simple and predictable marketing for the 21st century dental practice

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Simple and Predictable Marketing for the 21st Century Dental Practice

www.7connections.com09/04/23

Key 1 – Your attitude - I cannot succeed because……

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Key 2 – Your plan and mission Business PlanQuantitative

(high on numbers and dates)

Mission StatementQualitative

(high standards of behaviour)

Low on numbers and dates

Low standards of behaviour

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Key 3 – Your vision and goals

Goals and business strategy

Vision and exit or succession strategy

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Key 4 – Knowing what is expected of you in business

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Key 5 – Recruiting the right team

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Key 6 – Understanding the Patient Experience

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Key 7 – Effective triaging and appointment book management

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Key 8 – Your time management

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The 21C Appointment Book

Monday Tuesday Wed Thu Friday Sat Sunday

Morning

Afternoon

Evening

• Freedom• Bunker• Results

• Operating cost per surgery per day• Target average daily production• Average new patient earnings• Average existing patient earnings

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Key 9 – Understanding your numbers

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Key 10 – Creating your unique branded experience

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Key 11 – Delivering the right direct marketing mix

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Key 12 – Delivering the right referral marketing mix

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Key 13 – Selling what’s selling

Your product mix

Implant retained dentures

ImplantsDental Crisis Centres

Restorative

Cosmetic Ortho – Invisalign/6MS/Cfast

Smile Makeovers

Crown & Bridge work

Veneers and same day veneers

Hygiene/therapy

SedationAmnesty

Summary1. Attitude2. Plan and Mission3. Vision and Goals4. Expectations5. Team6. Patient Journey7. Triaging8. Time9. Numbers10. Branding11. Direct Marketing12. Referral Marketing13. Sell what’s selling

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What is a branded experience?

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Your website home pageYour website home page

• Profile – am I in the right place?• People – do they look like a nice team?• Premises – does it suit my

demographic?• Promises – are they customer service

focused?• Prices – is it reassuringly

expensive/affordable?• Proof – do other people speak highly

of them?• Products expressed as Experiences –

do they do the things I want?

And for you?........

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Your website home pageYour website home page

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Your website home pageYour website home page

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Your website home pageYour website home page

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22. Include Welltime products in your offer

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Building your web experience

20 ideas to increase your social media profile

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1. Build a social media team

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2. Bring your web site to life!

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3. Build a tribe of 1000 and beyond

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4. Activate your Facebook page

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5. Complete your Linkedin profile

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6. Blog at least once a week

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7. Publish a patient e-zine

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8. Record a monthly vlog

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9. Make sure you have a Foursquare business account

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10. Post to Pinterest

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11. Upload to Instagram

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12. Tag yourself in Facebook places

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13. Manage from Hootsuite

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14. Tweet!

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15. Create your own YouTube channel

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16. Understand Google Analytics

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17. Monitor your Klout score

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18. Populate Google+ Circles

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19. Have an opinion

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20. Engage with your audience

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21. Always exceed expectations

“Don’t use the media, BE THE MEDIA”

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"I can't wait to tell my friends"

How to turn your patients into your unpaid sales force

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Successful habits

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WOM Wobbles – why the reluctance?

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WOM methods

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WOM paper

The Referral Business Card - 1The Referral Business Card - 1

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The Referral Business Card - 2The Referral Business Card - 2

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WOM languageAre you happy with the clinical result we have achieved?

Are you happy with the customer service experience?

Can we remind you that our practice grows through personal recommendation.We are looking for new patients and we would love to see more people like you.

Would you have any objection to taking 3 of our referral business cards and passing them on to any family, friends or colleagues who you feel would benefit from a visit to a practice like ours?

Are you missing the trick?1.What did the patient attend for?2.Did you up-sell?3.Did you invite them to become members of the practice?4.Did you request referrals?5.Did you connect?6.Have you engaged?

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NetworkingNetworking

• Chamber of Commerce• Business Link• BNI• Women in Business• Other breakfast clubs• Other SIGs• Get out there and speak!

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Interruption marketing

• Directories• Direct mail• Print Media• Radio• Signage

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Work with TCO’s

www.bkh.co.uk

Planning Considerations

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