A category where the lab result closes the patient.
- LABIntake-to-lab completion
The step most programs measure least and lose most on.
- CACCost per treated patient
Counted at first prescription, after labs and consult, so media is judged on patients rather than leads.
- M12Twelve-month retention
Sets the acquisition cost the program can afford.
- LTV:CACEfficiency ratio
The number that decides how fast to scale.
What makes TRT & men's health different.
The growth plan starts from how the category behaves. These are the forces that shape demand, cost and retention before any media is bought.
- 01
Labs sit in the middle of the funnel
Most programs cannot prescribe without bloodwork. The conversion problem becomes getting a man to a lab and back, which is a scheduling and follow-up problem as much as a media problem.
- 02
Retention decides affordable CAC
Testosterone therapy is ongoing. A patient who stays eighteen months justifies an acquisition cost that would sink a program with six-month retention, so the retention curve sets the media budget.
- 03
Symptoms are the search language
Patients search for fatigue, low libido and muscle loss long before they search for testosterone. Education-led content captures them earlier and cheaper than treatment terms.
- 04
Testosterone is a controlled substance
Advertising, prescribing and fulfilment carry rules that most consumer categories never meet. Growth has to be built inside them.
The patient journey in TRT & men's health.
Seven stages from first impression to retained patient. The stages never change. Where the leaks are, and what fixes them, does.
- 01
Attention
Symptom-led creative and physician explainers on what low testosterone actually looks like.
- 02
Click
Search on symptoms and diagnostic terms, social for awareness, with budget weighted to lab completion rather than form fills.
- 03
Landing page
The path is explained upfront: lab, review, treatment, ongoing care, with pricing for each stage.
- 04
Intake
Symptom questionnaire, then lab ordering with locations and slots shown before the patient leaves the page.
- 05
Clinical visit
Lab result triggers the consult. Follow-up cadence between draw and consult is where most programs lose patients.
- 06
Prescription
Protocol choice, injection versus alternatives, and first-shipment expectations set at checkout.
- 07
Retention
Follow-up labs, dose adjustments and supply continuity keep the refill cadence intact.
What we run for TRT & men's health.
The same four capabilities as every engagement, pointed at the parts of this category's funnel where the economics are decided.
- 01
Growth Strategy
- Payback modelling on twelve and eighteen-month retention
- Lab-first funnel design and pricing
- Protocol and offer architecture
- 02
Performance Media
- Symptom and diagnostic search
- Paid social within controlled-substance policy
- YouTube for long-form physician content
- 03
Creative Lab
- Physician-led explainers on diagnosis and treatment
- Founder and patient stories on the decision to test
- Comparison creative on clinic versus telehealth care
- 04
Conversion Lab
- Lab scheduling and reminder flows
- Draw-to-consult follow-up sequences
- Protocol selection and checkout testing
Rules we build inside.
Every category carries constraints on what can be said, shown and prescribed. They are known before the first concept is written, so tests are designed to clear them.
- Constraint
Controlled-substance advertising
Platform policy restricts how prescription hormones can be advertised. Creative focuses on diagnosis, symptoms and care, and never on the drug as a product.
- Constraint
Telehealth prescribing rules
Federal and state requirements for prescribing controlled substances remotely change. The funnel is built to the current rules and reviewed when they move.
- Constraint
Outcome claims
Energy, strength and mood claims need clinical review and cannot be promised. We write to what the evidence supports and let physicians speak to it.
Questions TRT & men's health operators ask.
Something specific to your program? scale@scalewithsand.com
Can you advertise TRT on Meta and Google?
Within policy, yes. The work is in framing creative around symptoms, diagnosis and care rather than the medication, and in certification and account structure that keeps the program eligible.
Where do TRT funnels usually leak?
Between the lab order and the consult. Patients agree to test, then never draw, or draw and never book. Reminder and follow-up flows there usually move CAC more than any media change.
Do you also handle other men's health programs?
Yes. Hair loss and sexual health share the patient base and often sit in the same program. See the related categories below.
Categories that share the playbook.
Programs often span more than one of these. Cross-sell between them is usually the cheapest growth available.
Build a stronger, more profitable patient acquisition engine.
Tell us about your program and current numbers. We will come back with a point of view on where the growth is.
