instantly health

In my quest to fundamentally change hospital marketing and make it more responsive to the needs of the insured consumer and physicians, hospital marketers are missing a valuable opportunity.  A couple of weeks ago, I wrote a post about major health systems marketing failure. So this post in a roundabout way continues that theme.  Which as an insured consumer using one of that systems hospitals for 22 years experienced a major marketing failure on their part due to lack of a CRM and understanding the data of who the customer is and how they use the system. There are over 147 touch-points in an individual’s interaction with a hospital. That means that there are 147 instances of where the patient experience is influenced. Those 147 touch-points in the patient experience can also be marketing opportunities to get people to opt-in to various marketing activities and receiving emails. Oh, but that assumes that the hospital or health system understands the patient journey in deciding...

The healthcare consumer will shell out $345 billion dollars this year for health insurance, co-payments, and deductibles. On top of that, they will spend another $271 billion on health-related items like gyms memberships, weight loss programs, exercise equipment, etc. That's a whopping $626 billion dollars out-of-pocket that are expected to rise for the foreseeable future. The healthcare consumer and patient are demanding value, price, and quality transparency from healthcare providers. Consumers want retail medicine, mHealth, and Telemedicine. All the while healthcare providers focus on market dominance and acquire physician practices to create market heft and then wonder why consumers are cranky? With all of this happening then, is the smartphone the tool for physician independence? And, can the use of apps, mHealth and telemedicine allow a physician or physician group practice to remain independent? In both cases, I think the answer is yes, with some pretty large ramifications f...

As the provider market for the healthcare consumer continues to consolidate through merger, acquisition, liquidation, or disintermediation, there is one clear outcome. Fewer providers mean heightened competition within hospitals or health systems in a bid to stay atop the food chain. With the consumer's growing realization that they need a hospital for only three things, the ER, ICU, and medical care for complex acute medical conditions, they are more in control with their physician of the buying process than providers want to admit. To become part of the consumer's choice for healthcare, successful providers will recognize that understanding the healthcare consumer buyers' journey is the new way of thinking about marketing, how it impacts growth, and can drive the organization in a better direction that is more customer-focused and responsive to their needs.  Customer Buyer Journey In this environment, providers are already losing meaningful differentiation. Marketing camp...

And it’s not a quiz either. I try extremely hard not to call out individual hospitals or health systems for their lack of understanding of the healthcare consumer, their expectations, needs, and for knowing who their patient is. But sometimes the professional healthcare marketer in me gets the best of me when I receive some marketing material from a health system, through different incarnations, I have used for 22 plus years. That’s right 22 plus years.  Oh, and did I mention that my wife, children, and mother-in-law have used them too? PH has no idea after 22 years of utilization from being a patient, using the ER, to outpatient testing, WHO. I. AM. And here is what set me off. And I can guarantee you that many a healthcare consumer, aka former patient, feels the same way. The other day, I received a direct mail piece. It was a very nicely done, four-color, a heavy stock paper mailer that looked expensive with an offer for a chance to win a Fitbit.  But the catch was if and o...

With all the things that hospital leadership and healthcare marketing executives have on their plates and keeping them up at night, here’s a new one.  And unfortunately, it’s out of one's control, and no exceptions are allowed. With the economic shift from a product and service economy to an experience economy, providers are at a clear disadvantage by continuing to market like it is the 1990s.  Now that being said, it’s not all providers, but the vast majority.   Being paid for the production of care in the fee-for-service model is a product and service approach to healthcare.  Though the payment mechanism is changing, little has changed in provider marketing.   A vast majority of healthcare providers still taking the product marketing features approach. Notice that I did not say features and benefits marketing. Providers only go halfway choosing features or warm fuzzy improbable benefits but not both in their marketing.  I have yet to see a provider o...

Do you know who your patient hospital brand, evangelists are? I ask this question for a critical reason.  In an age of little provider differentiation in the actual retail medical marketplace with me-too messaging, how is a healthcare consumer to make a choice? Now that being said, I realize that many health care leaders will dispute the above statement.  But the fact is is that there is little if any messaging differentiation.  I knew as I was there too but made a conscious effort to move away from the “me too” messaging. And that was in the early 2000s. So where am I going with this? Consumers are demanding price and quality transparency.  Maybe in reality what they want is more cost certainty and knowing what the value is they are receiving for the dollar paid?  But few in hospitals or health systems are listening to the needs and demands of the healthcare consumer. Then they howl loudly than a third party releases data that is publically available on the hos...

Email I can see your eyes glaze over.  And I can hear the chorus of but…but…HIPAA says we can’t do that, which is just nonsense. If understood correctly, a hospital can manage the marketing of clinical services with cost efficiency and effectiveness and handle the engagement or experience for the provider. It’s cost-effective and efficient with an ROI that is over 4,200 percent. From providing useful and relevant information, wellness programs like webinars and marketing hospital outpatient as well as inpatient clinical services, it’s one of the few mechanisms that hospitals can control in the market.  It’s a marketing tool to build brand loyalty, enhance the experience, and engage while driving growth and revenue. For example, a clueless hospital system. The hospital system that is the network in my insurance plan has never once engaged me in an email, social media, or any other inbound tactic to engage and manage the healthcare consumer or patient experience. Even though I h...