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Your Dental Testimonial Videos Could Be Doing More Harm Than Good

January 12, 2018

Having trouble watching this video? Click here. Patient Attraction Episode 1119 Testimonials and online reviews are the new “social proof” for dentists. They take the place that used to be occupied almost exclusively by word-of-mouth referrals. But just like in-person recommendations vary in their quality and believability, so do your testimonial videos. Most dentists have too many low-quality, generic testimonial videos that don’t speak to the specific needs and wants of dental prospects. After the break, I’ll tell what makes a great dental testimonial video. And I’ll ...

Let Your Ego Go, Watch Your Ego Grow

October 9, 2014

Welcome to the final blog on how to get your ego out of your marketing. We’ve talked about listening more than you talk; trusting data, not your opinion, on what works; doing what you’ve always done will get you what you’ve always gotten; and providing quality content that potential patients want. Finally, after working so hard to take your ego out of your marketing, I want to give your ego a boost. I want you to know that potential patients want to hear from you. They are actively searching the Internet looking for information that you have. You are knowledgeable and helpful. ...

All Aboard the Train to Profitability

May 1, 2014

Trains are incredible inventions. It’s amazing how this country is criss-crossed with parallel beams of steel so that these marvelous machines can haul all manner of goods from one place to another. They are incredibly efficient and could be considered the backbone of the good’s industry. Yet they are limited to going only where tracks take them. But in that way, trains’ greatest weakness is their greatest strength. Trains can only go in one direction, that is, wherever the tracks are headed. That’s bad if there are no tracks where the train needs to be. But that’s good, as ...

Become One of the Rich Who Get Richer

April 22, 2014

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 ...

3 Numbers That Will Lead to More and Better Patients

April 8, 2014

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 ...

Survey Numbers Validate the Secrets We’ve Been Sharing with Clients for Years

April 3, 2014

There’s a reason for the saying, “As California goes, so goes the nation.” So I paid close attention when I saw the results of a recent survey of about 300 Californians who are most dentists’ target demographics: 60 percent affluent baby boomers, 40 percent affluent, in their late 20s to mid-30s, and interested in improving their looks (including their teeth). Here are three points that are important for dentists trying to grow their practice: ● 29 percent of those polled said they needed work done. ● Almost all (88 percent) surveyed said they have a regular dentist. ● ...

1 Fact that WILL Offend You (and Bring You More Patients)

February 16, 2014

I hope you're enjoying the series of blogs about Dr. Robert Cialdini’s six key principles of persuasion, and I hope the one today won't turn you off... Because I'm about to be very blunt: patients don't have to come to you. Let me change that up a little bit: patients don't have to come to YOU. They don't have to go to any individual dentist, really. Or a doctor, grocery store, car dealer or any other service provider, for that matter. People have choices, and you should must give them reasons to choose you over your competitors. That is why we are looking at the topic of ...

Who Else Wants More Dental Patients?

February 14, 2014

You might think that an odd title for a blog. Frankly, all of my blogs are about getting you, new patients! But this particular blog is about Dr. Robert Cialdini's third key to persuasion: consensus. The principle of consensus is that people decide what is appropriate in a situation by examining what others like themselves are doing in that situation. So, for instance, if you sat in the students' section of a college basketball game while you were an undergrad or graduate student, you may have stood up and clapped, screamed, cheered, booed and heckled because all the other students ...

Why Getting People to Like You is Good (and I don’t mean on Facebook)

February 11, 2014

Everyone wants to be liked. Some may say they don't really care, but who would choose to be unliked over being liked? Not a smart, marketing-savvy dentist, that is for sure! That’s because those people who are liked have more influence than those who don’t. Liking is one of Dr. Robert Cialdini’s six key principles of persuasion and the topic of today’s blog, which is part of a series on the subject. I'm a big fan of Dr. Cialdini's, having read his book "Influence: The Psychology of Persuasion" and heard explain the principles during a recent webinar. What he says makes sense and ...

Giving First is Critical if You Want to Get New Patients

February 7, 2014

Debt is a powerful persuader. In the second part of our series on persuasion, I'm going to tell you how the idea of reciprocation can bring you more dental patients. Reciprocity is the first of six key principles of influence identified by Dr. Robert Cialdini. The idea is very simple: if someone does something for you, you feel obligated to do something in return. This is based on the idea that people don't want to feel indebted to you. It also has an element of the Golden Rule: Do unto others as you would have done unto you. Or in less poetic language: there is no free ...

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