Step 1. Marketing, Step 2. ???, Step 3. Profit
Many of the conversations we are blessed to have with dentists on Facebook, Instagram and WhatsApp are about how doctors can do more of the dentistry they love, while doing less of the ‘busy work’ they detest.
The same two issues almost always come up.
1) Doctors want to increase production
Dentistry is a healthcare profession. Full stop.
If that weren’t challenging enough, Dentists are simultaneously in business, providing solutions in a customer service environment where people rightly expect excellence.
Your staff expect pay increases without corresponding increases in output and the insurance companies expect you to work more for less.
How do you grow practice revenues with all that uncertainty?
In the absence of a strategic alternative, many doctors go with what everyone else is doing…
Which is thinking that problem number one can be fixed by solving problem number two…
2) Marketing for new patients
Happy, paying patients are what keep our practices alive, but getting more patients through the door isn’t necessarily the solution, certainly not on its own.
A set of ads on Facebook or a postcard drop to your neighborhood might raise awareness, but it’s not going to ensure long-term growth for your practice.
Sustainable growth comes when you consistently attract people to your office –AND– they consistently agree to pay for your dental solutions.
There’s a HUGE gap between marketing for patients and a patient on the schedule who is committed to investing in recommended treatment .
This gap is where most practices have a huge opportunity.
The size of this gap comes down to one thing…CONVERSION.
Solving conversion issues actually solves many of the other issues in your practice at the same time.
Want to increase practice production? Fix conversion.
Marketing doesn’t work? Fix conversion.
Want to do more Invisalign?
…You get the point.
It’s what the programs are all about.
Dental practices with low conversion and flat-lined production turn into high-profiting businesses when more people accept high value treatment.
There is no point pouring money into marketing if the patients who show up aren’t being consistently converted so you generate a positive return.
Back to the two problems that almost always come up in conversation…
Practice production problems are ONLY solved by marketing for new patients IF you have a solid plan for converting patients on the back end.
Curious what a solid plan looks like or how it can be put to work?
Check out the $100,000 Invisalign Day course at the AACA Annual meeting in Las Vegas or hit me up directly for info on how we can help you 1:1.
Let’s Grow 👊
@drnatejeal on Instagram