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How Many Marketing Strategies Do You Really Need?
Just yesterday I was stepping out of an elevator in a client’s building when my cell phone rang. The lady on the other end was hesitant – and asked if I was the gentleman who ran the ‘marketing seminars’ 7…
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On a recent campaign for a dental practice – we sent all instructions for handling traffic from the lead generator to the front desk via email. This was done several days in advance of the launch date. When the campaign…
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Word Most Missing In Dentistry : Follow-Up
Every profession has their axe to grind, and dental consultants are absolutely no different. When we gather with our peers, the discussion always gets around to the biggest difficulty we have in performing our jobs – getting our clients to follow up.
E-mailing dentists is different from any other business. Some don’t believe email is ever going to catch on – others check their messages once a month – many fill up their entire ‘in box’ to the point messages get bounced back stating the box is full. We have been asked to print and fax emails, and documents sent by email get edited by fax and sent back. One spread sheet this morning had 30 separate items on it. Someone has redone the entire list twice in two days by hand, and then scanned the hen scratch and emailed it back. I cannot imagine the cost of this redundancy here.
Another doctor left us voice mails about his graphics package for a project, asking what is holding it up. Last night the graphics company emailed me, asking why nobody will respond to them. He has been awaiting ‘proof’ approval for 2 weeks now, and cannot proceed without it. I checked – and the doctor was physically handed the originals of the proof weeks ago and tucked them away in his briefcase.
I appreciate that dentistry always trumps anything else – that is the way you folks are wired. Dentistry must be your priority. However – when you are attempting to move your business into this century you must help us help you. Never have we worked in an industry where it is as difficult to get calls or emails returned in a timely fashion. I emphasize this is a generalization, and not true in every case. Some dentists are very astute businesspeople, with a good grasp of electronic and other communication. Unfortunately, the majority are not in the same category.
If you rented a cabin in the mountains and paid for a full week from Sunday to Sunday – odds are you would arrive on Sunday to enjoy your full week. When paying a consultant – please do yourself justice by following through and keeping your promises to him and to yourself. It would be like checking in to your same mountain cabin on Thursday, and wondering why you weren’t as relaxed after your vacation as you anticipated. You hamstring the results. We have heard many times about programs that ‘didn’t work’ but I can comfortably state that things ‘not working’ had as much to do with the practice not following through as not. We recently flew 1000 miles to work with a client for a day – only to be told upon arrival they had booked 8 patients throughout the day. We could have a grand total of 2.5 hours only, spread over 3 time slots that day. He ran over, so we logged a lot of Starbucks time that day. It was his dime – so we made do and he got a fraction of the benefit he paid for. What would you tell a patient who told you this was their criteria for being your patient?
Patient communication is identical. You may follow through with your lab and treatment plans, but it is extremely rare to see a practice adequately follow through with marketing communication. The patient receives the same tired old ‘Garfield’ card reminding them of their next appointment. The treatment proposed in prior appointments is rarely followed up, and the conclusion is usually that the patient simply doesn’t care enough about their dental health. You better help them out – or they, like you, will follow the path of least resistance and simply not follow up!
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