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The Customer Factory

Category: Dental

How To Convert Up To 82% Of Your Marketing Leads Into New Patients

Recently a client disclosed that he was converting more than 82% of his new patient marketing leads into paying new patients.

Speaking to another practice owner with some more numbers I found they had similar approaches to how they convert leads into new patients.

Here’s what I found:

These practice owners approach every lead with the idea that someone has asked for help and will remain a prospect until they are under care. All leads are followed up with until the person either “cries, buys, or dies.”

They never allow any valid lead to be dropped from the list of prospective new patients and have people and systems that continue to follow up indefinitely.

Next, to make sure that no leads ever fall through the cracks they have sophisticated customer relationship management systems (CRM) where every lead is visible and trackable.

They track the percentage of prospective patient leads that are contacted, scheduled, and shown up on a daily basis. If the numbers start to dip they look to find out what has changed.

Finally, these practice owners incentivize their new patient schedulers to get new people into the office.

As a result their schedulers never complain that the leads are bad or give excuses. They are too busy scooping up bonuses for getting in highest-ever numbers of new patients in for care.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
Attract Wealthy Patients With These Paid Advertising Tips

One key to profiting from paid new patient advertising is knowing how to reach and attract those wealthier prospective new patients who can most easily afford care.

Even though you serve all income brackets, having patients with more discretionary income can help support your practice so you can deliver better care to everyone.

Here are several tips that will help you reach and influence this special group of prospective new patients:

1. Use Facebook/Instagram income targeting.

Facebook has brought back the ability to target people by their general wealth level. While it’s not perfect, this is a very good place to start when running your paid ads.

2. Target those connected with luxury brands and upscale shopping.

For example, Whole Foods shoppers are people willing to drive past three less expensive grocery stores in order to pay more because it’s healthier. Macy’s shoppers generally have more discretionary income than Walmart shoppers. There are many examples.

3. Target hobbies that indicate discretionary income.

Golfing, boating, art collection, and travel are all interests and activities that you can use to target people on Facebook. They all indicate not only that a person has more income, but they’re also active and more likely to be motivated to regain their ability to participate in their hobby.

4. Offer a reasonable discount, but don’t look “cheap”.

Wealthier people love a deal too, but they also know that there is no free lunch. When putting together an offer for your ad make it just good enough that it works as an excuse for them to take action now but is not some bone-deep discount. They are used to purchasing quality.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
How Mucha Should You Spend On New Patient Facebook Ads

You can easily overspend on Facebook ads if you’re not careful, but conversely, if you don’t run enough budget you never give their incredible system what it needs to make your ads work.

Here’s how you determine your ideal budget for new patient ads on Facebook.

The first thing to understand is the reason why Facebook is so good at generating new patients in the first place.

When you start an ad for new patients Facebook evaluates more than 450 variables and data points in order to match your ads up with their ideal potential prospect.

This is that famous algorithm you’ve heard of.

Some people have a timid approach to ad budgets, spending just $10-$25 a day. This cautious strategy can sabotage marketing campaigns since Facebook has to spread that meager budget across all these variables.

It’s like spreading one jar of peanut butter across an entire tennis court. The algorithm does its best with the given budget but may not generate the desired results due to limited opportunities.

Therefore, if your Facebook ads aren’t generating the desired results at a lower budget, consider RAISING the budget for a few days.

For example, one of our practice owner clients was running $30/day and it was costing them $116 per new patient inquiry, which was far too much.

By adjusting his budget upwards he began seeing better results. Now he is spending $250 daily and is getting 30 new patient inquiries per week at about $42 each in ad spend, roughly a third of the original cost.

To achieve better results, don’t be too timid with your ad budget. An under-spender’s approach is like going to a gold mine, taking a few shovels of dirt, and giving up when no gold is found immediately.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

Find out more at:

TheCustomerFactory.com

May 17, 2023
The Tech Trap: How Too Much AI & Automation Sours New Patients

A new patient prospect’s first priority is to determine if they trust you enough to handle their health care issues. While AI and automation have their place, overuse of artificial communication can sour the new patient relationship before it begins.

Hundreds of new companies have popped up in the last year announcing AI and automation services that rejoice in claiming that you never again have to talk to a new patient before they walk in your door ready to pay.

While automation can be helpful, it can be overused and become a way to avoid personal contact.

Things that can be automated include automatic responses to requests, immediate delivery of requested materials, and reminders before appointments.

However, aspects that should not be automated are those requiring personal contact, such as phone calls and answering questions.

Humans do business with humans they trust. And trust is only established through personal interactions.

Just because an AI chatbot can answer someone’s factual questions does not mean it’s capable of building any level of trust.

In fact, not being able to reach a human easily or getting shoved off into automated systems can alienate the prospective new patient and cause them to go elsewhere.

Having a live person available to schedule appointments, answer initial questions, and build rapport with prospects is invaluable for starting the new patient relationship off right.

A warm, friendly voice on the phone of a real person is the first step in the prospective patient agreeing to accept a care plan.

The older the prospect the more true this is.

Practices that attempt to deflect human interaction into automated systems often fail to create a friendly and inviting experience.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
How To Become The Local Health Authority

Practice owners believe that if more people simply understood who they were and what their practice could do for them that folks would flock in the door.
There’s a lot of truth to that, so how does one accomplish that?
The bottom line of all marketing is to attract the best attention.
Notable figures like Grant Cardone preach that to be successful, one must grab attention by being present in the market and highly visible.
For a practice owner, the key is to showcase your successes.
Your communication should be authentic and aim to help people. Even your advertising can educate and give hope.
Good attention comes from providing solutions and addressing problems for your audience.
There are multiple ways to attract attention, from content marketing and social media to traditional postcard campaigns. No matter the method, keep it interesting and useful to your audience. If you want to double the size of your practice, you’ll need to double the amount of good attention you’re currently getting.
It’s impossible to build a prosperous practice in obscurity.
One effective method is Facebook advertising, as it allows you to put a helpful, useful message in front of a large audience.
By running more ads, you can attract more attention and attract more people.
To achieve your goals and become a recognizable figure in your area, consistently attract good attention by providing solutions to problems.
Ensure you’re always connecting with your market and remaining visible. As you continue to do this, your practice will grow, and that means you’ll help more people and reach your financial goals.
Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.
If you want your community to know, like, and trust you, watch my new webinar “How I Added $100K+ Per Month To A Practice’s Revenue Using Simple Social Media Ads” Click Here

May 17, 2023
The Silent Killer Of Practice Growth: Your Sales Prevention Department

Do you have a lot of failed new patient marketing programs? Are you frustrated at the amount of effort it takes to get new patients in the door? If so, you may have a “Sales Prevention Department” secretly operating inside your practice.

If you are pushing hard to get more new patients and nothing seems to be working, perhaps someone is pushing back from within.

It’s tempting to hope that everyone on your team acts angelically with pure motives to help you and your practice succeed however experienced practice owners know that often when they find recurring failures of marketing there’s actually someone acting as a sales prevention department within the organization itself.

One common example is a front desk employee who prefers downtime to browse social media rather than work diligently. They might offer excuses for low performance, such as blaming bad weather or claiming that marketing leads are all bad.

Here are some common signs to look for:

1. Negativity. They continually complain about the quality of the new patients contacting the practice. Apparently, everybody is stupid, broke, or not really interested in care despite the fact they called in.

2. Constant failure. No matter what marketing program they work on it never seems to quite work and it’s always somebody else’s fault for the failure.

3. Fear-mongering. They are constantly giving you bad news and warnings about potential problems, real or imagined.

Some of these people will go to great lengths to convince you how indispensable they are as a way of protecting their position.

(By the way, if you thought of a particular person in your office while reading this article you may want to take a closer look at them.)

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
Did Running That Discount Offer Hurt Your Brand?

Running that super-discount limited-number voucher offer with the countdown clock didn’t just fail to bring in qualified new patients, it may also have damaged your brand (how people perceive your practice) by making you look like a smarmy used car salesman, desperate to make a deal.

A strong brand is one that is top of mind with the prospective audience, with a positive image and a clear understanding of its value to them.

Brand damage occurs when the perceived value and trustworthiness of a practice are negatively affected, often due to poor marketing strategies.

One example of brand damage is when a marketing company promotes a high-quality clinic as a cheap, discounted service, confusing potential patients and attracting the wrong type of person in the door.

This damages the clinic’s reputation in two ways.

First, while the campaign might bring in dozens of people, thousands and thousands more people saw the advertisement and created an opinion of the practice from it.

Next, those dozens and dozens of low-quality patients that came in were not a good fit and tended to not become success stories from care.

These people then go out into the community talking about how they tried that practice and “it didn’t work”.

Of course, it takes more than a typo or a few simple marketing mistakes to damage a brand.

To identify brand damage, monitor the quality of incoming calls and walk-ins. If you are attracting the wrong type of customer or receiving fewer referrals, your brand may be damaged.

Brand rehabilitation can be a slow process, often requiring two to three times the duration of the damaging marketing campaign. Some aspects of brand damage may never be fully repaired, but significant improvements can be made.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.

Find out more at:

TheCustomerFactory.com

May 17, 2023
How To Get Your New Patient Leads To Respond

Nothing is more frustrating than having a new patient inquiry who won’t answer your calls when you call to schedule them for their first appointment. You can waste hours of time calling and calling and calling and eventually begin to wonder if the person is real or not.

I’m going to bet if you got a phone call right now from an unknown number you probably wouldn’t answer it.

Most people wouldn’t.

Realize that is how you look to a prospective new patient. Just because the person submitted a form on a web page or left you a voicemail does not mean that your phone number is in their contacts list.

The fix is simple.

Text the lead before calling them: Send a message saying, “Hi, Josie. This is John at Dr. Smith’s Office. You asked for an appointment. I’m going to call you in about 1 minute from this number.”

This increases your chances of getting a response by up to 50%.

Beyond this, you can set up a system that sends automatic follow-up “nurture” messages to the person every few days for several weeks.

This re-engages the lead, reminds them of their need, and encourages them to call your front desk to book an appointment. Sometimes people request an appointment and then things come up or change. Just be persistent.

If they needed your help last month they’ll still need your help next month if they don’t get care.

To take it to the next level, implement marketing automation software or a CRM. This keeps track of the prospects you have so that none fall through the cracks.

There are many options available, from MailChimp to more advanced software such as Infusionsoft.

Alternatively, you can use an agency that already has a system in place. You’ve probably heard of Go High Level and other variations.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
Build A Bulletproof Future For Your Practice With Abundance

The only thing that never changes is the fact that things change. If your practice relies on just one or two sources for new patients you could wake up tomorrow and find yourself in big trouble.

Here is how you make sure you never run out of new patients no matter what’s happening.

The first thing to adopt is a strategy of Abundance.

Too often people aim at what they think they need. However, that leaves zero room for error and assumes everything goes as planned.

The strategy of abundance says if you need 20 new patients per month to thrive you should aim at building systems that generate 40 or even 60.

This means you have to diversify the sources where you get your new patients. Of course, this does not happen overnight so here are some steps you can take now to build towards that bulletproof future.

Work on your referral program. When it comes to referrals the most important thing is remembering to ask for referrals.

There are a lot of ways to go about it but that’s the bottom line ask more, get more. Determine how to ask for referrals, what your referral offer is, your referral contact strategy, and what to say to patients when asking for referrals.

Implement an ongoing patient reactivation campaign. Have a process in place to contact former patients and offer them a chance to come back and see you.

Continue building relationships with them by sending emails, texts, or letters. Too often a practice owner will do this one time and then stop.

Invest in paid marketing. Begin with Facebook advertising as it’s a quick and easy way to get new patients. Focus on targeting patients with specific complaints or issues, rather than promoting specific treatments or equipment.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call. You could have new patients coming in as soon as this time next week.

Find out more at:

TheCustomerFactory.com

May 17, 2023
Why Your Beautiful Website Is Driving Away New Patients

No matter how much search traffic or attention your website gets, it’s going to disappoint new patients and waste opportunities if it was built with new patient conversion as the top goal.

The entire purpose of your website is to get people to contact you so you can ultimately get them in for care. After all, you can’t get someone new onto service if they never contact you.

Unfortunately, many websites fail on this critical point.

Too often a practice website was designed by a web designer (not a marketer) to please the practice owner. Little to no less attention was put on the actual performance of the site in terms of getting new patients to reach for more information.

So you end up with websites that look great but actually underperform when it comes to the number of new patients generated.

You really see this in action when you see a website that goes out of its way to answer all the people’s questions.

This sounds good until you think it through.

If someone comes to your website with a question and you answer them on the website you never get a chance to speak to them.

Your website shouldn’t just be pretty; it should be designed foremost to get you, new patients. The design should be conversion-based, meaning that every element on the website should be focused on getting prospective patients into direct communication with you and your office.

That usually means LESS text and an emphasis on contacting the office for answers.

You need to measure its effectiveness by tracking how many patients it brings in. Start by putting a tracking phone number on your website and counting how many people contact you through it each week or month. Treat your website like an employee that you pay; if it’s not producing, then it’s time to make changes.

Of course, there are many more things to know in order to create a consistent flow of qualified new patients for your practice.

To save time, many practitioners choose to partner with my agency, The Customer Factory.

To find out if our marketing program is a good fit for your practice visit our website and book a 15-minute Discovery call.

Find out more at:

TheCustomerFactory.com

May 17, 2023