Health check packages: how labs should design and sell them

Health check packages sell when each one is designed with your medical director, named for the person it suits, and explained in plain words. Patients then need an easy way to book, clear preparation instructions and a proper follow-up once results are ready. Here is how labs and diagnostic centres in Lagos and Abuja can build and sell them.

Why do health check packages sell poorly at many labs?

Most package lists share the same problems:

• A long column of test names that means little to most people.
• Names like “Gold” and “Platinum” that say nothing about who the package is for.
• Preparation notes missing, so people arrive unprepared and have to come back.
• Silence after results. The patient collects a report and never hears from the lab again.

Each one costs bookings. A person who cannot tell what they are buying either calls to ask or picks the lab down the road.

Who should design the packages?

The clinical content belongs to your medical director and lab leadership. They decide which tests go into each package and who it is appropriate for. Marketing decides how it is named, explained and sold.

1. Start from the people who already come in. Look at who asks for general checks, who comes on an employer’s request and who comes with a doctor’s advice.
2. Keep the range small. A few clear packages are easier to choose from than a dozen similar ones.
3. Get every description signed off. The medical director approves the wording of what each test checks before it goes on any page or ad.

What should each package page say?

Give every package its own page or section. It should answer the questions people would otherwise call to ask:

1. A name that says who it suits. “Pre-employment check” tells people more than “Silver”.
2. What is included, grouped in plain words. Blood tests, urine test, scan.
3. Who it suits, in wording your medical director approves.
4. How to prepare, as your scientists advise. Fasting, what to bring, what to wear for a scan.
5. How long the visit takes and when results are usually ready.
6. A price or a starting price, if the lab chooses to show one. Our post on how to price medical services covers setting it.
7. One clear way to book, repeated down the page.

Promise no outcome. Describe what each test checks, never what it will find.

How should booking and preparation work?

However people book, send the same thing back: a confirmation with the date, time, address and preparation notes. If a package needs fasting, say so in the confirmation and again in the reminder the day before, in the words your lab uses.

Name no test in reminders. Other people see phone screens. Our post on reducing patient no-shows covers confirmations and reminders in detail.

Add each package as a service on your Google Business Profile too. Google lets businesses add custom services, and its help page on services says to avoid prices and phone numbers in custom service names. Our post on Google Business Profile for clinics covers the rest of the profile.

What should happen after the results?

Most labs skip this step. It is where repeat bookings come from.

1. Deliver results through a route the patient agreed to, after confirming who they are.
2. Point them to the next step. A review with a doctor if your lab offers one, or their own doctor if not.
3. Ask for a Google review without mentioning what test anyone had.
4. Offer a reminder for their next check, and only add people who say yes.

That last point matters legally. The Nigeria Data Protection Act 2023 lists health status as sensitive personal data in section 65. Section 30 restricts processing it to set conditions, the first being the person’s consent for that specific purpose.

How do you sell health check packages to employers?

Corporate offers are a separate sale. Employers want a short list of packages, a simple way to book many staff at once and one named contact who answers.

• Write a one-page offer for each package you sell to employers.
• Set out the booking process: staff list, dates, preparation notes sent to each person.
• Agree in writing what the employer receives. Results belong to each employee. Share them with the employer only on a lawful basis, such as the employee’s consent, and get advice on what fits your case.

Our post on diagnostic centre marketing in Nigeria covers corporate screening alongside self-booked patients and referring doctors.

How Kren helps labs sell health check packages

Kren is a done-for-you team for private clinics in Lagos and Abuja. For diagnostic labs and imaging centres, we write and build your package pages, set up your Google profile, run your campaigns and build the confirmations, preparation reminders and results follow-up. Your team designs the packages with your medical director, runs the tests, handles results and confirms each booking.

On a 30-minute strategy call, we look at where your lab loses package bookings today and what to fix first.

Show me where my clinic is losing patients →

Questions lab owners ask about health check packages

How many health check packages should a lab offer?

Start with a small range your medical director is happy to stand behind. Add more only when people keep asking for something the current packages do not cover.

Should we show prices for health check packages?

That is the lab’s decision. Many people will not call without some idea of cost, so a starting price can help. If you prefer not to, explain clearly what each package includes and make it easy to ask.

Can we advertise health check packages on social media?

Yes, with care. Describe the package and who it suits, promise no outcome and avoid fear-based wording. Each ad network has its own health advertising rules, so check them before a campaign.

Can an employer see its staff’s results?

Only on a lawful basis, such as the employee’s consent. Health status is sensitive personal data under the Nigeria Data Protection Act 2023, so agree the process in writing and take advice.