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Why Online Advertising Patients Are Different Than Referral Patients
You will need to change your mindset when running online advertising.
Felix Lacroix
May 30, 2024
Welcome to the Dental Marketing Newsletter. This is Felix from ClinicBoost.
Before you read, be sure to claim your free dental ad templates by replying “Dental Templates” to this email.
In today’s newsletter, we will go over:
How to collect appointment deposits from online patients
Why you are leaving $720,000 per year on the table
The psychology behind successful online dental advertising campaigns
And much, much more.
Keep reading for an exclusive bonus, available only to my subscribers…
Dental Marketing Strategy Idea of the Week
Collect Appointment Deposits From Online Patients
If you have an online booking calendar or if you are running ads for your practice currently, you NEED to collect appointment deposits.
No-show are very frustrating for you and your staff. You want to limit them as much as possible and collecting appointment deposits will help you a whole lot with it.
Here is how to appointment deposits. Whether this is through your website or over the phone, the process is the same. It is the order that is important:
Book a date and time for the appointment
Send a payment link
Collect a deposit
Confirm the appointment
Simple as that.
Check out this exclusive guide if you want to see the full process, step-by-step, including video walkthroughs and a full script with objection handling: (link)
Top Links of the Week
Why Online Advertising Patients Are Different Than Referral Patients
This week I want to walk you through a mindset shift that is required from you when you are advertising online.
You may feel like the lead quality is low at first with advertising leads.
The fact it, they are not low quality, they are just in a different phase of the buying process and they don’t know you yet.
Recognize that every individual you will come across is a precious human being, and you have an incredible opportunity to bring a life-changing experience to them.
These people filled out a form, sharing their name, email, phone number over the internet because they want to fix their pain.
They are doing this on their own, not because someone referred them to you, but because they are looking for a solution for something that is deeply painful to them.
No one has educated them on the solution yet...
In fact, chances are they haven’t even talked to anyone who received the treatment they need, otherwise they would not be signing up through your ad.
Rather, they would’ve asked their friend where they got their treatment done and then went there instead.
But now they are talking to you.
The key is to educate these patients, and make them feel both understood in their pain and comfortable in your hands with an amazing experience when booking and when they come in.
At the end of the day, we are going after the hidden gems.
There will be bad leads, but out of 10, 20, even 100 leads there are always hidden gems.
And never assume they cannot afford the treatment until they have actually come in, unless there are evident red flags.
Remember this: 1 out of 3 Americans have an iPhone...
If they can afford to spend $1500+ on an iPhone every two years... they can definitely invest in a treatment that will improve their life for a lifetime.
That is why we must educate them on shifting what they value and warm them up to investing in their health and wellbeing.
Learning how to convert anyone at any economic level is the key to tapping into this market of advertising leads.
If you are truly convinced that they need this treatment, you should be able to convey your perspective and allow them to see and feel how this can change their life for the better.
Keep in mind... The wealthiest and well connected people already have a dentist and a solution for their dental problems.
You will be stuck in the rat race if you try to go after the top 1% of patients and pay a ton of money to get in front of them, because everyone is going after these patients.
If we can get the other 99% to come in, educate them on the treatment, re-prioritize their health and make them feel understood and comfortable so that they start their treatment...
You will never have to worry about getting new cases ever again.
And you will also be able to scale this system as you want, without wasting time, energy or money on the same patients everyone is fighting for.
This is why it is so important to learn how to close advertising patients.
Remember, the success of dental advertising systems lies in the follow-up and sales process.
Good results take time and effort.
Just like most new things in life, this may feel overwhelming at first and that is why you must take the time to adapt and be patient about your advertising.
Time is your friend here.
So get out there, start advertising, see how fast you are able to get to your leads and patients, and iterate.
No go and make some money.
Poll
How I Can Help
If you are looking to grow your practice through dental lead generation, we have worked with over 50 clinics and help dental clinics make up to 10x their investment in marketing spend regularly.
Book a call with me here to go over your current strategy and see how we can help: (link)