Dental Marketing Video: Four Keys For Improving Value Appreciation

Four Tactical & Proactive Marketing Communication Strategies 

1. Tactile: In Their Hands, Hard To Avoid Kitchen EnCounter… to move them forward


2. Virtual: Social Media, … to gather up those already in the pool


3. Contextual: Obvious, Almost Everyday, Nearly Impossible To Avoid…constant reminder


4. Continual: Improve Your Skills, Practice Presentation, Brand, Communication, ETC.

Sincerely,

Richard The Chwalek

NicheDental.com

Cell Phone # Noted Near End Of Video

Twitter.com/NicheDental

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.

Coaching Can Dramatically Change Your Dental Practice

Insurmountable problems overcome! Complex issues resolved! Extremely negative environments made efficient and productive! All you need to do is rub this lamp. No, drink this potion. Or was it wave this wand? 

Anyway... There are many things  promoted to dentists on websites that make it sound like solving your new patient, treatment acceptance, team or marketing issues is as easy as signing up for some "Super Secret" FREE Dental Marketing Report! 

When was the last time you got anything from anywhere that was free that solved more than a minor problem? (Except for the little blue pills the doc gave you last week because of your underperformance incident.) Of course, the other side of the coin is most dentists won't be able to make changes unless the solution has some "easy" elements. There just is not enough time in the day to add a complex process to the mix and see it through.

However, not attempting to solve your dental practice communication dilemmas, even if the solution is complicated to implement, is very risky in the current environment. Consumers need you to be up to par on your communication merely because of the viewpoint, fears and complexity surrounding dentistry. When consumers are holding back on their spending, it is even more crucial to circle the wagons around your dental practice communication strategies, and improve them in any and every way you can.

Luckily, my solution for dentists is fairly easy to implement as well as flexible and scalable. It can be summed up in just two words: communication coaching. Is it magic? Compared to the piles of elephant woo-woo the Internet is trying to sell dentists (for free - yah, whatever) the potential for 'magical' results is much more likely.

Communication is everything. Is it the magical elixir of business success? Dental coaching creates a structured environment to work through all the communication issues that keep you, your patients, team and community from getting effectively 'involved' in your brand. 

I call it developing a connective communication strategy. Imagine being able to solve even the most complex problems by just asking questions. Is this really possible? 

Well, I know of a guy who solved every engineering problem he was asked to solve: and these were some of the most complex problems in the automotive industry during the 1960s. In one case he was able to 'save' Willy's Jeep from disappearing from the automotive American lexicon.

Okay, maybe that is an exaggeration, but rather than being the super engineer who could do everything, he knew the answers were in the people who worked there. He 'connected' the dots of the problem by empowering those who had the answers to develop them into a solution. 

This engineer worked with car industry giants. Yet he always knew these 'giants' had only a few of the answers, and got even less done if the rest of us were not brought into process. The coaching I offer brings you into the process because without you strategically involved in connecting the dots, your dental practice cannot achieve all its goals. 

This is about more than dental marketing. It connects everything together, in the manner, at the pace, and with the budget that best fits your dental practice situation. This is not a 'system' - or even a technology - it is communication that incorporates on the ground reality with how people perceive it, to deconstruct the environment, optimize the strengths of the team, dentist, the practice brand, and achieve success internally (patient/team) and externally (dental advertising).

Before you call me, listen to this engineer explain how he solved the Willy's Jeep dilemma (links below). Before he 'drove' with giants in the automotive industry he 'flew' with one from the land of 'make believe' just after WWII. That's him pictured next to Tyrone Power's plane - he also painted the flags on it. Read his note on the back of the photo, click here. Also click to see Ty next to the same plane.

Coincidently, the engineer's name is also Richard (Dick) Chwalek. 

• Part One: Finding Answers to Willy’s Jeep U-Joint 'problem'.
  
• Part Two: Conclusion, Willy's Jeep, Problem Solved!

For more about my father - go to Niche Dental News.

Or start by reading the January 2009 Niche Dental Online Newsletter.

Additional Articles about Coaching from other sources...

• Pursuit of Happiness - Positive Attitude Coaching - BusinessWeek.com
  
• Leadership Makeovers with Coaching - Inc.com

Sincerely, Dick Chwalek

Dental Marketing Consultant & Dentistry Communication Coach

For a complimentary coaching consult....
> Call (866) 453-1026 Ext 251

Cosmetic Dentist CT - Historic Makeover

A Manchester, Connecticut cosmetic dentist reflects on dentistry makeover: how dental treatment has changed over the years.

From smoking in the reception area to satisfying smile makeover results hardly believable if imagined 30 years ago, this dentist explains what it was like when he started and what is possible now.

PR for your dental practice offers the public more.

Read the CT cosmetic dentist's release.

Sincerely, Dick Chwalek - Niche Dental President
CALL 866-453-1026 ext 251

Dental Marketing Coach and Dentistry Consultant
www.NicheDental.com