales consultant has quit their job. Needless to say that every time a physician asks us what they should do we give them the exact same advice. Celebrate your success and be grateful that you have such a fantastic sales consultant! If you’re making $500K a year vs $250K why should you be bothered paying your sales consultant $100K?
The only outcome to adjusting compensation down is losing a great employee and worse, in this case your rainmaker. At first, he or she may only be a disgruntled employee but eventually he or she will leave. In business, it’s a sad day when it stops raining.
Filed under: Human Resources, Marketing | Tagged: aesthetic practice sales training, cosmetic corrdinator compensation, cosmetic practice sales training, plastic surgery sales & marketing | Leave a Comment »
Posted on March 23, 2012 by Francis X Acunzo
Colleen, our in-house medical Aesthetic sales guru shares a few of her consultation tips with everyone this week:
- At the beginning of the consultation, always give a brief background on the medical team and the passion behind your practice. Keep it short and interesting; remember, the client wants to know about your expertise. Share your wonderful story.
- Listen to the clients concerns and take notes. Typically the first area of concern the client verbalizes is their top priority.
- Ask more questions during the consultation to allow the client to “open up” about themselves.
- When were you thinking of having the procedure/injection done?
- What made you decide to do something about your skin now?
- Do you have an upcoming social event that you’d like to look great for?
- Are you flexible with the downtime the procedure may require?
These questions (or some of your own based on the way the consult is going) will help you uncover what the client wants. Make the consult a fun, informative session. Be yourself and the sales will follow.
- Be very careful not to give “technical information overload”. Not only does it increase the amount of time the consultation will take but most clients will feel lost in all of that information. If a client wants to know the technical aspects of the recommended treatment they will ask.
- Some clients will have a laundry list of things they are interested in learning about. Remember to listen and take notes. We do not want to overwhelm them with pricing (many items may add up to tens of thousands of dollars) when it comes time to review the quote sheet. For a new client sometimes “slow and steady” will win the race. Especially if the client has never had cosmetic work. Make it doable and they will return.
- Listen to and pick up cues such as “looks like I’m going to need to refinance my house to afford this”. This is the perfect time to review CareCredit with the client. A typical script would be something like:
“Are you familiar with CareCredit? Let me explain how it works. CareCredit is a company that offers financing to clients interested in managing out of pocket expenses for cosmetic procedures. You will be given a line of credit based on your credit history. Once you’ve been qualified for a line of credit you can use some of it or all of it. We offer 6 and 12 months interest free financing as well as all of the extended payment options. Let’s take a look at the chart to see what your monthly payment would be.”
- Be sure the client knows that they can get as creative as they wish when it comes to payment. They can pay a portion of the procedure using CareCredit, a portion of it using another credit card or cash.
- Think about putting together a PowerPoint presentation to show before and after photographs. This allows the person doing the consultation to stay in control and focus on the individuals specific areas of concern.
These are just a few of the many insights that Colleen has to offer about performing successful Cosmetic Consultations. For more of her insights, join both Francis and Colleen on Tuesday, May 8th, 1:00 p.m. EST for Successful Patient Consultations for the Aesthetic Medical Practice.
Filed under: Human Resources, Marketing | Tagged: cosmetic consultation training, medspa training, plastic surgery marketing, sales training | Leave a Comment »
Posted on January 31, 2012 by Francis X Acunzo
Acara is actively seeking skin care Sales Representatives with experience selling to medical spas and cosmetic medical practices. If you are reading this ad then we are seeking representatives in your area. This is an excellent opportunity for someone to open up a new market for this results oriented Canadian based proprietary skin care line.
Sales experience required. If you have a proven track record, you are entrepreneurial, aggressive, and seeking to advance your career then this is the right opportunity for you. Top candidates should have a minimum of 3 years sales experience with the contacts necessary to open many doors in a short period of time. Strong communication skills and a college degree is preferred.
Income based on sales commissions with six-figure potential.
If you are interested in speaking to us about this opportunity, please forward a cover letter and resume to Mary Lyons at email@example.com. All inquiries will be kept confidential.
Filed under: Human Resources | Tagged: aesthetic practice consulting, cosmetic practice consulting, medical spa consulting, skin care representatives | Leave a Comment »
Posted on July 11, 2011 by Francis X Acunzo
Acara is actively seeking an experienced Regional Sales Director with extensive experience selling results focused skin care to medical spas and cosmetic medical practices. This person will be responsible for launching a new Canadian based proprietary skin care line in the Southeast United States. Candidates based in Florida with close proximity to a major airport are preferred.
If you have a proven track record, are entrepreneurial, aggressive, and seeking to advance your career then this is the right opportunity for you. A minimum of 5 years of skin care sales experience is necessary with existing contacts to open many doors in a short period of time. Strong communication skills and a college degree is preferred.
Compensation is base salary plus commissions commensurate with experience. All inquiries will be kept confidential.
If you are interested in speaking to us about this opportunity, please send your resume to Mary Lyons at firstname.lastname@example.org. All inquiries will be kept confidential.
Filed under: Human Resources | Tagged: aesthetic medical practice, cosmetic, medical spa | Leave a Comment »