How to successfully launch Profhilo

Through trial and error, I worked out a winning solution within my own clinic and I have no doubt that anyone in this industry can do the same.

When considering how I introduced Profhilo to my clinic, it’s important to note that I trained in the treatment with HA Derma back when it was first launched in 2015. I have to say that the reason I attended the training was simply because I was curious. At that point, the question on everyone’s minds was, “Profhilo? Bioremodelling? What does this even mean?” These questions were answered during the training, but I left that day even more curious – this time about how this new product could benefit my patients and grow my business. 

And grow my business it has. I’d estimate that once I introduced Profhilo to my clinic in 2016, I had roughly 80% of my patients incorporate it into their yearly treatment plans. This shocks some colleagues when I tell them, but I accomplished this with a very simple strategy.

In summary, I didn’t pigeonhole my patients or assume a patient wouldn’t want Profhilo based on budget, age or previous treatments. Furthermore, and more importantly, I thoroughly explained the treatment and set realistic expectations for what Profhilo actually does to each patient. I explained it in a way that is easy to absorb, which started with the question, “who doesn’t want beautiful skin?” To my mind, Profhilo is the next rung on the ladder up from cosmeceutical skincare. 

If the patient has any misconceptions that Profhilo will add volume or reduce muscle movement, their lack of understanding of the treatment will lead to unrealistic expectation of outcome, and it is our responsibility as practitioners to avoid this. As we know, Profhilo is not a replacement for dermal fillers or toxin, and whether it is a standalone treatment or an indispensable addition to an existing treatment plan will depend on the patient, their age, and their goals. 

For example, for the 28 year old patient who comes to me with the goal of prevention and preservation, two courses of Profhilo a year is one of the best treatments I can offer. However, for the 59 year old who would like to look refreshed and possibly a few years younger, Profhilo is the icing on the cake of a treatment plan that will also include remedies such as toxin, dermal fillers, or radio frequency for example. This isn’t to say that a patient already having other treatments wouldn’t see the benefit of Profhilo – every patient that walks through my door is striving for beautiful skin through rejuvenation and/or preservation, so it makes complete sense that I offer it to everybody. 

However, one perceived obstacle for some practitioners trying to introduce this treatment is budget – they simply assume that their patients won’t want to or be able to add Profhilo into their treatment plans, but it’s really important not to make any assumptions on behalf of the patient. Think of the oft-quoted business advice, “build it and they will come.” Whether they’re on a strict budget or evergreen, patients find a way to pay for their toxin and pay for their fillers. So instead of trying to sell Profhilo, make a point to educate with regards to what the treatment does, demonstrate that you have it on offer, and don’t be shy with sharing your before and after photos. Make it clear what the treatment is and that the treatment is available to them, and because Profhilo is so remarkable, patients will naturally gravitate towards it.

This approach has served me well. Nearly 10% of my clinic turnover (including all treatments and retail) is from Profhilo, and it’s important to note that this doesn’t equate to 10% of my patients having this treatment – the majority of my patients have this treatment, but they also have several other treatments and skincare over the course of the year. 

If I were to introduce Profhilo again now – and in a way I am with the recent launch of Profhilo Body – I would take much the same approach. This includes educating the patient about the treatment, demonstrating realistic results with before and after photos from my own patients (pictured in this article), and enveloping Profhilo into a complete treatment plan including other treatments and cosmeceutical skincare. So as Profhilo Body launches, here is an amazing opportunity to introduce one or both to your clinic and watch it fly – and allow the bioremodelling to commence.

This article was originally published in Aesthetic Medicine 2022