Effective Dental Patient Scheduling: Part 2 of 3

This is part TWO of a THREE part series on dental patient communication.

For Part One click: Effective Dental Patient Scheduling: Part 1 of 3

Topics Covered in Part Two...

• The "Fully Prepared" Prospective Dental Patient
  
• The "Unprepared" Prospective Dental Patient
  

The following descriptions are not absolute, but are guideposts for moving the dental patient in the best direction possible during that initial telephone inquiry. While these concepts are focused on high-end cosmetic/esthetic dentistry and reconstructive care with dental implants, they can be augmented for any type of dental brand and niche.

The "Fully Prepared" Prospective Dental Patient
The more of these qualifiers they have or bring up, the better prepared they are.
• Have reviewed your dental Website
• Have seen your dental postcards or advertisements
• Specifically ask for a smile makeover consultation
• Ask about specific high-end services like dental implants, Invisalign orthodontics, sedation dentistry, porcelain veneers, Lumineers…
• Bring up complex dental language (“I think I need full mouth reconstruction.)
• Identify you as a specialist, expert, the best dentist on the Internet (“I really researched you. I don’t see anyone else that compares.”)
• Have been to other dentists and don’t like what they did or recommended
• Are out of Area/State callers
• Are referred by your other smile makeover patients

The "Unprepared" Prospective Dental Patient
These callers are looking for “a” dentist. They are more than likely “Yellow Pages” patients: literally or figuratively. Meaning they called a number that just happened to be associated with Dr. Dentist Of Dentistry and dentistry of some kind. They are not focused on dental expertise; they merely want a tooth problem fixed.

Sending, or directing them to, more info before their first dental visit or smile consultation is vital.

Following are issues that denote a low level appreciation for and/or understanding of comprehensive dental rejuvenation. Your dental office front desk person should listen for…
• The patient has a toothache (with few other details provided)
• They want an appointment fast, emergency dental care
• Dental Insurance is a big issue (They won’t let you focus on expertise or value)
• The patient wants to know about cost – most everything comes back to how much Dr. Dentist Of Dentistry charges
• A teeth cleaning appointment is their fist concern
• They called about your discounted coupon, free whitening, half price exam…

Part 3 of Effective Dental Patient Scheduling Includes these two topics...

1. The "In Between" Prospective Dental Patient
   
2. Dental Patient Communication Conclusion
   

Read the final installment of this Dental Marketing in the May 2, 2009 Blog Post.

Downturn Changes Dental Marketing Perspectives.

As the economy contracts, consumers will reduce their spending. However, they do not stop their spending on everything; they set priorities. So why are consumers making the decision to cut back on their dental care, something which should not get cut so fast?

I see in dental chat room posts, hear in calls from dentists, and get in emails from dentists "who did not need to advertise before" that things are slowing down and they are not sure how to deal with it.

First, good communication is always needed. In an economic downturn is that consumers also need to, or think they need to, contract their dental spending as well. Unfortunately, if dentists were not "assertively communicating" the value of their dentistry during the good times, downturns are exactly when consumers and patients are going to determine they do not need to put dental care high up on the priority ladder.

Stop thinking dental advertising and marketing are not always needed. It should be thought of as communication that you proactively and assertively develop. Dental marketing is not bad or good - it is necessary.

There are many things you can do right now to reverse the trend. Finally get that dental website going full throttle. Do a regular dental postcard marketing campaign - so you are not just waiting for patients to find you. Then start integrating your dental marketing so the value of your dental expertise is always building.

There are many sources for increasing new patient and referral numbers and putting your dental practice revenues on the upward trajectory.

I offer dental marketing coaching program with significant proven results. An almost unlimited number of ideas to get things going immediately and for long term success as well.

Stop surfing the web and start making it happen.

Sincerely,
Dick Chwalek - Dental Marketing Consultant
Call 866-453-1026
NicheDental.com