Dental Relationship Marketing

Posts Tagged ‘dental marketing advise’

Where is the absolute best place to market your practice right now? The answer is inside. Before you venture outside of your practice with direct mail or advertising, be sure you are maximizing the business you already have. Start off by seriously evaluating your case acceptance numbers. How many cases of treatment are you recommending, and how many are being accepted? Some practices are busy today despite the economy, and it’s easy to think busy equals profitable. Unfortunately this isn’t always true.

There is only one way to confirm how successful your case acceptance is and that is to read your data. What does your data say? Plain and simple, your key data = how many cases were presented, and how many were accepted? It is very important to point out that low case acceptance does not necessarily mean poor case presentation… in many situations low acceptance can be a direct result of failure to follow up. One of my mantras is, “The fortune is in the follow up”. Especially in this economy when patients are holding off on treatment, and possibly holding off for longer periods of time, it’s critical to follow up with patients regularly. Keep in touch, show you care, continue to communicate benefits, make yourself accessible, etc.

Remember dental needs that don’t hurt are easy for some to defer; however when you are top of mind and someone’s budget finally allows for either a new TV or the crown they need, chances are higher they will think twice before running out to buy the TV (especially if they just read an article in your newsletter about how procrastination costs patients more…). The most rewarding part of case acceptance marketing and training is the win-win benefit. The better your presentation and follow up, the more patients will pursue treatment and gain health and/or beauty- and the more cases accepted, the higher profits you and your practice will enjoy.

Need help? Call Rita at 303-807-3827 or visit TangibleMarketing.com

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1. NEWSLETTERS – Quality not quantity is the key. Don’t put off sending out a newsletter because you think it has to be four tedious pages long. The most important elements are to be consistent, interesting, and unique-to-your-practice.

2. REFERRAL PROGRAMS – Make sure you have a turn-key system in place. Be sure to say thank you for each and every referral and consider rewards or incentives when appropriate.

3. CHASES CALENDAR OF EVENTS – Reference this book and find ideas to celebrate any meaningful day of the year with your patients.

4. EMAILS – Send out e-news, greeting card, special offer, promotion, announcement or invitation.

5. CONTESTS – This can be something patients actively enter to win, or are automatically entered into when they refer, elect to receive your emails or complete surveys.

6. POSTCARDS – Get creative! Personalize a custom postcard with a team photo or use a non-dental related theme to get more attention.

7. SPECIAL EVENTS – Picnics, barbecues, pumpkin patch hunts or patient appreciation open-house parties.

Finding effective referral marketing activities doesn’t mean you have to re-invent the wheel or bust your marketing budget. If you forgot to plan, simply choose a few tactics you can implement today.

Want to know more? Get your complete Referral Marketing System How-To Guidebook now.

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