Marketing Your Dental Practice In A Recession
During the boom times we had before the crash, patients
weren't as thoughtful about spending their money.
They were happy everything was going well and even if they
went into debt, they felt confident they could pay it off.
Well obviously, things are different now.
There is too much doom and gloom from the media.
In reality, people are STILL buying...they are just being
more thoughtful about it.
So what does that mean to your practice.
It means that you have to pay even MORE attention
to what the patient really wants. Because you can
only attract patients and get them to agree to your case
presentation if it is exactly what they want.
IF you can give them exactly what they want, in the way they want it,
then you will prosper during a recession - retention, more new patients
increased case acceptance etc.
So how do you do that? Well, there are a few ways, here is one:
Use the words they say - for that is what they want.
Example. We had one patient that agreed to a major restorative work
because she said to me "Gotta get it done before it gets any worse"
Now, she probably has a set of things in her mind that she thinks of
when she says that...maybe she sees her teeth falling out...
The doctor didn't tell her that, she just had it in her to say that.
For her, that was what she wanted.
If you listen closely to what they are saying and ask deeper questions,
you can catch some patterns in what they are saying and use that.
This is one of the basics of what I call "Professional Persuasion"...how to
connect and bond with your patients.
To discover how to have your best month ever done for you, click here
To discover how to get a predictable increase in big cases every month without any extra work, done for you, Click here.
or if you just want to find out the latest and what works (and doesn't work) in dental practice marketing, Click here