Dental Profit and Dental Marketing Tips
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How much does it cost, Doc?
How often have you heard this question? Does it still strike fear in your heart, or do you simply launch into your practiced, rehearsed strategy for dealing with it effectively? I’m not going to get into how to do that…
Continue Reading »People Aren’t Into Spending Money These Days
On the weekend we returned from a boat trip. Every marina for 50 miles was booked solid, with waiting lists for moorage. The line up at the gas dock upon return was way too long, so we put that off…
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It’s Not About You!
We recently interviewed a practice seeking dental marketing. The dentist was late (hazards of our occupation) which was not unusual. Everything dental always trumps everything marketing – even if they called the meeting. This meant we now had 40 minutes to do a one hour presentation.
Although congenial, this practitioner argued with us on just about every point. He ruled out of hand numerous issues I must fall on my sword over – because we have proven them time and again in hundreds of practices. The issues are not the primary thing here – the incredible close-mindedness IS the issue. We don’t tell you how to prep a crown, or perform an endo, or repair anything dental. That is your gig. I know there is more than one option to treat many dental conditions, and it is up to each individual practitioner to develop their particular skill set and preferences.
Ditto for advertising and marketing. There are several truisms. Direct mail works. People have to do something with it – by hand – and a certain percentage respond. We couldn’t care less if you, as a dentist, toss out all direct mail pieces. You (as a technician) are never our target market. Direct response marketing (where someone has to take a specific action) works better than image brand advertising. Vague statements such as ‘We are dedicated to your smile’ are absurd because nobody with half a clue believes them. Anyone telling you any different is not only wrong (unless your practice grosses more than $30,000,000 annually) they are encouraging you to waste your hard earned money. First impressions last! This means you better clean up your waiting room. Toss the leopard skin furniture and the Greek arches. Get rid of all the clutter – the ‘warning’ signs about the sanctions (fines) that will befall me if I miss my appointment without notice. They not only don’t work – they insult the 90% of your good patients who keep their appointments, are on time, and don’t need the warning. Pay attention to what is said! When is the last time you listened carefully to what is said to a prospective new patient on the telephone? It might very well shock you.
Stand aside from your practice for a moment and remember you are dealing with a consumer mindset. If your message makes 100% perfect sense to you it is almost guaranteed it will not sit well with the typical consumer. We have a long standing client who – every once in a while – resists a marketing piece and wants to ‘correct’ it. Our posture is always the same – ‘If we need a root canal you are the boss. When you need an ad written – we are the boss’. He usually laughs and admits he forgot our deal! He’s a terrific clinician – we know nothing about minimal preps. It works better that way!
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