Our media manager, Pam Myers, answers the most frequently asked questions about agency media buying. Pam oversees media planning and buying for MassMedia’s health care accounts, including HealthCare Partners of Nevada, Women’s Cancer Center, United Blood Services and Red Rock Fertility. She brings more than 11 years of strategic marketing and advertising experience to the department.

Q:  What is the most important aspect of putting together an effective media buying strategy?

Signs your practice needs an agency

You’re used to doing it all – putting in long hours to build a successful practice. A full-service advertising and public relations firm can help take your business to the next level. But are you ready to hand off such a vital part of your business to an outside company? The following six signs are clues you are ready to take the leap.

Your neighbor’s teenage daughter is your webmaster
Maintaining a professional, dynamic website for your practice is a necessity. Just about everyone “knows a guy who is good with computers,” but do you really want to trust your business to the kid next door who is failing sophomore English class? An agency has the staff and expertise to keep your website up to date – even during finals week.

You think Twitter is a dirty word
Facebook, Google +, Pinterest, Tumblr, Twitter, YouTube, Foursquare… one way or another, social media is here to stay. Super Bowl 46 generated 12.2 million social media comments, up almost 600 percent from last year’s game. Staying on top of the latest social media trends and lingo is incredibly time consuming, but a smart businessperson goes where his or her customers are. Working with an agency allows you to focus on your practice while someone else sorts out the “tweets,” “likes” and “check-ins.”

You want to be on TV
You keep seeing doctors interviewed for news stories and think to yourself, “I’m much more accomplished, authoritative and attractive than that person. How come no one is interviewing me?” All kidding aside, when you are featured as an expert source in a news story, you receive an invaluable third-party endorsement from the reporter and the news organization. A good agency has established contacts in the media world – reporters come to them for sources and story ideas.

Your crisis communication plan is incomplete
If your first response is, “What crisis communication plan?” you DEFINITELY need to hire an agency. Just like you carry fire and malpractice insurance even though you hope to never use it, a solid communication plan needs to be in place well before a crisis happens. An agency will help you develop your plan and be by your side when the worst happens. News travels fast, bad news travels even faster. An agency will help you prepare for, and mitigate the damage of, a crisis.

Your business has grown and changed but your logo has not
Your logo and marketing materials have served you well thus far, but it might be time for a change. Fortune 500 companies, well-known brands and professional sports teams all update their brands and you should too. A graphic designer can help take your business to the next level by creating materials that catch the eye of your target market. A strong visual presentation communicates your message to patients. The right design will help you cut through the clutter and get your practice noticed in a crowded marketplace.

You want to advertise
Coca-Cola spends billions of dollars each year on advertising. Why? Because it works! Whether you are looking to place an ad in the local newspaper, start a national advertising campaign, or something in between, a full-service agency will help get the most out of your advertising budget.  Agencies are in the trenches daily, negotiating better rates than you can get on your own. In addition, an experienced media buyer will help you select the appropriate outlets to reach your target audience.

In today’s information-driven society, it’s vital that all medical practices have an online presence. Websites have become the first, last and absolute impression for patients online. According to Pew Research Center’s Internet and American Life Project, approximately 61 percent of American adults look online for health information. As more and more consumers are turning to the Internet to make decisions about their health care, being available online is critical to remaining competitive in the market.

Every practice needs a website. A good website will:

• Establish a digital presence. Few people still look to phone books and directories to find business information. If you want to be found by current and prospective patients, it’s imperative to have a presence online.  For added value, consider including search engine optimization (SEO) to improve the visibility of your website in search engine results.
• Enhance Your Brand. Your website should be an extension of your practice’s identity. A well done website will reflect your company’s individuality in the design, color and graphics of every web page.
• Humanize your practice. The physician/patient relationship is important to health consumers. Share information about yourself and other physicians on the website. Include physician photos, bios, academic backgrounds, hobbies and spoken languages. Add a photo of the clinic and staff and share positive patient testimonials.
• Be a health care resource. A strong website establishes your practice as a medical authority to patients and the health community. Include a list of disease prevention and management tips for patients, share published articles or write a blog that addresses aspects of your specialty. These efforts support patient confidence and build your professional credibility.
• Allow for convenience. Your website can become a portal for patients that are short on time. If possible, create online forms where patients can request appointments, records, lab tests results, or prescription refills. Even bill pay is now accessible to patients on some websites.
• Communicate with patients. Keep patients updated on anything going on in or around your practice. Share recent media coverage, announcements and upcoming health fairs or seminars for current or potential patients on your website. You’ll be surprised how interested your patients are!
• Stay up-to-date. It’s important to provide current and accessible contact information for patients or referring doctors to reach you. Check and update your website regularly with correct contact information such as phone and fax numbers and email addresses. Incorporate a link on your website to Google Maps and offer directions.
• Be progressive. Consumers associate a technologically savvy practice with a modern approach to medicine. So include social media links to your practice’s Facebook, Twitter or other social media pages. Remember, a social media presence is equally as important as having a website. In fact, it supports SEO and is a way to reach new patients!

No two medical practices will require the same type of marketing efforts to be successful. Some practices need additional online brand management or social media pages to promote their website and support online marketing efforts. This is why it is critical to work with your marketing agency to develop a proper online strategy suited to your practice’s needs.

By: Pam Myers

Healthcare decisions are extremely important to older adults and thankfully seniors are living longer these days.  That means advertisers need to make sure they are communicating effectively to older adults through an integrated approach within their daily lives. This group will be most engaged through traditional media outlets.

Can you guess what one of the most effective ways to reach seniors is?  Through the local newspaper.  Even though most newspapers are continuing to suffer revenue declines, the Las Vegas Review Journal reports, adults 65+ have the largest readership reaching 113,700 (30.2%) daily and 130,000 (26.4%) for the Sunday paper.  In addition, according to the State of the News Media 72% of seniors consistently read the daily newspaper.  Many of the younger generations are getting their news through online sources such as Twitter and News apps, but seniors like to touch and feel their daily newspaper.

Where else are seniors obtaining information? Traditional advertising channels such as television and radio.  According to a study conducted by Marshall Marketing, within the past week 94% of seniors watched television and 64% listened to the radio.  By working with the stations you can craft a schedule where your message will be heard by the target audience.  Pulling show rankers will allow you to review and analyze the shows they watch and listen to, along with getting the most reach and frequency for your advertising dollars.  In addition, of all the traditional media, the audience for AM/FM radio has remained the most stable during this tumultuous couple of years.

Knowing your audience, what they do during their daily lives, and where they get their news will make your marketing efforts more effective and impactful.  It requires a great deal of research and planning, but will be well worth it.

Follow Pam on Twitter @pammyers310 or email her at pam@massmediacc.com