The 4 Steps of Systems-Based Patient Attraction

Patient Attraction Episode 285

Hey everyone, it’s Colin again with the second day of our look at systems-based patient attraction. We’ll look at the four steps necessary for attract more and better patients when we return.

–  Yesterday we talked about why you must have a patient attraction system to get the attention of prospects in an era where we are all bombarded with so many advertising messages that we become distrustful them all.

– Today I want to tell you the four steps of a systems-based approach to patient attraction.

– Understanding the concepts is very straightforward.

– But putting these concepts into action in your practice is far more complicated.

– Before we review the four steps of this process, it’s important to understand that the goal of systems-based patient attraction is getting bigger results over time putting in less effort over the same time.

– The four steps of a systems-based approach to patient attraction are: attraction, conversion, follow-up and tracking.


– Most dentists are well aware that “attracting” patients is a far smarter objective than “chasing” patients.

– Attraction means the patient chooses your practice above every other option.

– “Chasing” means the patient is not yet “sold” on the idea that they should choose you.

– Attraction is about creating a system that leads patients to you without you invest any effort.


– To achieve the status of trusted advisor, your attraction systems need to put you in front of prospects in a way that presents you not as AN expert, but as THE expert.

– Most dental patient attraction is event-based, meaning it’s a series of events, done on demand, focused on attracting patients.

– Systems-based patient attraction means the system is functioning 24 hours a day, 7 days a week.

– You are attracting all the time.

– One of the purposes of such a system is to build trust and credibility with prospects in a way that makes your practice the only logical choice.

– When you achieve this status, the patients is less concerned about fees and appointment availability than ensuring it is YOUR practice that provides their care.


– 90%-95% of your prospective patients, especially those who find you online, are not ready to schedule an appointment.

– Without a system that can “nurture” those prospective patients until they ARE ready, you will lose them.

– Most dental practices have no idea how much money they waste getting the attention of a prospective patient who is simply not ready to schedule an appointment.

– Instead of sending that patient welcomed, valuable and automatic follow-up contact, the dental practice forgets about the patient and wastes marketing investment that initially got his or her attention.


– A systems-based approach to patient attraction allows you to see the return for every dollar invested.

– Each step of your system is measurable and, as a result, is improvable.

– The ability to track the source of every incoming phone call straight through to the revenue it generates gives you a clear picture of which marketing efforts are working and which are not.

– Most dental practices simply don’t have access to this kind of a system.

– That’s why they do the dental equivalent of “flying blind.”

– But it gets even worse.

– A dental practice that doesn’t see a return on its investment in acquiring new patients pays for those efforts at the expense of the bottom line.

– So you see why dentists need a patient attraction system, and you see the components to the system.

– In our next podcast in the series, I’m going to tell you how a systems-based approach actually makes it EASIER for you to decide how to invest your marketing dollars.

– Until tomorrow, keep moving forward.



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.