Dr. Ginger Bratzel Shares Tips on Getting More Dental Patients
The most effective way (and really the ONLY way) to get new dental patients’ attention is to give them something they want!
It is something they value.
In marketing, we call that an irresistible offer. Offer something that will draw your prospects in.
Yes, you are a wonderful dentist, you have a great staff, you have an extensive training and you have wonderful equipment, but these are not the only things important to the patient.
Patients hope and assume that you meet all these criteria. While we as experts know that not every dentist is the same, but for a lot of patients, every dentist LOOKS just the same on the surface.
To make sure that patients can differentiate you from others and find your unique proposition compared to other dentists, draw them in by offering something that is “Patient Focused” and is tailored to them. When a someone accepts your offer, they are compelled to repay your gift.
According to Persuasion and Influence Expert, Robert Cialdini PhD. "One of the most potent of the weapons of influence around us is the rule for reciprocation. The rule says that we should try to repay, in kind, what another person has provided us."
In order to do this, you must extend to them an offer that will be compelling to them. You need to be specific in your offer to your targeted patients, focus on the demographics and psychographics of the group. Have your offer be specific to the treatment that you are trying to bring them in. For example if you want to offer a free whitening, that might not be a good match and draw to many targeted implant patients because a lot of them have dentures. It is not logical.
So make sure that your offer is consistent across the board and it applies to you target niche and to your practice.
It is also good to do a little brainstorming with your team and see what offer you can bring in your target patient.
This is an area that we work extensively with our clients and we try to identify for them. As part of our New Patient Attraction Automation ™ system, we identify what is going to be appropriate for your niche, your area, and to your target audience by demographics and psychographics to help you get more new patients!
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SHARING TO CARING: If you aren’t getting these weekly dental practice growth and marketing tips, tricks, and techniques sent directly to your inbox each week, make sure to opt-in for the Free Video Series training on our webpage at www.GingerBratzel.com to increase your New Patient Numbers with LITTLE TO NO DOCTOR TIME.
We will make sure we also send you these weekly high value, high content videos and articles so you can stay informed.
If you enjoy this information, please email it to a colleague, like use on Facebook at www.Facebook.com/Dr.GingerBratzel; repost this on Facebook, Twitter or Pinterest.
Wishing you nothing but success,
Ginger
Dr. Ginger Bratzel Shares Tips on Using Mobile Ads to Get More Dental Patients
I got a recent question about mobile ads. So today, we’re going to talk about the importance of mobile ads and how it can help you to get more dental patients.
What are mobile ads?
Mobile ads are those ads that pop out on your mobile phones when you use your applications. So when you downloaded a game for free, you look around on the side or on the top of your phone and there is a little banner ad. That’s the mobile ad.
With mobile ad, you can set up perimeters to who see it like geographically targeting. So if you have a dental practice in New York, you don’t want someone who has a cellphone in L.A. seeing your advertising necessarily, so you can set it up for just your area. Mobile ads let you do that. Your target audience can click that advertisement and they will be directed to your ad or your mobile optimized squeezed page for more information on your office.
Mobile ads are like pay per click (PPC) or Google ads, if you are familiar with those. The difference is just that it is applicable to mobile devices. So if for example, someone downloaded Pandora for free, there’s mobile ad on it. That’s how they pay for the advertisement and give you free application for your phone.
It is a good tool, a good resource for you and it is quickly becoming more readily available. Although it is not a “cure it all”, not a silver bullet that will not solve all your problems, but it is another tool in your marketing arsenal. So, you should really try mobile ads especially as there is an increase in frequency and they are very affordable right now. This is the trend that will continue and it will only go up from here.
I really hope that you enjoyed that information. If you find that valuable, don’t forget to share it to your friend or colleague.
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SHARING TO CARING: If you aren’t getting these weekly dental practice growth and marketing tips, tricks, and techniques sent directly to your inbox each week, make sure to opt-in for the Free Video Series training on our webpage at www.GingerBratzel.com to increase your New Patient Numbers with LITTLE TO NO DOCTOR TIME.
We will make sure we also send you these weekly high value, high content videos and articles so you can stay informed.
If you enjoy this information, please email it to a colleague, like use on Facebook at www.Facebook.com/Dr.GingerBratzel; repost this on Facebook, Twitter or Pinterest.
Wishing you nothing but success,
Ginger
Dr. Ginger Bratzel Shares Tips on How to Get More New Patients
Today, I want to talk to you about one of the best ways you can improve your practice. And it is very important not only for you but also for your dental health.
When I want you to do is to become the dental patient. We’re so busy taking care of others, sometimes we’re not so great at taking care of ourselves. So I want you to become the patient. But I want you to become a patient in somebody else’s office.
So go to colleague that you trust, a friend, a family member that is in the dental profession and I want you to go through “the true new patient experience” in their office, and in exchange, have them do the same thing in your office.
So you’re going to come in through the front door just like a new patient. You’re going to fill out new patient paperwork just like a new patient. Go through all the steps. Don’t get the VIP, skip steps process. But I want you to go through the real experience.
What you’re going to do in exchange for your friend is the same thing for him in your office. After you are done, you will go through and make a list of the things that they are doing really well in their office and compliment them on it. And you are going to be honest with each other and look for things you both could be doing to improve the new patient experience also.
Anything you saw that was working very effectively in their office, you’re going to take back, steal and implement that in your office. That’s part of the exchange.
I just went through this experience myself recently. I had to get a crown redone. So I came through as a new patient and I didn’t go through the backdoor. I went through the front door and had the whole experience – nothing held back.
I got the reminder calls, new patient packets… everything. And there’s some valuable information I found very important that I could take back and apply to my own office. The visit was wonderful. And at the same time, I had a great time, had a crowned redone, and learned something.
“My dentist” shared some new materials that he was using in his office that I hadn’t used in my office. That kind insight is valuable. And as “the patient” that day, I was observing how he lean me back in the chair when the light would hit my face. It was shining on my eyes even though he was very conscientious about not doing it.
Here’s just one little tidbit that came out of the appointment that I shared with him. In my office, we used shaded safety glasses for the patients, because I don’t like debris or the light in my face so I want the same for my patient. This was something we did and took for granted because it was just the way we always done it, but he got value out of it because of the experience.
As you go through this exercise, each of you makes a report, “this is what I liked about your office, this is some things that I can help you improve on”, and at the same time, you’re getting great dental care. Agree to swap services as a learning exercise. This is one of the most valuable, cheapest marketing tools that you can use in your practice as you share this with a friend or colleague…
Do what you’re asking your patients to do by “walking to walk” and “talking to talk”.
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SHARING TO CARING: If you aren’t getting these weekly dental practice growth and marketing tips, tricks, and techniques sent directly to your inbox each week, make sure to opt-in for the Free Video Series training on our webpage at www.GingerBratzel.com to increase your New Patient Numbers with LITTLE TO NO DOCTOR TIME.
We will make sure we also send you these weekly high value, high content videos and articles so you can stay informed.
If you enjoy this information, please email it to a colleague, like use on Facebook at www.Facebook.com/Dr.GingerBratzel; repost this on Facebook, Twitter or Pinterest.
Wishing you nothing but success,
Ginger
Dr. Ginger Bratzel Shares Tips on How to Get More New Dental Patients
We had a segment previously on demographics. Demographics includes age, occupation, sex, zip code and those characteristic that describe a particular group.
So what kind of patient list you need to be going after?
Well, let’s dive in a lot deeper here and give you a really valuable insight on how you can get more out of your mailing list.
Let’s go through and talk about what is called psychographics. Psychographics is the behavior that your consumers have.
So for instance, you pull a list of people for cosmetic dentistry from age 30 to 60 and you wanted a household income of about $150 thousand dollars in certain neighborhoods. Well, that’s great, those are demographic information. But in the contrary, we’re going to find out a lot of times that 30-year-old group, that generation X group, yes, they make a hundred thousand dollars or a hundred fifty thousand dollars a year but they are broke. They have nothing to spend because they have a mortgage, they have three or four plus kids, they’re trying to save for colleges, they’re trying to invest or to repay on school loans. And as far as discretionary income, they don’t have any.
That is very important. You might also find out that they’re not even buyers because they’re so broke. They’re very insurance-driven. They only want to do the insurance max every year, to take care of their family and that’s it.
So those behaviors are psychographics and that is information we need to know about when attracting new patients.
A very good question is that, how would you work with that? So if you’re going to look at list, you also need to know what kind of buyer behaviors they have.
Are they buyers? Do they have discretionary income? Behaviors like, how far they’re from your office, not miles but driving distance?
You might want to find a particular zip code. They might live close to your office on a map but because the roads and the way things are laid out, they don’t even drive by and they go totally on a different direction. Keep that in mind. You’ve got to understand your target market niche.
So looking at those factors are very important for all niche patients like implant patients or for cosmetics.
What about divorcees? They’ve recently been divorced and they haven’t had work as they re-enter the dating game. That makes a whole different situation when you start to market them. So that is psychographics.
I want you to start thinking much broader on how you can apply that to your practice and when you use direct mail to market to people. And you should be doing direct mail. You need to be in people’s mailboxes. Mailboxes are very thin right now and you will stand out with a good quality, marketing piece.
And again as we’ve gone through previous videos, we’ve talked about good marketing pieces. I’ve talked about emotional headlines, offers, deadlines, calls to actions, testimonials, social proof, all those things. Look at those previous videos and I had all that for you.
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SHARING TO CARING: If you aren’t getting these weekly dental practice growth and marketing tips, tricks, and techniques sent directly to your inbox each week, make sure to opt-in for the Free Video Series training on our webpage at www.GingerBratzel.com to increase your New Patient Numbers with LITTLE TO NO DOCTOR TIME.
We will make sure we also send you these weekly high value, high content videos and articles so you can stay informed.
If you enjoy this information, please email it to a colleague, like use on Facebook at www.Facebook.com/Dr.GingerBratzel; repost this on Facebook, Twitter or Pinterest.
Wishing you nothing but success,
Ginger
