3 STEPS TO ATTRACT NEW PATIENTS

Transcription

1 3 STEPS TO ATTRACT NEW PATIENTS

2 CONTENTS About Kirk Introduction Examine Your Vision For Your Practice What is Your Avatar? Make a Great Impression Quick Tips to Claim Your Name Create the Window ACTdental.com

3 Kirk Behrendt is the Director of ACT Dental Practice Coaching. He has lectured all over the United States to major meetings and study clubs. He has extensive experience on practice profitability, team building, leadership and dental practice marketing/branding, Kirk and his team are primarily focused to positively impact the future of dentistry one practice at a time. For more information on Kirk and his services: kirk@actdental.com 3

4 The purpose of this ebook is to assist you in attracting more new patients. It will help you be intentional about whom you are seeking before you seek them, take aim at those you seek, and effectively prompt the right referrals. Consider this guide one of several roadmaps we have developed at ACT Dental Practice Coaching for your success. This guidebook will help you to improve your practice for the rest of your life. The lessons within will encourage you to: Understand avatar marketing, guided by a representation of your vision of practice (brand of service). Be intentional about whom you seek as new patients. Make a great impression. Create the window to ask for a referral. 4

5 EXAMINE YOUR VISION FOR YOUR PRACTICE The more clarity you have the more you will attract what you are looking for. Without any clarity your only answer is more instead of seeking, attracting and retaining more of the right patients. What do you believe about dental care? Does it affect you positively or negatively? Your best dentistry is done with and for people who believe what you believe. 5

6 WHAT IS YOUR AVATAR? An avatar is something used to represent you in an online environment. This is usually in the form of a small picture. This symbol represents your personality (or envisioned brand characteristics). Avatar marketing is behaving as you envision your avatar to behave to attract new clients. Your avatar guides your marketing. For example, American Express has had the logo of a Roman gladiator since This persona embodies characteristics of the American Express brand. Consider then that American Express intentionally set out to behave like a Roman gladiator marching forth, exuding confident strength and command to attract clients desiring association with the highest echelon. 6

7 Because a brand is the visual, emotional, rational, and cultural image associated with a company or product, it is the result of the many experiences shared by many people. It is the sum of all the characteristics that make an offering unique: Reputation Customer Service A Promise Price Feeling Attitude Logo Product Line American Express created a culture of service that provides so much perceived brand value that many consumers are willing to pay more for the privilege to use an American Express card. The success of the card has allowed the company to continue to grow and create new brand extensions that have an advantage in the minds of consumers before they are even launched. Is your vision for your practice strong enough for you to create a representative avatar? Is the vision clear enough to drive how you behave? Will you create a culture of service that provides perceived brand value? THIS IS ESSENTIAL FOR ATTRACTION. 7

8 MAKE A GREAT IMPRESSION We all LOVE to make great first impressions. When you re expecting company at home, do you clean up your house? Make sure everything s in order when your guests ring the doorbell? Nowadays, it s also important to think about the virtual front door of your dental practice. That entryway is called Google. T If you re a dentist, did you know your name is searched 40 to 100 times a month? That s a lot of people ready to judge you with a simple click of a mouse! 8

9 HERE S ANOTHER ALARMING STATISTIC FROM GOOGLE: 26% of businesses are INVISIBLE online. They make no impression on would-be customers because they go completely unnoticed in online searches. But you CAN take control of your front door on the Internet. The first step is claiming your name. It is your RIGHT (and if you don t take control of your name and place on the internet, someone else might). 9

10 Quick Tips to Claim Your Name Here are some quick tips to claim your name and control your image on the Internet: Claim your Google Maps listing. This is easily done a quick Google search will tell you how to map your business on Google. The web is not going away so don t be afraid to get going. It is here to stay. In fact, it is very easy to see why some think it will be the only place to market in the future. A Dawson Academy Study indicates 60% of patients did homework on a dentist. Make sure they see what you want them to see on the Web. Create a vibrant website. Your website should include amazing photos, and clear information about your practice and your vision. Take inventory of your assets and describe what distinguishes you from other practices. Engage patients with your website. Inform your patients about your website and refer them to it for helpful information. Once they are familiar with it, they can refer others to it. 10

11 TAKE ADVANTAGE OF FREE SERVICES ON THE WEB: HEALTHGRADES.COM LINKEDIN FACEBOOK TWITTER 11

12 Create the Window The window is the beautiful moment in which you receive an authentic complement about the practice or the people. This is the window the perfect opportunity to ask for referrals. Asking for referrals without a window is begging. Asking with a window is earning the opportunity to ask. When the window is present, you can say, Thank you very much! You make my day every time you are here. If you have any family or friends like you, send them to us. If we had people like you, it would be sunny every day! Put something in their hands, such as two business cards. 12

13 The 10 Characterists of Top Dentists Who Thrive in Practicing Fee-For- Service Dentistry Get the resources you need to quickly grow your dental practice & better your life! Proven techniques & expert advice. Connect with hundreds of dentists just like you. Everything you need to improve quickly. The systems and structure necessary to thrive. Learn More About ACTivate ACTdental.com