Downloads

From Inquiry to Patient Converting inquiries into patients is probably the primary source of new business for your dental practice. However, before we can explore options to convert them, we need to understand why people inquire but don't make an appointment. The key reasons inquiries fail to convert are: 1. Life is busy. Your potential new patient may have been quite sincere when they inquired, but before you were able to have a conversation with them, the need for your services has fallen to the bottom of their priority list…for now. Conversion strategy: Keep in touch. As outlined in items 5 and 6 on the previous page, use targeted follow-up communications to stay top-of-mind, so yours is the practice they call when the need returns to the top of their priority list. 2. Fear. Even today, many people have an innate fear of dentists. This can be a challenge for any practice. Conversion strategy: Be sure your marketing materials stress terms such as "gentle", "caring", and "comfortable", and feature testimonials that focus on the quality of care you provide. Highlight state-of-the-art techniques and technology. Finally: Keep your practice friendly. Smile a lot. 3. Money. It could be "value" or "affordability". Value is the patient's perception of whether their potential gain is greater than the cost. Affordability is simply their ability to pay. Conversion strategy: Communicate the benefits of consistent oral care in terms of the patient's overall health. Eliminate the patient's concerns about affordability by mentioning your financing options before they ask. 4

• Cover