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Patient Attraction Episode 558: Are YOU Making These Common Dental Marketing Mistakes (Part 5)?
Today, we continue our series on common mistakes dentists make in their marketing. Last Tuesday, we talked about dentists who don’t do enough to prepare patients to accept big cases and who aren’t putting themselves in the forefront of the patient’s mind when they are ready. We’re going to talk about a corollary to that problem today. Stay tuned.
– Hi, Colin here and welcome to the Patient Attraction Podcast.
– Today, I want to talk about dentists who don’t maximize their prospect list.
– We’re going to talk about how to build that prospect list more later in the series.
– But for now, let’s talk about prospects as people who are in need of your services.
– This could be prospects who have visited your website and looked at or requested information about specific procedures.
– Or this could be patients to whom you have given a treatment plan, but who haven’t moved forward with it.
– All of these prospects should be stored in a database somewhere.
– If you’re really old school, this might be an Excel spreadsheet.
– For all of our clients, we use Infusionsoft.
– It allows dentists to not only maintain a list of prospects, but know how they entered the database and rate them by how likely they are to move forward in the treatment process.
– And prospects should “buy, die or cry” to get off the list.
– You have paid for every patient on that list in one way or another, whether that is with marketing dollars for direct mail or your website, or effort to get referrals.
– The goal is to get the prospects on this list to set an appointment.
– Getting someone to set an appointment is the costliest part of your marketing.
– Maintaining your name in front of those prospects costs very little in comparison.
– The prospects on this list could take months or even years to develop.
– But a warm lead beats a cold lead not matter how long it takes to lead to a case acceptance.
– I’ll give you another piece of information that has little to do with bringing in more patient dollars but can still be very lucrative.
– Ask any practice management expert, and they will tell you to make decisions with an eye toward one day selling your practice.
– You are not going to live forever and you don’t want to die in your office working.
– So when the day comes for you to sell your practice, having a big fat list of patients who need what you provide is a strong asset.
– Or it could be a list you take with you if you sell your practice and start another practice.
– Making a mint by building and then selling a practice, only to start a new practice not far away is exactly what our client Dr. Raleigh Pioch has done.
– If you are interested in finding out how Dr. Pioch went from $800K in collections to $3.2 million in only 6 years facing one of the most competitive markets in the country, get a free download of our case study at www.piochcasestudy.com.
– Dr. Pioch would tell you that he made plenty of mistakes when he bought his practice.
– But he fixed them and no has a $200,ooo sports car to show for it.
– Come back tomorrow, and I’ll address a problem that you might not believe really exists.
– Until then, keep moving forward.