Stop Selling Your Dental Experience

Play Video

Having trouble watching this video? Click here.

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.