Dental Relationship Marketing

Posts Tagged ‘dental practice solutions’

The correct answer is both mediums used together is best. Why? You might ask, “With so many marketing companies now offering e-newsletters, isn’t digital the best option?” The answer is no, for several reasons. Digital or e-communication (as much as I love it) cannot yet completely replace all the benefits of hardcopy.

Tangible newsletters allow people to experience news in a much different way than e-communication. Most importantly, hardcopies allow us to get away with longer articles, more photos and richer content than digital formats.

There is just something more sincere and warm about holding a tangible note, card or letter in your hands rather than scanning it on a screen… For similar reasons, highly personalized hardcopy newsletters are still key relationship and trust building tools.

At the end of the day, you want to be sure your patients have seen and absorbed all you have to convey. Ensure your marketing communication is achieving every important objective by including both email and hardcopy news in your 2009 marketing plan.

Need help with dental newsletters for yourself or your practice? Email rita@tangiblemarketing.com or call Rita (303) 807-3827.

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Convert your website visitors into patient appointments and referrals… LinkboxTM is a website add-on that provides valuable marketing tools to any existing website. LinkBoxTM encourages website visitors to contact your practice, as well as refer friends. And because it’s a stand-alone product, LinkBoxTM doesn’t integrate with your current practice management systems in any way – so it’s simple to set up and start using right away.

I especially like the way the product opens the door for dialogue. Consumers today have become so accustomed to sharing their thoughts, opinions and requests through their computer keyboards… This tool gives potential new patients one more way to explore you, and gives existing patients one more way to refer you.

Watch a demo and learn more about their terrific no-risk 30 day trial here.

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“Opportunity is missed by most people because it is dressed in overalls and looks like work.” – Thomas A. Edison

Many dentists today realize the value of “wowing” patients during their standard two office visits per year; however few appreciate the value of connecting with patients throughout the year.

If you look to the specialists of dentistry, the oral surgeons, periodontists and orthodontists, you’d likely see examples of good relationship marketing (staying in touch with general dentists) throughout the year. If not, they’d likely not be able to maintain good communication, strong relationships or most importantly receive referrals from you. If you didn’t hear from the specialist more than twice a year, a general dentist might wonder if they are sending the wrong type of referral, if the specialist has become too busy, or perhaps wonder if they just don’t need – or want- your referrals any more. The same is true with patients of the general dentist…

Yes, staying in touch with patients throughout the year is work- it requires time, effort and investment. However the benefit you receive is increased referrals because patients:

Feel they have a relationship with you.
Sense you care.
Know you still want their business.
Believe you welcome their referrals.

How do you take advantage of referral marketing opportunities?

Are you looking for an effective way to stay in touch with your patients? Want friendly, authentic and proven marketing? Contact rita@tangiblemarketing.com to learn about our patient newsletter programs and keep your patients loyal, motivated for treatment and regularly referring.

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Are you constantly investing in new equipment or treatment training with the hope that this one new technology or skill will attract droves of new patients? Over the years I’ve seen many dentists spend thousands of dollars on technology like Cerec® or months of training to help enhance their already finely honed skills. These investments are certainly worthy in many cases; however they prove to be poor decisions when executed primarily for their marketing benefits. In other words, unfortunately, there is no one thing you can buy to definitively attract droves of new patients in an instant. Wouldn’t that be great, you could run out to the local Office Depot® and pick up a box of that instant “New Patient Marketing” and get results right away.

I’ve seen sales representatives touting the marketing benefits their new equipment or CE will provide… The reality is that patients are not likely to run out and tell ten of their friends that you are the only practice in town that can make a crown in one visit. Likewise, they aren’t likely to shout a declaration about the new implant skills you’ve recently acquired. Patients already expect that you will make their treatment as convenient and high quality as possible.

Are you a fine dentist offering high quality care? Then you should know… when it comes to getting new patients in the door – first and foremost – they need to find you. This is where traditional marketing comes in. Without the basic components: who you are, what is unique about you and where you are located, you cannot be found. In most cases, no piece of technology or enhanced skill can accomplish that for you. If new patient flow is what you need, start with practical traditional marketing. Invest in internal first, then external- it’s what works.

Are you avoiding marketing? Got feedback?

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If you’re like many dental practices today you may be looking for ways to stimulate business… One tried and true tactic is a basic phone call. Placing courtesy calls to your existing patients for recall is one of the fastest, easiest and least expensive ways to get patients in the door.

Make it a fun challenge, get the whole team involved, and start placing calls to fill your schedule with healthy doses of production. Try using one of the following scripts:

Hello I’m calling from Dr Smith’s office as a friendly reminder that you are overdue for your cleaning/check-up/treatment, would you like to reserve an appointment… many of our patients are already reserving their appointments before years end to use their insurance benefits before they expire… Our schedule is filling up and I want to be sure we can get you in on time.

Let me know how this tactic works for you?

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When was the last time you heard one of your patients complain? We all know that too many complaints are a sign that things aren’t going well. However a practice that never hears any complaints, or never hears much feedback at all, may not be in good shape either…

Periodic surveys are an important component of any marketing plan. They allow you to learn what you are doing right, and what you may be doing wrong. Consider a third party survey service in order for people to feel they can share openly and honestly. Online surveys also work well as they many times offer people the option to remain anonymous. For example, check out www.surveymonkey.com, they offer several excellent affordable online survey options. Once you learn what your patients really value and enjoy most about your practice, you can then leverage that information within your marketing plan.

What valuable information have you learned recently from your patient surveys?

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