For Dentists, Better Trumps More

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Patient Attraction Episode 1251

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast™.

– Following the Great Recession of 2008, dentists were struggling to keep their chairs filled.

– The massive unemployment caused families to prioritize food, clothing, and shelter over dental care.

– Now, the U.S. is near or at full employment, and the dentistry business is booming.

– And the patients are back with a vengeance.

– However, just because someone is employed and has dental insurance doesn’t mean they have money to spend on dentistry.

– Wages haven’t come close to keeping pace with the increased cost of providing dental care.

– So it’s not surprising that dentists are getting a flood of low-value new patients.

– That’s not to say you can’t make money in this scenario.

– But with dental insurance companies cutting reimbursements, your margins will be thin.

– So you’ll have to see a huge number of patients to compensate.

– That’s happening now – the dentists I talk with say they’re practically on roller skates, flying between rooms to keep up.

– When it comes to long-term success, this is the wrong track.

– It’s too hard on you, your staff, and your equipment.

– It keeps everyone on staff working too long for too hard for too little.

– It doesn’t provide enough return for all your efforts.

– And it keeps you chained to your practice.

– Dr. Michael Abernathy, founder of Summit Practice Solutions, has this to say.

– “If you’re not working towards something that’s going to give you freedom, what in the world are you working towards?

– “I’ll tell you: MORE WORK.

– “There’s a better way. You just need the blueprint to build it.”

– The better way is to get better patients, patients with the ability and willingness to pay more for the right dentist.

– Better patients aren’t overly concerned with low price or insurance coverage.

– They’re generally fee-for-service and more than happy to pay.

– Typically, they’re also very loyal to their chosen dentist, so their lifetime value to your practice is huge.

– However, you won’t get better patients with your current marketing approach.

– You need an integrated system to position you as the only logical choice for the better patients in your market.

– SmartBox works with hundreds of dentists on 3 continents.

– We provide a steady stream of better patients so our doctors can focus on doing the dentistry and more of the dentistry they love to do.

– SmartBox dentists can work less, earn more, and enjoy life again.

– The takeaway is that low price, discounts, or insurance don’t attract better dental patients.

– Shifting your marketing to appeal to the better prospects in your market pays dividends.

– Dr. Thomas Feder of Belleville, Illinois, discovered just that after he became a SmartBox dentist.

– “Our average case value has increased,” Dr. Feder said.

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

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

Discover what SmartBox can do for your  dental practice.

Visit smartboxdental.com and reserve your no-cost, no-obligation Practice Discovery Session™.

– After the session, you’ll receive your free Patient Attraction Roadmap™ as well.

– It’s yours to use however you wish – there’s no obligation.

– Better dental patients are the cure for working too hard for too long for too little.

– Join me for our next podcast.

– Until then, keep moving forward.