Sales Tips and Marketing Strategies

As a dental marketer, you should start your business right in dental practice marketing. You should be able to know how to make your practice go along with your dental practice marketing business. People often ask me this:“How do I know where to start with your marketing?”, and “How do I know if my practice can be helped with marketing?”. I give them an answer which explains what you really need to think about in dental practice marketing instead of being misled by any marketing representative. Here are two specific measurements which helps me objectively coach my clients on their practice.

Referral Ratio:

Get the Referral Ratio in your dental practice marketing. To get the ratio, take the total number of referrals you received last year and divide it by the total number of active patients you have. Thus, the formula:

Referral Ratio = (total # of referrals received last year)

(total # of active patients you have)

• If you have 300 referrals and 1000 active patients:

Referral Ratio = (300 referrals) / (1000 active patients) = 30%

* 30% Referral Ratio is considered “Good”, though not great… but it is a good start for your business.

• If you have 100 referrals and 1000 active patients:

Referral Ratio = (100 referrals) / (1000 active patients) = 10%

* If you are with this kind of percentage, then you have lots and lots of improvements to do. But the important thing is that you now know it.. and you can work to get higher and exert more effort!

Note: If your Referral Ratio is below 50% ,hen you would list it as one of your strategic objectives to improve over the next 90 days to 12 months. If you range below a 20% Referral Ratio, then it calls for immediate action!

6-Month Value:

Continue reading ‘Dental Practice Marketing : the Referral Ratio and Return of Investment in Your Practice’ »

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One of the challenges in dental practice marketing for dentists is on keeping a constant flow of patients in their practice. A lot of people realize that after a long time of really working hard of providing great service, unfortunately you can’t deny that even the greatest dentist in the world will go broke without a constant stream of new patients who pay, stay and refer. So how do you deal with this in dental practice marketing? I am going to share with you strategies on how to deal with such a challenge. You need to develop good strategies or steps to follow for you to be able to be successful in your dental practice marketing business.

Strategy 1: Create A Constant Stream Of Specific High Quality Patients

Your job is to create a constant stream of specific high quality new patients. You should attract the precise type of patients that you want to come into your practice, who accept your treatment recommendations (and if these patients refer as well), this is going to be a good start. It is vital for you to keep new fresh patients coming in in your dental practice marketing business.

Continue reading ‘Dental Practice Marketing: How to Have a Constant Flow of Patients in Your Dental Practice’ »

In your dental practice marketing, you have to start your business right. You should be able to know how to make your practice go along with your dental practice marketing business. Doctors ask me: “How do I know where to start with your marketing?”, and “How do I know if my practice can be helped with marketing?”. I gave them a round about answer which explains what you really need to think about in dental practice marketing instead of being misled by a consultant or marketing representative. Here are two specific measurements which helps me objectively coach my clients on their practice.

Continue reading ‘Dental Practice Marketing : a Marketing Strategy’ »

In the dental marketing seminars that I hold, people often ask me how to achieve big money in the niche of dental marketing. You see, some people may be successful in their business, yet others may not. So what does it take to be successful in the dental marketing business? In my dental marketing seminars, I tell them that to make big money in the business and be successful, take up speed! The way to make big money and more of it in life, in any kind of business there is, has always have to do something with how fast you manage things in your own business. What I tell them in my dental marketing seminars is that if you want to have more and more money, then you need to do the necessary activities that enables you to have more of it faster. This is simple, all you need to have is strategy.

Continue reading ‘Dental Marketing Seminars: the Importance of Speed in the Dental Marketing Niche’ »

As a dental marketing consultant, I hold dental marketing seminars that would teach dentists on how to market Invisalign in their profession. Invisalign is a solution offered to patients who want to achieve a whiter, stronger teeth. But in dental profession, there is always a challenge on how to market our solutions to our patients… and marketing Invisalign would bear the same challenge for dentists. In my dental marketing seminars, I always tell my audience that marketing Invisalign successfully in their practice is achievable through two ways: first is have a staff that’s well-trained to handle patients, and second is hold an Invisalign open house. In my dental marketing seminars, I define these two ways in detail so that my audience will have a clearer view on the subject matter.

First Is Through Your Staff….

In my dental marketing seminars, I always tell the dentists that they should always have a staff that’s well-educated and well-trained to handle each patients concern. Also, always remember that dental teamwork is very important. So how do you do it? In our case, we ask our patients what we call our “magic question”: “On a scale of 1 to 10, how would you rate your smile?”. With this question we can have an inkling of how much the patient would like to go for the solution. Then after they give us their respective answers, we would then ask them: “What would make it a 10?”. And this is where teamwork comes in. As a dental team, we listen to their various answers. We take down notes so that we can effectively give back and sell the treatment to our patients. Then also we remind the patients of the benefits of the solution. We tell them that it’s invisible, it’s removable, and gives much confidence to patients. Stating this advantages would be very helpful in selling the treatment as well.

Continue reading ‘Dental Marketing Seminars : Marketing Invisalign’ »

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