Why Patients Don’t Accept Treatment

No-shows, cancellations & pending treatment plans frequently disrupt your morale and production. After investing in marketing, treating your patients like gold and providing the high quality care, how is it possible that patients choose to postpone treatment?

The answer to this question is simple. They don’t want the treatment. You may have convinced them that they need it. You may have shown them various reasons as to why treatment is going to make them healthier, but unfortunately, this isn’t always reason enough.

If I can teach only one MAIN principle in dental sales, it’s this: Sales is a transfer of emotion. It is our job to connect with the patient and let him know and FEEL that this proposed treatment is the best option for his well-being. The following strategies will contribute to more dental sales.
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Scams, Threats, and Things to Watch Out For

Lately, I’ve been experiencing more and more of our clients forwarding us emails, invoices and letters from outside marketing companies that are just plain unethical.

I’ve seen advertisements that look like invoices. I’ve seen countless companies spamming my clients about Google changes and how they “better be aware of this major change that is coming up!”

I’ve even mistakenly signed myself up for a “free directory listing” that was NOT free. Maybe you’ve seen this horrible company. Their logo is the YellowPages logo, except upside down.

When you don’t understand what hosting is, how your domain name is registered or what a free listing really looks like, you may fall prey to these scams. It’s also important for you to know what your SEO company does to protect you from Google changes.

We take pride in our ethical SEO services. We know that no matter what Google rolls out, our clients are protected from changes. We never send out letters or emails referencing the next big Algorithm change and how you better “hire us or you’ll disappear off the internet!”
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Team Training

Does your team know how to answer these questions?

  1. Do you accept my insurance?
  2. How much do you charge for a cleaning?

Our Annual Team Training workshop is going to arm your team with the skills necessary to sell more dentistry.  95% of dental office teams have at least one team member that is not trained in case presentation or phone skills.

This event is interactive.  We strongly encourage participation.  The workshop will involve communication drills and help your team adopt the strategies presented.

Sign up HERE.

How Did You Get into Dental Marketing?

grace-dental-marketerI’m asked this questions on a regular basis.  Recently a client asked me to provide him with my story. He wanted to know why and how I gained the experience necessary to grow his business. So, in my usual state of full disclosure, I gave him my story.  Today, I’ll share it with you.

The history of Identity Dental Marketing

In 2007, I graduated from Marquette University with honors and entered the “real world”. I had already completed multiple unpaid internships and applied to every advertising agency in Chicago and Milwaukee. With very little opportunity available (due to a panicked economy), no family connections and literally no place to live, I started providing freelance graphic design services to a local manufacturing company and took a full-time job downtown Chicago selling gym memberships. It was a far cry from my dream job as a copywriter for an ad agency, but these early experiences laid the foundation for my future entrepreneurial experiences.

Hands-on experience in a competitive sales environment proved crucial to my success at my next position as “marketing director” for a dental office with multiple doctors and locations. Beating out over 40 applicants for this position, I finally had found a position where I could be strategic and creative.
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Dental Dance Lessons $150

There’s an art to conversing with patients. A certain “back and forth” that allows you to lead the conversation while involving the patient. It’s similar to a formal dance. It’s important that your team be trained in this hypothetical dance.  It’s most important that front desk employees master the steps.  One flub by the front desk employee could mean that you’ll never even get to meet the patient on the other end of the line.

marketing steps
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Are QR Codes Right for Your Dental Marketing?

I recently spoke at a branch meeting for the Chicago Dental Society. It was a great experience. I have the mentality that there’s always room to improve and always something to learn.  I also believe that as a presenter, it’s best to involve the people as much as possible. One-way conversation gets stale in any situation. I guess I don’t see myself as a “lecturer” but more of a “facilitator” whenever there’s an opportunity to present to a small group.

During our discussion someone asked about QR codes. In case you’re wondering, QR codes look like this:

qrcode In discussing QR codes and their use (which I’ll explain more in my next post), we got to the point where I said, “this may be for you, it may not be for you”.  Dentists are used to speakers telling them just what to do and what not to do.  I think it really depends. It depends on the type of patients you are connecting with.  It depends on your level of comfort and understanding. It depends on if you’re even set up to effectively roll something like this out.  If you don’t even have a modern website, in most instances, it wouldn’t make sense to use a QR code.
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Put Your Oxygen Mask on First!

This morning, I had a quick discussion with a friend. I asked how his business was coming along.  He told me that it’s not profitable yet but growing.  He told me that his role in his non-profit is making it harder to have enough time to get his business off the ground.

I’ve been there.

A common challenge for many entrepreneurs is realizing the need to focus and put your MAIN business first, especially at the early stages.  I passed this advice to my friend and told him, “Put your oxygen mask on first.”

oxygen-maskBy this, I mean that you need to help yourself first and then you’ll be able to help even more people.  When you’re flying and you hear the instructions of the attendant or displayed on the TV screen, you’ll see that they always tell you to put your oxygen mask on before helping others.  Simply put, you can help more people by helping yourself first. It sounds selfish and you may think I’m crazy by writing this publicly. This was a hard lesson for me to learn, so I want to share it.
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Is Your Marketing is “Schizophrenic”?

Yesterday while speaking with a very experienced and knowledgeable consultant, she shared with me that one of her clients has what she called “schizophrenic marketing”.

As she progressed to tell me about her client, she mentioned that he was working with various marketing companies all with different visions.  He has 2 websites, neither of which are very good.  He has a variety of programs and advertising, but isn’t really sure which efforts are working and which are just a waste of money.


Now, I don’t think his marketing is suffering from delusions, but it’s definitely dysfunctional. It’s very important to know the value of each of your marketing efforts.  It’s extremely valuable to be able to center your marketing and have one company or person handle all of your efforts.
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