Dental Profit and Dental Marketing Tips
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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…
Continue Reading »City Dentist or Country Dentist
Where to practice? We reside on the west coast – where many brand new dentists congregate. The weather is fine (when it is not raining cats and dogs), and there is an urban attraction to living in the big city….
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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 until next time. This isn’t a $60 automobile fill – in fact $600+ would be an average fill. I’ve seen $6,000 fills on a 45′ boat. I wonder who can afford that?
On the hottest Sunday afternoon of the year, we drove to a suburban shopping mall. There was plenty of parking right in front of The Bay – Canada’s oldest department store. Inside – the signs hung from every conceivable post – ‘up to 50% OFF!’ and the like. You could have shot cannon down the isles and not hit a soul. The dozen women in the cosmetic department yawned as they waited for the elusive retail customer to overcharge for face paint.
Two doors into the mall later – we arrived at our destination – the Apple Store. It looked like they were having a half price sale on $100 bills. It was sheer bedlam in there – with a minimum of 100 people attempting to spend money simultaneously. The number of new I-Phones, I-Pads, and MacBooks going out the door was amazing. You had to wait in line to get the opportunity to give them your money. The man in front of us purchased 8 gift certificates worth $700 each. Another gentleman was buying 93 I-Pads as a bonus for his staff. He paid out over $90,000 and said his staff would love him for it. I saw a dentist client ponying up $1,000 for 2 phones. The staff had mini-cash registers (OK – my terminology is in the 1960’s) around their neck, and they politely charged us $110 for a CD to convert word documents on our MAC. Couldn’t have been more than $95 profit margin in that.
On Friday’s financial page last week the Wall Street boys were wondering what Steve Jobs at Apple is doing. He is sitting on cash reserves of over $45 BILLION at present.
The man clutching his new $3,000 MacBook behind us in line had a beaming smile, bright yellow teeth and halitosis that would wilt a rubber flower. Chances are he hasn’t seen a dentist in 7 years. No doubt someone somewhere is wondering why he doesn’t care enough about his oral health to keep his hygiene appointments – or perhaps they simply concluded that he (like everyone else in the store) just couldn’t afford dentistry.
Do you see what is going on here? Consumers are spending money on things they WANT, as opposed to what you think they need. Yes, they are turning their disposable dimes over two or three times before they spend them – but if they want something they still spend like no tomorrow. The Bay couldn’t sell a heater to an Eskimo with a half price sale, but Apple next door probably did $1 Million that day in one store alone without a sale on anything! Go figure.
I’m tired of battle weary retailers (and dentists too!) telling me the economy is bad. Do something about it! Learn to sell – learn to attract new patients instead of waiting for them to stumble into your door because you have a ‘New Patients Welcome’ sign in the window. Invest in some proper training for your team to convert some of the ‘drill, fill, and bill’ patients into higher value propositions.
Or – wait for things to turn around with that guy from the buggy whip factory. Your choice!
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