Better Dental Patients Let You Work Less, Earn More

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Patient Attraction Episode 1211

– Thanks for watching the Patient Attraction Podcast™.

– I’m Colin Receveur, founder and CEO of SmartBox.

– In my previous podcast, I discussed why dentists are much better off hanging up their marketer’s hat and focusing on seeing patients.

– But I know that many dentists will keep right on wearing too many hats, handling too many aspects of their businesses, and working too hard.

– So for those who insist on doing their own practice marketing, I’d like to share a proven approach that will help you earn more while working less.

– The key is something called market segmentation.

– The basic idea is that your dental prospects aren’t all the same and won’t respond to a single marketing approach.

– Clearly, this applies to individual dental concerns, because few 20-somethings will care much about dentures or implants.

– Quite a few 60-somethings will care about prosthodontic work.

– But that’s not where the idea of segmentation stops.

– Dentists tend to segment their markets by ability to pay – without realizing it.

– Are you trying to get new patients by focusing on low price, insurance acceptance, and specials?

– Then you’ve targeted about 70 percent of your market, which sounds great.

– It sounds great until you realize you’re going to get price-shoppers, one-and-dones, and patients who want only the work that insurance will cover.

– Oh, your aching back, and neck.

– When your margins are thin, you’ll have to work a lot to make any money.

– But if you and your staff have the stamina, you can make a go of it.

– What would happen, though, if you focused your marketing on the other 30 percent of prospects?

– Those are prospects with the ability and willingness to pay more for the right dentist.

– Because of that ability and willingness, they’re not going to respond to low-price or insurance-driven marketing.

– They’re looking for something else in their dentist and hygienist.

– No matter their particular dental concerns, they’re looking for a dentist they like, relate to, and trust.

– If you think about it, it’s no different than someone staying with the same hairstylist or barber for many years, even if they have to pay more.

– It’s not because the haircuts are better but because they like that stylist or barber, and they enjoy the experience of visiting the shop.

– The lifetime value of those customers is huge.

– It’s pretty much the same with 30 percent of your prospects.

– They’re looking for comfort, relationship, and acceptable outcomes.

– Your marketing has to convey that they’ll find what they’re looking for with your practice.

– You can use the segmentation approach to appeal to specific types of dental patients who represent higher case values.

– In my March 13th podcast, I mentioned the success that Dr. Thomas J. Feder of Belleville, Illinois, is enjoying since he’s been working with SmartBox.

– Here’s something else he told us.

– He said, “Our average case value has increased.

– “People are coming in looking for dentures and implants.

– “The practice is now overwhelming our dental lab.” 

– SmartBox’s industry-leading Patient Attraction System™ provides Dr. Feder with a steady stream of more and better patients.

– He gets to focus on doing the dentistry while working less and making more.

– What we’ve done for Dr. Feder’s practice, we can likely do for your practice.

– Are you interested in working less, earning more, and enjoying what you do?

– Then visit and click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session™.

– Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom.

– You can join the 550 dentists on 3 continents who enjoy the benefits of working with SmartBox – the ones who are working less and earning more.

– Join me for our next podcast.

– Until then, keep moving forward.