Marketing Solutions for Dentists and Teams

Posts Tagged ‘dental sales

Dental Case Presentation- Product Review- Featured Product: Henry Schein® GURU

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On a scale of 1 to 10 with 10 being best, I rate Henry Schein®  GURU a 10+.   After years of personally presenting thousands of periodontal and dental implant cases to sometimes scared, financially challenged or “difficult” patients, I can say with confidence, “This consult tool is terrific and will begin to return on your investment from the moment you use it”.  (No, I’m not employed by Henry Schein®. I just love practical solutions to long time problems). 


A specific example of the power of GURU is… A patient is in need of a Sinus Augmentation.  Ok, you can use all the good tangible visuals in the market and verbally explain it in succinct detail and still risk the patient not entirely understanding, or easily show the patient a brief animated program illustrating what happens to the sinus floor post tooth loss.  GURU’s illustration is the best available in the market, I’ve already seen it cut down on the sinus augmentation explanation time and… bonus, the patient definitively “got it,” he understood exactly what his situation was and clearly saw what he needed to do about it- and scheduled surgery immediately post viewing the program. 


There has never been a better visual of a sinus collapse or augmentation- at least that I’ve seen.  Further, GURU’s visuals are friendly and professional, and the program is intuitively useful… there’s even an option to email the patient their personal treatment “program”.  I love this tool and can’t wait to begin training my client’s teams to implement it in all appropriate facets of the practice.    


What are your thoughts?

1 Sign You May Be Suffering From Dental Marketing Avoidance

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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?

Dental Marketing That Sticks

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As consumers we are bombarded each day with thousands of advertising messages. This environment creates mind clutter which makes it hard for patients to remember to refer to you on a regular basis. In addition to providing exceptional service experiences, you can help your request for referrals to stick by making your message tangible.

Experts agree about 60% to 65% of the population are visual learners. These visual learners relate most effectively to written information, diagrams and pictures. Whether you illustrate your referral request in letters, postcards, business cards, CD’s, or emails, the moment you make your message visual or tangible you’ll help cut through the clutter, increase your effectiveness and your new patient referrals.

What makes your referral marketing memorable?

SOS Dental Marketing

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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?

Stop Losing Dental Patient Referrals

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Many dentists realize the value of referrals, yet few communicate with their patients on a regular basis… This results not only in lost referrals, but also in lost case acceptance and sometimes lost patients.

Your patients are regularly receiving generic postcard offers from neighboring dental practices, each promoting a new special service, new technology or better location. The best way to ensure your patients are loyal, motivated and referring regularly is to keep in touch with them. Yes, excellent patient care is vital, but how often are you permitted to make someone’s day? Once or twice per year is not enough. Here are a few effective tips to follow up throughout the year:

  • Email- few practices are collecting email addresses. While not every patient will elect to receive email from you, many will and this will allow you to communicate with patients inexpensively and quickly.
  • Postcards- don’t bother sending patients a generic dental postcard- remember, they’ve likely already received dozens in their mailbox- instead, why not pick up colorful postcards from your favorite local town and have someone from your team write out a seasonal greeting (think summer destinations or great fall color drives).
  • Newsletters- not your father’s newsletter! Despite our desire to interest patients in cutting edge dental technologies, most patients would rather read about you. More personal touch articles and less dental procedure will allow patients to feel like they have a real relationship with you.

The key to winning more referrals is to keep in touch with your patients, one quality follow up at a time.

Who Should Sell Treatment – Dentist or Team Member?

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The correct answer is everyone should sell treatment in your office. By this I don’t mean you should have your entire team running about pitching and closing… Instead I mean your receptionist should be friendly and approachable, your assistant knowledgeable and inquisitive, your hygienist informative and compassionate, and the dentist a good listener with excellent questioning skills.

When it comes to treatment presentation, the best person to present treatment to patients is the person with the best people skills- technical skills are often only a small part of a successful presentation (this spoken from years of personal experience presenting hundreds of diagnosis and treatment recommendations to many times scared, financially challenged or “complicated” patients). In many cases the technicalities of treatment need not even be discussed. Most patients just want to the opportunity to ask specific questions and feel that they have been heard. Yes, there are some patients who absolutely need to see the doctor and learn about all the details. In those situations the doctor is best suited to see the patient. However many times I noticed patients felt more open to ask their “silly” questions and chit-chat with the team members- great trust building and bonding opportunities. It pays to remember the power of strong, healthy people skills when determining who will present treatment and fees for your practice.

Who handles case presentation in your practice?