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Una vez se ha tomado la decisión de intentar captar a estos pacientes internacionales, es necesario diseñar una oferta específica apoyada por una estrategia de captación acorde. En función de las características que tenga el centro médico en cuestión y el tipo de paciente y países objetivo, definiremos la estrategia basándonos en estos criterios principales.
[/fusion_text][fusion_imageframe aspect_ratio=»» custom_aspect_ratio=»100″ aspect_ratio_position=»» lightbox=»no» linktarget=»_self» align_medium=»none» align_small=»none» align=»center» mask=»» custom_mask=»» mask_size=»» mask_custom_size=»» mask_position=»» mask_custom_position=»» mask_repeat=»» style_type=»» hover_type=»none» margin_medium=»» margin_small=»» caption_style=»off» caption_align_medium=»none» caption_align_small=»none» caption_align=»none» caption_title_tag=»2″ animation_direction=»left» animation_speed=»0.3″ hide_on_mobile=»small-visibility,medium-visibility,large-visibility» sticky_display=»normal,sticky» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ image_id=»29838|full»]https://vidasprime.com/wp-content/uploads/2022/06/claves-para-captar-pacientes-internacionales_learning_center.jpg[/fusion_imageframe][/fusion_builder_column][fusion_builder_column type=»1_1″ type=»1_1″ layout=»1_1″ align_self=»auto» content_layout=»column» align_content=»flex-start» valign_content=»flex-start» content_wrap=»wrap» center_content=»no» target=»_self» hide_on_mobile=»small-visibility,medium-visibility,large-visibility» sticky_display=»normal,sticky» order_medium=»0″ order_small=»0″ hover_type=»none» border_style=»solid» box_shadow=»no» box_shadow_blur=»0″ box_shadow_spread=»0″ background_type=»single» gradient_start_position=»0″ gradient_end_position=»100″ gradient_type=»linear» radial_direction=»center center» linear_angle=»180″ background_position=»left top» background_repeat=»no-repeat» background_blend_mode=»none» filter_type=»regular» filter_hue=»0″ filter_saturation=»100″ filter_brightness=»100″ filter_contrast=»100″ filter_invert=»0″ filter_sepia=»0″ filter_opacity=»100″ filter_blur=»0″ filter_hue_hover=»0″ filter_saturation_hover=»100″ filter_brightness_hover=»100″ filter_contrast_hover=»100″ filter_invert_hover=»0″ filter_sepia_hover=»0″ filter_opacity_hover=»100″ filter_blur_hover=»0″ animation_direction=»left» animation_speed=»0.3″ last=»true» border_position=»all» margin_bottom=»0px» first=»true» min_height=»» link=»»][fusion_text animation_direction=»left» animation_speed=»0.3″ hide_on_mobile=»small-visibility,medium-visibility,large-visibility» sticky_display=»normal,sticky»]
¿Cuáles son los principales criterios para captar pacientes internacionales?
La caracterización de la oferta ha de basarse en el reconocimiento externo, y su adecuación a la demanda potencial.
- Una fijación de precios competitiva: pensar que el paciente Internacional es poco sensible al precio es un error. Países como Alemania e Israel ofrecen servicios asistenciales de alta calidad a precios muy competitivos. Una buena estrategia es la implementación de precios “gancho” para las primeras consultas informativas (normalmente online).
- La definición de los mercados/países objetivo a los que orientar nuestra oferta de servicios. Estos mercados son mayoritariamente, en la actualidad, europeos con un creciente aumento de la incidencia de pacientes rusos (que puede ser más discontinua en el futuro). No obstante, en el medio y largo plazo otros mercados con gran potencial son el norte de África (tanto para Francia como España), el Oriente Medio y América Latina, mercado que tradicionalmente se ha dirigido a EEUU, pero que con una alternativa de calidad y a un mejor precio, junto con la cercanía del idioma pueden encaminar parte de su demanda a España.
- Inmediatez a lo largo de todo el proceso: desde que se recibe la solicitud, es crucial reducir los tiempos de espera al máximo. Contactar con el paciente, proporcionar un plan de tratamiento personalizado y citar al paciente con la mayor rapidez posible.
- Ofrecer paquetes cerrados: Paquetes que incluyan el plan de tratamiento y que permitan al paciente entender la oferta con facilidad. Incluir cuestiones no médicas en el paquete como desplazamientos y alojamiento puede ser un factor determinante en la decisión final del paciente.
Encontramos distintos motivos que llevan a las personas a viajar fuera de sus países con el objetivo de recibir algún tipo de asistencia sanitaria.
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Según la Organization for Economic Cooperation and Development, se estima que, «cada año, aproximadamente 50 millones de personas provenientes de todas partes del mundo realizan por lo menos un viaje cuyo objetivo principal está relacionado con algún tipo de asistencia sanitaria.»
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Estas cuatro claves son los principales motivos que llevan a un paciente a decidirse por una opción médica u otra lejos de su país. En el siguiente contenido hablaremos de los principales canales de captación que se pueden utilizar para atraer pacientes internacionales.
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Otros contenidos de interés
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