Why Dental Implant Patients Respond To My Marketing Part I

I want to share with you why my “Emotion and Education Based Direct Response Marketing” works so well when it comes to attracting Implant Patients…whether or not there is any economic turmoil.

First, think about this: when people are searching on Google or asking friends their opinion of a doctor or any kind of business or service…what are they “REALLY” looking for?

They are really looking for answers! Guidance and information they can trust. That is why when people buy homes or choose business research shows that 44% of the population will go through a referral.

That makes sense right?

So, when we are marketing or looking to attract business…the first thing we need to do is differentiate. Give people a reason to seek us out. Choose us…not be sold…but ‘choose’. There is a significant difference in that last sentence. Worth re-reading!

The way we do this is FIRST: become an educator. Become recognized as an authority. Become DIFFERENT! There are many ways to do this…and I’ll reveal many to you…but one simple way is to give people the option of requesting FREE Consumer Awareness Information that solves their problems.

I want to share with you why my “Emotion and Education Based Direct Response Marketing” works so well when it comes to attracting Implant Patients…whether or not there is any economic turmoil.

First, think about this: when people are searching on Google or asking friends their opinion of a doctor or any kind of business or service…what are they “REALLY” looking for?

They are really looking for answers! Guidance and information they can trust. That is why when people buy homes or choose business research shows that 44% of the population will go through a referral.

That makes sense right?

So, when we are marketing or looking to attract business…the first thing we need to do is differentiate. Give people a reason to seek us out. Choose us…not be sold…but ‘choose’. There is a significant difference in that last sentence. Worth re-reading!

The way we do this is FIRST: become an educator. Become recognized as an authority. Become DIFFERENT! There are many ways to do this…and I’ll reveal many to you…but one simple way is to give people the option of requesting FREE Consumer Awareness Information that solves their problems.

By doing this…you instantly start creating your own referral process with external patients. The consumer awareness information you provide (reports, books, CD’s, dvd’s, online video’s, blogs, articles, etc…) become the tools that refer people to your practice. Refers them to YOU!

This works VERY well for many reasons:

1. Our society is ‘used’ to listening to authors, reading newspapers, watching TV. There is an instant respect for people who provide information…and the general population perceives you as an authority.

Important: even if you provided the same information that every other dental implant dentist knows, but you were the ONLY one providing it in a meaningful way that touches the persons emotions and helps solves their problems- YOU WILL BE THE AUTHORITY!

Bottom-line: even if you weren’t as good as all the other doctors, but the public perceived you in this manner…then you would WIN all the business. Fair or Not Fair?

Now, the reality is that this is already going on right now as we speak. There are doctors right now, that are taking business away from you, because they are doing a better job marketing their practice than you are. You may be more skilled, more caring, more (fill in the blank) but the public has ZERO clue. So, it’s not about whether this is fair or not fair…it’s about whether or not you are going to do something about it.

2. People hate being SOLD…but they LOVE BUYING!

This is VERY critical with the Affluent market, the baby boomer market, and the senior market. The 3 key markets that Implant Patients come from.

The reason why information works so well when doing dental marketing…is that is allows the patient to get their questions answered, get educated in a non-threatening, non-selling manner.

This ‘process’ does two things:

1. It sifts and sorts OUT the patients who are NOT qualified and will never be interested in actually buying.

This is great news for you, because now you are not dealing with unqualified patients in your scheduled. They are good people, well-intentioned, but since they are uneducated they schedule an appointment without really knowing what they want or need. Therefore, when you bring up implants, they become sticker shocked. Not good for you and NOT good for the patient…and NOT good for hitting your monthly production goals.

2. On the flip side of this, it educates PATIENTS!

Yes…you get more quality, educated, and interested patients who schedule appointments and sit in your chair! Wow…life is good. “IMAGINE SPENDING ALL YOUR TIME WITH HIGH QUALITY IMPLANT CASES WHO ARE READY TO SAY YES!”

I know that may sound unrealistic, but if you think about what I’ve started to lay out for you here…it makes good sense…and we’ve proven it with all the successful Implant Dentists that use my marketing.

By doing this…you instantly start creating your own referral process with external patients. The consumer awareness information you provide (reports, books, CD’s, dvd’s, online video’s, blogs, articles, etc…) become the tools that refer people to your practice. Refers them to YOU!

This works VERY well for many reasons:

1. Our society is ‘used’ to listening to authors, reading newspapers, watching TV. There is an instant respect for people who provide information…and the general population perceives you as an authority.

Important: even if you provided the same information that every other dental implant dentist knows, but you were the ONLY one providing it in a meaningful way that touches the persons emotions and helps solves their problems- YOU WILL BE THE AUTHORITY!

Bottom-line: even if you weren’t as good as all the other doctors, but the public perceived you in this manner…then you would WIN all the business. Fair or Not Fair?

Now, the reality is that this is already going on right now as we speak. There are doctors right now, that are taking business away from you, because they are doing a better job marketing their practice than you are. You may be more skilled, more caring, more (fill in the blank) but the public has ZERO clue. So, it’s not about whether this is fair or not fair…it’s about whether or not you are going to do something about it.

2. People hate being SOLD…but they LOVE BUYING!

This is VERY critical with the Affluent market, the baby boomer market, and the senior market. The 3 key markets that Implant Patients come from.

The reason why information works so well when doing dental marketing…is that is allows the patient to get their questions answered, get educated in a non-threatening, non-selling manner.

This ‘process’ does two things:

1. It sifts and sorts OUT the patients who are NOT qualified and will never be interested in actually buying.

This is great news for you, because now you are not dealing with unqualified patients in your scheduled. They are good people, well-intentioned, but since they are uneducated they schedule an appointment without really knowing what they want or need. Therefore, when you bring up implants, they become sticker shocked. Not good for you and NOT good for the patient…and NOT good for hitting your monthly production goals.

2. On the flip side of this, it educates PATIENTS!

Yes…you get more quality, educated, and interested patients who schedule appointments and sit in your chair! Wow…life is good. “IMAGINE SPENDING ALL YOUR TIME WITH HIGH QUALITY IMPLANT CASES WHO ARE READY TO SAY YES!”

I know that may sound unrealistic, but if you think about what I’ve started to lay out for you here…it makes good sense…and we’ve proven it with all the successful Implant Dentists that use my marketing.

Tags: business, direct response marketing, economic turmoil, implant patients, information