by Karah Karah | Feb 10, 2015 | Magnificent Marketing
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Quotes & Notes:
- I believe that referral generation is the number one thing for building any person’s practice very very rapidly.
- We want to identify who our ideal patients are.
- You get those people to bring in their friends and families, and then you will have more of those ideal patients.
- We have to do everything we can to build trust. To lower the suspicion level and show that we are there for their best interest and not to just steal their wallet out of their back pocket.
We have an eight-step process where every step-point of the patient has a very set script and it’s choreographed really.
- We have to remember that this is a job interview for us. We want that patient to hire us for their lifetime.
- What we like to do is create a culture within our office that they look like “We know that you are the ideal type of patient but we want more patients like you.” To do this we have a built-in system.
- All we do is take our active patient base and we send them a letter with three referral generation cards inside. For each referral generation card, we have a referral reward.
- When people send in a referral we have a fishbowl on top of our counter. That referral gets dropped into the fishbowl and every three months we pull a grand prize winner out of the fishbowl with the referrers name and referees name and that person gets a grand prize.
- We have a quota every week to get three testimonials and three pictures with the doctors. We only get them with our favorite patients. And that makes it much easier on the staff.
- People will automatically assume you are busy enough and don’t need more patients unless you say you are never busy enough.
A simple thank you will sometimes go a long way.
- If you create this feeling for the patients that they are recognized and everybody on staff knows who they are, when they walk in they feel like norm from cheers, those are the people that will become the walking billboard. They are the rockstars, just because they feel like they belong there.
- If you want to learn more about what we talked about on the relentless dentist, be sure to check out Dr. Mark Costes book, Pillars of Dental Success.
- Be sure to check out the dental success summit, which takes place on March 20th and 21st in Scottsdale Arizona at the Scottsdale Resort, if you want to hear more from Dr. Mark Costes.
The website is dentalsuccesssummit.com. Have any questions? Then email them at [email protected].
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by Karah Karah | Feb 10, 2015 | Magnificent Marketing
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Quotes & Notes:
- The bottom line is we have a huge bank of patients that fall out of our active patient base and never hear from us again.
- What we do is anyone who is past 12 months, we put them in a very specific system of reactivation.
- It is much easier to get that patient who has already been to your practice than some stranger to respond to some external ad.
- Generate a list of people that have been out of your office for more than 12 months, from newest to oldest. Then write a series of letters that say basically this:
- “Hey, this is Dr. David and we miss seeing you around here. We know that life can get away from you but we haven’t seen your beautiful smiling face for the last 12 months (or however long it has been). As a ‘get reacquainted offer’ we would like to offer you a free exam and x-ray if you come into your cleaning. So if you call before X date we will give you this free cleaning and x-ray.”
- So you want to reach out to these people four times reminding them that the deadline is rapidly approaching and that they can come back in.
- I spoke about my offsite assistant in a past interview with you. My offsite assistant is responsible for the birthday card program, the reactivation program, and the referral program.
These things really show the patients that you care.
- The ADA did a study and the top three reasons that people don’t follow through with an appointment or don’t go to the dentist in the first place are because of time, fear of pain, and fear of money.
- As far as money goes, we have flexible payment options that go as far as three months of internal financing.
- There are a million different ways to administer painless anesthetic. And if you can master the best way you will build your practice faster than any other procedure that you learn how to do.
- We have a ten-minute rule at our practice. We make sure that when the patient is out of the reception area, within ten minutes of their appointment time and greeted by some sort of provider. And then we always strive to get them out within that hour/ half hour allotted patient time.
- Be sure to check out the dental success summit, which takes place on March 20th and 21st in Scottsdale Arizona at the Scottsdale Resort, if you want to hear more from Dr. Mark Costes.
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by Karah Karah | Feb 9, 2015 | Magnificent Marketing
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Quotes & Notes:
- Make your phone ring with these smart external marketing strategies.
- Dr. Costes’ Dental Success Institute is dedicated to strategically improving the lives of dentists by increasing the profitability of their practices, eliminating their most common challenges and frustrations, while decreasing the amount of time they spend at the office.
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by Karah Karah | Feb 9, 2015 | Magnificent Marketing
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Quotes & Notes:
- You have to get in front of them. The old school advertising term is impressions. You have to get them to your website. You have to convert them, move them to the next step.
- Your four pillars are Visibility, Conversion, Followup, and Tracking.
- There is still a ton of dentists that don’t have enough web presence.
- Not only is google not telling us what people are searching for, what it is, it is a push towards their pay for click advertising.
- Google is moving towards this omnipotent google that predicts and just knows what people are searching for, where they don’t want people optimizing their websites.
- My father was a dentist. That is how I got into it myself.
- It’s unfortunate that you just can’t hang out your shingle and people will come to you, but its a factor of competition, and economics. Why would they want to choose you?
- You need to start advertising and go start advertising where people are looking.
People are looking overwhelmingly online. Do you follow consumer trends?
- What makes a patient want to go to you rather than the one down the road? What makes you different?
- When a consumer makes a decision, in the health care industry specifically, they’re looking at trust and perceived expertise.
- Talk to people in the language they are speaking.
- Do the same thing in your marketing. Speak, as if you are speaking to a person.
- Joe Polish: “Enter the conversation that is already happening. Step into the conversation that the patient is already having in their head.”
- Every dentist wants more time. Every dentist wants to communicate better with their patients.
- There are two big benefits to video, one technical and one not. The technical benefit to video is search engine ranking, its visibility. The other thing that video does is it humanizes dentists.
- If you want Medicare and Medicaid patients, put on your websites that you offer that, because you are going to attract those and repel others.
If you want to reach Colin Receveur is on the website, www.moreandbetterpatients.com and the number is on the website as well.
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by Karah Karah | Nov 4, 2013 | Bold Biographies
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Quotes & Notes:
- Mantra – “The choices you make in life dictate the life you lead.”
- “You can learn a lot from people who work hard and understand people.”
- “I visited about 40 practices.”
- “I belong to mastermind groups in both marketing business area and clinical side of things.”
- “It’s about using your time wisely.”
- “He talked about a pyramid of patients – new patient for basic dentistry – existing hygiene patients – niche services.”
- “Invisalign is about 1/3 of my bread and butter practice.”
- “I had a $34,000 mistake early in my career…I decided well, it’s a good lesson.”
- “Surround yourself with a great team and delegate.”
- “Once you get a big enough reason why you want to do things…it motivates you to take action.”
- Book Recommendation – The Great Game of Business by Jack Stack
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