Menu
MENU

Marketing to the “Untapped” Dental Patient Pool

Just to recap my last three posts, Gallup asked 178,000 Americans last year whether they visited the dentist in the previous 12 months as part of the Gallup-Healthways Well-Being Index. This mirrors a 2008 survey by Gallup. They found: 64.7 percent of Americans visited the dentist. 67.2 percent of women and 62 percent of men saw a dentist. There is a large racial divide between Asians and whites, and blacks and Latinos in going to the dentist. The older you are, the more likely you are to see a dentist … until you hit 65, and then you drop significantly. The more money you ...

Read More
The “Mythical” New Dental Patient: Location and Marital Status

If you haven’t read my two previous posts, you should. They report the results of a 2013 Gallup survey on the annual utilization of dental services in the U.S. and contrast the results with those of a 2008 survey. Today, we’ll look at the untapped pool of potential new dental patients by location and marital status. Results by Location Regionally, about 69 percent of people who live in the East visited the dentist, the highest rate of any region. That was followed by the Midwest, where about 67 percent of people visited the dentist. Third was the West, where 65.5 percent of ...

Read More
Seth Godin and I Agree: Sell Value

Seth Godin is a guy that anyone in marketing follows. He’s a former VP at Yahoo and a couple of years ago was inducted into the Direct Marketing Hall of Fame. If you’ve never heard of him, let me tell you this: Just type in the word “Seth” and he’ll appear high up on your search page. I just did, and he hit the TWO top slots on Google. THAT’S how big he is. And people listen to him. A blog of Seth’s last year sounded oddly familiar. In it, Seth told readers that “It’s too expensive” almost never means “there isn’t enough money if I think it’s worth ...

Read More
Sell Your Ideas! The Seven Triggers to “Fascination.”

How frustrating is it to give a patient the perfect recommendation to solve their dental problem, only to have the patient hem and haw about whether they want to take your suggestion? You are the expert.You have the solution to their problem. You are who they came to see, and now they’re not sure they want to do what you recommend. Of course there are myriad reasons. The recommendation may be scary to the patient. It may be more than they can afford. They may even question whether it is really necessary. Or, just maybe,youweren’t convincing enough in your presentation of the ...

Read More
How to Feel Good About “Selling” Dental Procedures

To many of you, the idea that you are a salesman is probably an icky thought. You’re a healthcare provider; you don’t sell. You inform people of their options, and then they decide what to do. If that’s how you think, your business probably isn’t maximizing its potential. Of course you are a healthcare provider. Of course your core mission and business is giving people great dental health and a beautiful smile. But you are also in the sales business. It is your job to sell people on doing whatever it takes to maximize their dental health and get the most beautiful smile. You, ...

Read More
Research Proves Smiles Improve People’s Lives (part 2)
Smile

Last week we started our list of benefits of smiling. Here is the second half of the list: 4. Smiling also reduces stress. Studies show that smiling may help reduce symptoms associated with anxiety. When that smile signals to your brain that you’re feeling happy, your body will usually slow its breathing and heart rate. Reducing stress can lower blood pressure, improve digestion and regulate blood sugar. 5. Smiling can help you get a new job. In a study published in the December 2009 issue of the Personality and Social Psychology Bulletin, researchers found people were more ...

Read More
Research Proves Smiles Improve People’s Lives
Smile

You may have heard in dental school that your face has 44 muscles that allow you to make 5,000 types of expressions. Promoting the smile will not only improve your business, but research says it will improve your patients’ lives. Keep in mind that people who are embarrassed about their teeth are less likely to smile. So are patients who are afraid their dentures will pop out. Over time, many patients with dental problems learn to hide their smile behind their lips or to simply avoid smiling at all. Smile dentistry is a very common marketing idea. It hits a lot of dental niches. ...

Read More
How to Make Patients’ 3 Wishes Come True
solve problems

I’ve spent almost my whole life around dentistry. Whether it was working with my dad or clients across three continents, there are three consistent messages that get people to buy elective dentistry: confidence, rescue from constant pain and discomfort, and return to normalcy. Confidence includes: not having dentures pop out on a date not being embarrassed to smile at a loved one’s wedding because of missing, discolored or misshapen teeth regaining an attractive appearance Rescue from pain and discomfort means: teeth and gums that are in bad health improperly fitting ...

Read More
Become One of the Rich Who Get Richer

I hope everyone had a good Easter. Today, I’m going to use a Biblical principle to help you get more and better patients. I’m going to tell you why handsome guys get beautiful girls, smart kids get all the attention and successful dentists get the best patients – in short, I’m going to explain why the rich get richer. Today I want to tell you about what sociologists call the Matthew Effect. Sociologist Robert K. Merton in 1968 originally was describing how the most famous researchers and scientists get credit when equally deserving but less well-known underlings actually do the ...

Read More
3 Numbers That Will Lead to More and Better Patients

I recently saw three numbers related to sales, and it was very clear to me that they have implications for dentists as well, especially for complex and implant dentistry. They are: ● 70% of the buying process in a complex sale is already complete before a potential customer is ready to engage with a salesperson. So in the case of dentistry, a potential client is 70 percent sure whether he or she is going to see a dentist about his or her problem, whether that is missing teeth, trouble chewing, denture problems or whatever. It’s not just about whether that patient is going to see ...

Read More

READY TO THRIVE?

If you’re ready to begin getting the only result that matters from your marketing - more and better patients in your chairs - get started today and schedule your Practice Discovery Session™. They’re free to serious dentists who want to see a Patient Attraction System™ that can double or even triple their practice.