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Patient Attraction Episode 1017
This might surprise you to learn, but having a lot of experience can actually work against your new dental patient recruitment efforts. Dentists are assumed to be competent these days, and greater experience isn’t necessarily a reason for a prospect to choose you. When we come back, I’ll tell you how to stop selling your experience and start selling something that works much better.
– I’m Colin Receveur, founder and CEO of SmartBox Web Marketing.
– Thanks for watching the Patient Attraction Podcast™.
– Today’s dental patients are unlike any generation that’s come before.
– I’m referring primarily to millennials, although we’re seeing the same attitudes to a lesser extent among older patients.
– Medical professionals, including dentists, are assumed to be competent.
– Patients aren’t looking so much at the dentist’s experience as they are at what their own experiences will be in the dental practice.
– There’s an expectation of comfort, convenience, efficiency, and even internet access.
– Millennials are very comfortable with technology, and they do expect up-to-date facilities and equipment at a minimum.
– If you’re pushing your experience as a reason for them to choose you to solve their dental problems, you’re misreading your audience.
– What you should be marketing is the patient experience, because that is a major decision factor for today’s dental patients.
– Have a look around your practice – does it say modern, comfortable, friendly, yet professional?
– Do you offer the options of email, text, and phone call appointment reminders?
– Do you offer amenities such as a beverage station, Wi-Fi, flat-screen TVs in operatories, and headphones for music?
– Is your staff warm, friendly, concerned, and helpful?
– Do you offer extended appointments and other help for the dentally anxious?
– Do you always have open slots for dental emergencies, and night and weekend coverage?
– These are the things you should be marketing, because they’re all part of the patient experience.
– Now, don’t get me wrong – if you can legitimately offer superior outcomes, shout it from the rooftops.
– But today’s patients care far less about your experience than about their experiences with you.
– Give them what they want.
– Until next time, keep moving forward.