Today’s dental practice owner is faced with a number of challenges. You wear several hats as a business owner — an entrepreneur as well as a dentist or dental specialist. It is a real challenge to be all of these things at once, which can result in something slipping.
The area that slips is typically the execution of your marketing plan. The problem is this: without an effective marketing plan being executed consistently throughout the year, you will struggle to maintain a steady flow of new patient acquisitions and maybe even to retain the patients you already have.
There is an even bigger problem you face. Nowadays, even when you do all of the right things with your marketing plan — and stay on top of executing your plan — you will still struggle to grow your practice.
The main reason for this is that consumers (potential patients) are overloaded with information and give their attention to only the things that are important to them.
Your challenge is to get and keep their attention.
One of the most effective ways to capture and retain the attention of your audience is to appeal to the things they are interested in. In many cases, dentistry is not what they are interested in, even when they need it the most.
The reality is that people have passions — things they connect with on an emotional level. It is through these passions that you will find your most successful dental marketing campaigns. One type of passion is the support of social causes on either a global or a local level. Cause marketing is the way to align your dental practice with the causes being supported by the audience you are trying to reach. Read More
The Importance of Capitalizing on General Referrals
Back in April, we answered a very important question in our monthly newsletter: What do you have that other dentists don’t?
The answer: your patients!
Over the next several weeks, we’ll be discussing how your relationship with your valued patients can work for you when it comes to growing your practice. This week, we’re focusing on the importance of capitalizing on general referrals.
As a dentist, referrals can make up a large portion of your patient base. When you receive a referral, you should follow up quickly to take advantage of the patient’s interest. Capitalizing on general referrals accomplishes two things: (1) brings new patients into your practice and (2) encourages current patients to express and share what they like about the care and service they receive with both your office and their network of friends, family, and acquaintances.
When someone is referred to you, don’t take a passive approach. After all, a referral doesn’t become a patient until he or she is in your dental chair. Once a referral rolls in, the potential patient should be contacted by your team within 48 hours. If possible, find out what services the potential patient is looking for and, better yet, schedule an appointment for as soon as both your schedule and the patient’s schedule allows. This prompt, friendly phone call gives the potential new patient the impression that you and your team are very eager to help him or her achieve improved oral health and that you value the business. Remember, this call is the patient’s first official interaction with your office, so show him or her that you are a friendly, welcoming, and professional practice that has the best interests of your patients in mind. Read More