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  Home –› Business & Commerce –› Marketing
   
 

Do Your Patients Remember You? A Marketing Measuring Stick for Dentists

   
Although front end systems such as advertising, public relations, press releases, direct mail, sales letters and promotional items are important in your marketing, equally important are what you and your staff do after you see a patient. Many dentists will invest incredible amounts of money in campaigns to gain new customers, yet have no system to build and maintain the customers they were so eager to attract in the first place. Having a system in place to keep your name in front of existing and potential patients is a very important part of a great marketing campaign. Additionally, having programs in place that make it easy for people to do business with you is essential to the health of your revenue stream.

A successful practice depends on repeat business; you absolutely must have a good patient retention system in place in order to thrive in today's competitive environment. This is the primary area where practices fail to succeed at the level they are capable of. The thinking with countless dentists and their staff is, 'If they want our services, they know where to find us.' While a potential patient is looking for you, your competition may find them first!

As an example, a practice could easily increase revenues by having a reminder system in place to notify the patient when their cleaning is due. They may also consider using a punch card that gives the patient a complimentary service after a predetermined amount of visits have been made. If patients feel you care about them they are more likely to remain loyal.

What would your profit margin be if you were able to turn the occasional patient into a loyal patient? Patients who are loyal are more likely to refer you to their friends and associates.

Moving patients from being a one or two visitor to trusting you to guide them through the process of what is best for their dental care can increase your bottom line tremendously. With a bit of vision and creativity, one basic service can open several opportunities. Most dental practices can take their basic service and expand into other offerings. Think about your current offerings. Are there other products and services you could develop that are consistent with your market and your practice vision?

This is where you can create an incredible backend list of possibilities. Once you think about other offerings, what are some new avenues you could open? Is it possible to partner with other companies where you could offer each other's products and services?

Here are some possibilities:

-One successful dentist offers oil changes while his patients get treatment.
-When a patient gets a smile makeover what about giving them a complimentary day spa visit?
-Partnering with an image consultant can result in untold hidden revenues.

As you develop your marketing campaign, include methods for keeping in touch, developing a list of companies you can partner with and increasing strategies for gaining and maintaining top-of-the-mind awareness for your patients.

Marketing is about timing. Just because you contact a patient today does not mean they are ready to use your services today. However, if you keep in regular contact with them, when they are ready to have dental work done, there is a good chance you will be the one they call. When keeping in touch with them, offer them something of value such as an information piece on how to care for their teeth. You might consider giving them a refrigerator magnet with all local emergency numbers. Of course, your name and contact information needs to be on the magnet.

Today's patients are busy. New choices are thrown at them every day. Keep your name on the top of their mind by consistently reminding them of their great experiences with your practice. Great marketing systems will help you gain and retain patients for years to come.

Author: Kathleen Gage
 
Author Bio:

Kathleen Gage

Bold, Daring and Inspirational describes the type of speaker you get when you bring Kathleen Gage on board for your next conference or in-house training workshop. Kathleen has a unique and creative approach to helping others understand the power of beliefs, thoughts and actions that promote the marketing mindset. As a marketing, promotions and success author, Kathleen Gage is a corporate trainer and keynote presenter for conferences and conventions. She is a highly results oriented marketing business advisor who designs marketing and promotions programs designed to help you achieve the results you desire in ways you may not have imagined. If you are serious about the results you desire let Kathleen Gage help you achieve your marketing, promotions and sales goals Over the last 25 years, Kathleen Gage has received numerous business awards including the 1995-1996 and 1999-2000 National Speakers Association Utah Chapter Speaker of the Year, 1999-2000 Salt Lake Chamber of Commerce Business Women's Forum Achievement award for business innovation, The Leadership and Communications 2000 Award for Toastmasters International, and the Giant Step Award for 2004 from the Salt Lake Area Chamber of Commerce for business innovation and success. Kathleen is a marketing columnist for the Enterprise newspaper, one of Utah?s most highly respected business publications and a member of the Editorial Advisory Committee for the Salt Lake Tribune, one of Utah?s most widely read daily newspapers. She has also contributes marketing, promotions and sales articles to several business publications and has hosted a weekly talk-radio broadcast.

Kathleen is the author of ?101 Ways to Get Your Foot in the Door,? ?Message of Hope, Inspirational Thoughts for Uncertain Times? and ?Workplace Miracles, Inspiring Stories and Thoughts of Possibility.? She is also the author of the multimedia program entitled ?Street Smarts Marketing and Promotions: Success Strategies for Marketing a Business on a Limited Budget? and ?Earn More Than Ever Before, Marketing and Promotions Success Strategies for Today?s Real Estate Professional.? Kathleen has traveled throughout the United States, Canada and Europe sharing her message.

 
 
 

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