Lately I've been discussing how Google is my
#1 external source of new patients. Today I
want to clarify a few things about that so it's
clear exactly what I mean by that.
------------------------------------------------------
Tonight's Webinar, by the way, is almost full.
As of this writing, 94 of the available 100 slots
are filled...so register now if you want a seat.
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cVDDmcWyFhxOT&b=_Ej3K8haI7TMcfHQyifjFw
This webinar will not be repeated or shown again for
those not registered.
------------------------------------------------------
When you search for something on Google, you get results
on the left side of the screen, and the right side too.
Results on the right side and the top 2-3 results on the
left are "Pay Per Click" results. Businesses pay Google
to be positioned there when people search for terms that
the businesses bid on (called keywords).
Google prioritizes the order of the ads (that's what
they really are) based on how much each business bids
for each "click" on their ad, and something called the
"Quality Score" of the website where searchers are taken
if they click on that ad. That's why some ads are always
positioned higher than others...there's no "rotation".
This is technical stuff, and Kelly Muldoon will be covering
all this tonight, so I'll stop there.
On the left side of the screen are the "organic" results,
meaning that Google's search formulas (called "spiders")
crawl all over the web looking for RELEVANT websites that
best relate to the keywords entered.
Once again, the formulas and algorithms used by Google and
other search engines are very complex. But there are certain
ways to design a website -- and to distribute content on it --
that make a website more "attractive" to Google.
Search Engine Optimization (SEO) is the act of designing a
website so that Google is more likely to recognize it as being
relevant to the desired keywords. There are tons of tricks
and tactics used to make this happen.
While being listed on the left side of Google is free,
most people don't know how to "optimize" their websites...
so they should invest in a true SEO expert that knows how.
Beware though, because there are a ton of services out there
that don't deliver what they promise! Tonight Kelly will
touch on what to look for in an SEO service.
Search Engine Marketing (SEM) is the act of marketing a
website using Google Adwords, banner ads, or other means.
This is usually a paid function. Google charges you every
time someone clicks on your ads in Adwords, for example.
Unless you're an Adwords expert, it's always best to have
a true expert handle your Adwords account as well. Any
money invested in Adwords services is returned many times
over in higher conversion rates!
And then there are the Local Business listings, which have
been around for close to 2 years. Interestingly, they have
actually pushed down the organic results farther down the
left side of the page. In my opinion this hurts the value
of organic listings somewhat, since they require scrolling
down the page in most cases. Soon I'll discuss more about
Local Business listings, which are an emerging force.
So...which should you do? You know my answer:
ALL OF IT!
Your website needs to be EVERYWHERE...and it can be with
the right help. My dental websites have 1st page listings
on the organic side, the Adwords side, AND in the Local
Business listings! I didn't do it all myself. I have
expert help.
If anyy of this is still fuzzy, you really should join us
tonight. Kelly will break it all down for you in much
more detail.
All my best,
Chris
PS: Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cVDDmcWyFhxOT&b=_Ej3K8haI7TMcfHQyifjFw
Dr. Chris Bowman
Dental Insiders Alliance
Mar 31, 2009
Mar 30, 2009
LAST CALL for "Get New Patients NOW With Google" Webinar...
Below is a copy of the message I sent you on Friday,
just in case you missed it. If you have ANY interest
at all in getting new patients from the internet, and
more specifically Google, then you must read on.
If you're ready to register now:
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
---------------------------------------------------------------
[Copy of Friday's message]
My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords. Yes, just Google.
Of course I have multiple streams of new patients
coming in from all directions. You don't EVER want
just one method of acquiring new patients.
But Google Adwords is #1...by a WIDE margin.
Here's the kicker. It's also my highest Return On Investment
external source of new patients!
If you're not familiar with Google Adwords, it's the
"pay per click" half of Google's dominant search engine.
You can actually bid on your placement on Google's search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.
It's as if they were to open up the internet "phone book",
go to "Dentists", and your ad would JUMP out at them.
Well, it's a little more complicated than that. But you
can literally get new patients the very day you begin your
Google Adwords marketing...IF you know what you're doing.
On the other hand, there are several important things
you need to know before investing in your Adwords account.
GOOD NEWS! I'm hosting a free "internet seminar" (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry. And you're invited. Here's the info:
*************************************************************
Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.
Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet. And Google alone accounts for 71% of ALL search
engine clicks. Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!
Kelly has been operating my Google Adwords account for close
to 4 years. Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin. It's also my highest return marketing method!
Note: Yes, the "organic" listings on the left side of Google
are free...but it often takes a long time and/or a big ongoing
investment in "SEO" to achieve top 10 results. Then Google
changes the rules! Plus, the local search results have pushed
organic results further down the page. Adwords gives you
predictable results at a predictable cost.
If you want more new patients, you can't afford to miss this
webinar. Register now.
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
After registering you will receive a confirmation email
containing information about joining the Webinar.
Space is limited to the first 50 doctors, and we currently
have 34 registered.
All my best,
Chris
PS: If you haven't started marketing on the internet yet,
you can't afford to miss this webinar! Scroll up to the link
and register.
PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan. Even if you're
using Adwords, you'll want to make sure your account is being
handled properly. Kelly is a wealth of information!
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
just in case you missed it. If you have ANY interest
at all in getting new patients from the internet, and
more specifically Google, then you must read on.
If you're ready to register now:
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
---------------------------------------------------------------
[Copy of Friday's message]
My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords. Yes, just Google.
Of course I have multiple streams of new patients
coming in from all directions. You don't EVER want
just one method of acquiring new patients.
But Google Adwords is #1...by a WIDE margin.
Here's the kicker. It's also my highest Return On Investment
external source of new patients!
If you're not familiar with Google Adwords, it's the
"pay per click" half of Google's dominant search engine.
You can actually bid on your placement on Google's search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.
It's as if they were to open up the internet "phone book",
go to "Dentists", and your ad would JUMP out at them.
Well, it's a little more complicated than that. But you
can literally get new patients the very day you begin your
Google Adwords marketing...IF you know what you're doing.
On the other hand, there are several important things
you need to know before investing in your Adwords account.
GOOD NEWS! I'm hosting a free "internet seminar" (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry. And you're invited. Here's the info:
*************************************************************
Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.
Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet. And Google alone accounts for 71% of ALL search
engine clicks. Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!
Kelly has been operating my Google Adwords account for close
to 4 years. Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin. It's also my highest return marketing method!
Note: Yes, the "organic" listings on the left side of Google
are free...but it often takes a long time and/or a big ongoing
investment in "SEO" to achieve top 10 results. Then Google
changes the rules! Plus, the local search results have pushed
organic results further down the page. Adwords gives you
predictable results at a predictable cost.
If you want more new patients, you can't afford to miss this
webinar. Register now.
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
After registering you will receive a confirmation email
containing information about joining the Webinar.
Space is limited to the first 50 doctors, and we currently
have 34 registered.
All my best,
Chris
PS: If you haven't started marketing on the internet yet,
you can't afford to miss this webinar! Scroll up to the link
and register.
PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan. Even if you're
using Adwords, you'll want to make sure your account is being
handled properly. Kelly is a wealth of information!
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)
Mar 27, 2009
Get More New Patients NOW with Google!
Yesterday's message was long...today's is short.
I'll get right to the point.
My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords. Yes, just Google.
Of course I have multiple streams of new patients
coming in from all directions. You don't EVER want
just one method of acquiring new patients.
But Google Adwords is #1...by a WIDE margin.
Here's the kicker. It's also my highest ROI external
source of new patients!
If you're not familiar with Google Adwords, it's the
"pay per click" half of Google's dominant search engine.
You can actually bid on your placement on Google's search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.
It's as if they were to open up the internet "phone book",
go to "Dentists", and your ad would JUMP out at them.
Well, it's a little more complicated than that. But you
can literally get new patients the very day you begin your
Google Adwords marketing...IF you know what you're doing.
On the other hand, there are several important things
you need to know before investing in your Adwords account.
GOOD NEWS! I'm hosting a free "internet seminar" (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry. And you're invited. Here's the info:
*************************************************************
Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.
Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet. And Google alone accounts for 71% of ALL search
engine clicks. Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!
Kelly has been operating my Google Adwords account for close
to 4 years. Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin. It's also my highest ROI marketing method!
If you want more new patients, you can't afford to miss this
webinar. Register now.
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 PM - 10:00 PM EDT
After registering you will receive a confirmation email
containing information about joining the Webinar.
Space is limited.
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ
All my best,
Chris
PS: If you haven't started marketing on the internet yet,
you can't afford to miss this webinar! Scroll up to the link
and register.
PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan. Even if you're
using Adwords, you'll want to make sure your account is being
handled properly. Kelly is a wealth of information!
Dr. Chris Bowman
Dental Insiders Alliance
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ
I'll get right to the point.
My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords. Yes, just Google.
Of course I have multiple streams of new patients
coming in from all directions. You don't EVER want
just one method of acquiring new patients.
But Google Adwords is #1...by a WIDE margin.
Here's the kicker. It's also my highest ROI external
source of new patients!
If you're not familiar with Google Adwords, it's the
"pay per click" half of Google's dominant search engine.
You can actually bid on your placement on Google's search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.
It's as if they were to open up the internet "phone book",
go to "Dentists", and your ad would JUMP out at them.
Well, it's a little more complicated than that. But you
can literally get new patients the very day you begin your
Google Adwords marketing...IF you know what you're doing.
On the other hand, there are several important things
you need to know before investing in your Adwords account.
GOOD NEWS! I'm hosting a free "internet seminar" (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry. And you're invited. Here's the info:
*************************************************************
Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.
Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet. And Google alone accounts for 71% of ALL search
engine clicks. Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!
Kelly has been operating my Google Adwords account for close
to 4 years. Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin. It's also my highest ROI marketing method!
If you want more new patients, you can't afford to miss this
webinar. Register now.
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 PM - 10:00 PM EDT
After registering you will receive a confirmation email
containing information about joining the Webinar.
Space is limited.
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ
All my best,
Chris
PS: If you haven't started marketing on the internet yet,
you can't afford to miss this webinar! Scroll up to the link
and register.
PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan. Even if you're
using Adwords, you'll want to make sure your account is being
handled properly. Kelly is a wealth of information!
Dr. Chris Bowman
Dental Insiders Alliance
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ
Mar 26, 2009
Your biggest concerns revealed...and handled...
OK, here we go. I promised a while back that I
would begin to reveal YOUR top concerns about your
practice, taken from the responses to that question
I posed to you:
What's THE biggest concern you have about your practice?
I also promised that I would break down each one of
these and propose solutions for you. Today marks the
start of this journey. But first, a preliminary note.
IMPORTANT: It's one thing to identify your concerns,
your problems, your roadblocks to achieving success
at higher levels. However...
It's another to find, to discover, to peel away the
layers of the SOLUTIONS that solve those issues. However...
It's yet another to IMPLEMENT those solutions in your
business, to defy the inherent fear that impedes progress,
to overcome the procrastination and hesitation that can
defeat you and your team. Now THAT'S the BIG idea!
Don't worry if it makes you uncomfortable...that's natural.
Just accept this challenge from me to fight through all the
obstacles that are appearing on your path. And don't think
for a minute that you need to take all this on by yourself.
In fact, you probably shouldn't.
Think about it for a minute. Even the BEST have people
that help them reach and maintain their positions at the
top of their game. Thought leaders, mentors, coaches that
assist and give frank analysis along with sage advice.
And when even the best feel they can "go it alone", and
disconnect from their guides, they falter. They lose ground
to their competition. They fail to realize their full
potential.
My point: Keep on being a "seeker" of the answers you need
not only for your practice, but also in your life. It's made
all the difference in my life...it'll do the same in yours!
Now...back to the topic.
BIGGEST CONCERN #1: More New Patients!
Surprised? Didn't think so. More business owners feel that
the best solution to their problems is more new clients,
customers, patients. Sometimes they're right, but often
they're not.
If you don't believe me, go back and read the last two
or three messages I've sent you. You can find them at
www.DentalInsiders.com/diablog
Trusting that you'll address the issues outlined there
(which I'll also assist you with over time), I'll move
on to more new patients.
I'm not going to jump right in with tactics and strategies
yet, because I need to set the table with a broader concept.
That is, the need for you to establish in your practice a
CULTURE OF PATIENT ATTRACTION
What's that? Consider it to be the THEME of your practice.
It's the theme of mine...a copyright protected term...
but you can in essence have it too.
Everything in your practice -- I mean everything -- must be
designed with the intent of contributing to the ATTRACTION
of patients to your practice. New and existing and departed.
Patients that feel attracted to your practice WANT to be there.
They WANT you to be their dentist. This contrasts greatly
with "asking" people to be patients, or worse begging and
pleading.
So you want to develop an environment and culture in your
practice that makes it attractive, desirable, THE choice...
for the RIGHT people you want as patients.
That's it. I'm going to let that sink in a bit. On Friday
I'll touch base with you again and reveal my LEADING external
strategy for attracting patients in my practice.
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction
PS: Have you joined Dental Insiders Alliance yet? If not,
you're missing out on the biggest giveaway I've ever put
together. I'm pulling it off the table in early April, so
go here now to find out more:
www.DentalInsiders.com/patientattraction
would begin to reveal YOUR top concerns about your
practice, taken from the responses to that question
I posed to you:
What's THE biggest concern you have about your practice?
I also promised that I would break down each one of
these and propose solutions for you. Today marks the
start of this journey. But first, a preliminary note.
IMPORTANT: It's one thing to identify your concerns,
your problems, your roadblocks to achieving success
at higher levels. However...
It's another to find, to discover, to peel away the
layers of the SOLUTIONS that solve those issues. However...
It's yet another to IMPLEMENT those solutions in your
business, to defy the inherent fear that impedes progress,
to overcome the procrastination and hesitation that can
defeat you and your team. Now THAT'S the BIG idea!
Don't worry if it makes you uncomfortable...that's natural.
Just accept this challenge from me to fight through all the
obstacles that are appearing on your path. And don't think
for a minute that you need to take all this on by yourself.
In fact, you probably shouldn't.
Think about it for a minute. Even the BEST have people
that help them reach and maintain their positions at the
top of their game. Thought leaders, mentors, coaches that
assist and give frank analysis along with sage advice.
And when even the best feel they can "go it alone", and
disconnect from their guides, they falter. They lose ground
to their competition. They fail to realize their full
potential.
My point: Keep on being a "seeker" of the answers you need
not only for your practice, but also in your life. It's made
all the difference in my life...it'll do the same in yours!
Now...back to the topic.
BIGGEST CONCERN #1: More New Patients!
Surprised? Didn't think so. More business owners feel that
the best solution to their problems is more new clients,
customers, patients. Sometimes they're right, but often
they're not.
If you don't believe me, go back and read the last two
or three messages I've sent you. You can find them at
www.DentalInsiders.com/diablog
Trusting that you'll address the issues outlined there
(which I'll also assist you with over time), I'll move
on to more new patients.
I'm not going to jump right in with tactics and strategies
yet, because I need to set the table with a broader concept.
That is, the need for you to establish in your practice a
CULTURE OF PATIENT ATTRACTION
What's that? Consider it to be the THEME of your practice.
It's the theme of mine...a copyright protected term...
but you can in essence have it too.
Everything in your practice -- I mean everything -- must be
designed with the intent of contributing to the ATTRACTION
of patients to your practice. New and existing and departed.
Patients that feel attracted to your practice WANT to be there.
They WANT you to be their dentist. This contrasts greatly
with "asking" people to be patients, or worse begging and
pleading.
So you want to develop an environment and culture in your
practice that makes it attractive, desirable, THE choice...
for the RIGHT people you want as patients.
That's it. I'm going to let that sink in a bit. On Friday
I'll touch base with you again and reveal my LEADING external
strategy for attracting patients in my practice.
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction
PS: Have you joined Dental Insiders Alliance yet? If not,
you're missing out on the biggest giveaway I've ever put
together. I'm pulling it off the table in early April, so
go here now to find out more:
www.DentalInsiders.com/patientattraction
Mar 12, 2009
Finding the holes in your bucket
Finding the holes in your bucket! But first...
****************************************************************
Despite all the bad news and more bad news out there today,
this is a wonderful time of year, for two reasons.
First, it's starting to get warmer here in Charlotte, even
though we're in for about a week of chilly rainy weather. I'll
probably have to cancel Kenan's soccer practice and 1st game
this weekend...but I can smell the warm weather coming.
Second, it's "March Madness" time...college basketball
tournaments...oh yeah! Being a Univ. of North Carolina double
alumnus and lifelong Tar Heel fan, I'm hopeful that the Heels
can bring home another championship. I realize that you may
not be a college basketball fan...and/or you can't stand UNC...
but that's fine with me. Take from it what you will and enjoy
the tourney if it's your thing. Regardless of outcome (except
of course if Duke wins), I always appreciate the competition.
****************************************************************
OK, back to finding the holes in your bucket. What I'm talking
about is the concept of how you LOSE patients. New patients,
existing patients... any patients who were once yours but now
have gone away. Note that I said gone AWAY... not necessarily
to another dentist!
What processes, protocols, or lack thereof in your practice
cause potential or active patients to not want to return.
Or, what is it that makes them so indifferent about your practice
that they aren't motivated to come back. When patients don't
stay attached regularly to your practice, it could be either
or both of the above.
Now you may be saying, "Dadgummit Chris, I thought you were
going to show me how to BUILD my practice, how to add more
new patients, how to get more referrals, etc. etc. etc."
Well, you know I do that. But the thing is,
If You're Pouring Patients Into A Bucket Full Of Holes,
You're Gonna Have A Leaky Mess On Your Hands!
And, when you reach into that bucket, there's not going
to be nearly as much as you thought there would be inside.
Finding, and then plugging, the holes in your bucket is
actually one of THE keys to growing your practice.
In the interest of brevity, let's look at a list of what
could be either keeping patients away, or failing to inspire
them to stay connected. Keep in mind that this is NEVER a
complete list... but these are some of the biggies.
- Failure to strengthen your relationship with patients
- Failure to stay in touch with patients over time
- Lack of a consistent recall system
- Lack of a consistent overdue recall system
- Failure to follow up with new patient leads
- Failure to follow up with unconverted patients
- Poor to mediocre phone closing skills
- Poor to mediocre case closing skills
- Weak verbal skills in ANY aspect of communication
- Weak "customer service"
- Inflexible financial arrangements, or lack of enough options
- Inflexible scheduling protocols
There are certainly more, but I'll stop there. These are the
things that make your marketing much more expensive... they
KILL your return on investment.
Fix these things, and you can double or triple the effectiveness
of your marketing without spending a dime extra! Plus you'll
retain more potential referral sources that can drive your
revenues through the roof.
So, while you do certainly want to focus on acquiring more
new patients, you'll want to make absolutely sure you're
not pouring them into a leaky bucket full of holes!
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction
****************************************************************
Despite all the bad news and more bad news out there today,
this is a wonderful time of year, for two reasons.
First, it's starting to get warmer here in Charlotte, even
though we're in for about a week of chilly rainy weather. I'll
probably have to cancel Kenan's soccer practice and 1st game
this weekend...but I can smell the warm weather coming.
Second, it's "March Madness" time...college basketball
tournaments...oh yeah! Being a Univ. of North Carolina double
alumnus and lifelong Tar Heel fan, I'm hopeful that the Heels
can bring home another championship. I realize that you may
not be a college basketball fan...and/or you can't stand UNC...
but that's fine with me. Take from it what you will and enjoy
the tourney if it's your thing. Regardless of outcome (except
of course if Duke wins), I always appreciate the competition.
****************************************************************
OK, back to finding the holes in your bucket. What I'm talking
about is the concept of how you LOSE patients. New patients,
existing patients... any patients who were once yours but now
have gone away. Note that I said gone AWAY... not necessarily
to another dentist!
What processes, protocols, or lack thereof in your practice
cause potential or active patients to not want to return.
Or, what is it that makes them so indifferent about your practice
that they aren't motivated to come back. When patients don't
stay attached regularly to your practice, it could be either
or both of the above.
Now you may be saying, "Dadgummit Chris, I thought you were
going to show me how to BUILD my practice, how to add more
new patients, how to get more referrals, etc. etc. etc."
Well, you know I do that. But the thing is,
If You're Pouring Patients Into A Bucket Full Of Holes,
You're Gonna Have A Leaky Mess On Your Hands!
And, when you reach into that bucket, there's not going
to be nearly as much as you thought there would be inside.
Finding, and then plugging, the holes in your bucket is
actually one of THE keys to growing your practice.
In the interest of brevity, let's look at a list of what
could be either keeping patients away, or failing to inspire
them to stay connected. Keep in mind that this is NEVER a
complete list... but these are some of the biggies.
- Failure to strengthen your relationship with patients
- Failure to stay in touch with patients over time
- Lack of a consistent recall system
- Lack of a consistent overdue recall system
- Failure to follow up with new patient leads
- Failure to follow up with unconverted patients
- Poor to mediocre phone closing skills
- Poor to mediocre case closing skills
- Weak verbal skills in ANY aspect of communication
- Weak "customer service"
- Inflexible financial arrangements, or lack of enough options
- Inflexible scheduling protocols
There are certainly more, but I'll stop there. These are the
things that make your marketing much more expensive... they
KILL your return on investment.
Fix these things, and you can double or triple the effectiveness
of your marketing without spending a dime extra! Plus you'll
retain more potential referral sources that can drive your
revenues through the roof.
So, while you do certainly want to focus on acquiring more
new patients, you'll want to make absolutely sure you're
not pouring them into a leaky bucket full of holes!
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction
Mar 6, 2009
Are you stepping over dollars to pick up pennies?
This is a l-o-n-g but important post... don't skim it!
First, a few important notes, then on to today's message.
NOTE #1: Today's the last day to let me know what your TOP CONCERN is about your dental practice today. Go to:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1gptEUX3RFhxOT&b=8v9Ez7YE5yogAD0VtSQyVQ
and enter your reply to this critical question. I'll tailor
future messages to the exact topics that you raise!
NOTE #2: I just returned from an AWESOME two days in Baltimore
with my Millionaire Mastermind group, led by Glazer-Kennedy Inner
Circle president Bill Glazer. Bill bought Dan Kennedy's business
5 years ago and has grown it by over 1200% (yes, that's 12x)! I'm
the only dentist in the room, surrounded by 18 top business and
entrepreneurial minds from 16 different business sectors. These
are "heavy hitters". We estimated the total ANNUAL revenues of
businesses represented in the room at over $56 million!
Let me tell you, NOTHING will help you grow your business faster
than a true mastermind meeting, provided it's led by the right
business coach to facilitate keeping idea flow on the right track.
My mind is literally bursting with dozens of new ideas to implement
in my practice. Most, of course, are adapted from OUTSIDE of the
dental profession, through the mastermind and numerous other means.
While much of what we share in that room is confidential, I will
continuously be providing new strategies for you... based partly on
what I bring home from these meetings, and from my own analysis
of what's new AND working in dental practice marketing and business. Simply put, there is no one in dentistry with "ear to the ground" and "antennae in the air" more so than yours truly.
NOTE #3: OK, this is a request for a favor. If you're benefiting
from the information I provide, PLEASE HELP YOUR COLLEAGUES by
recommending that they join this E-Alert network. Have them
go to www.DentalInsiders.com to subscribe for *free*.
Or if they want to take advantage of my BEST new member offer EVER, they can go to www.DentalInsiders.com/patientattraction to join Dental Insiders Alliance as a Preferred member. I'm giving away
over $2378.00 in content at that webpage only to the next 23 doctors who join! I started with 57 "Patient Attraction Collection"
packages, but I have only 23 remaining. Once they're gone,
they're gone.
Just forward this message to 2 or 3 colleagues that come to mind.
They'll no doubt thank you for it... and I thank you too!
*****************************************************************
Today: Are you stepping over DOLLARS to pick up PENNIES?
Lately I've been imploring you to "get going" and make the moves
you need to make to grow your practice in these challenging
economic times. Today I want to caution you against a behavior
that tends to rear its ugly head during economic downturns. This
behavior can crush the morale of your patients and your team at
a time when you most need them to be "raving fans".
I was prompted to share this with you after reading about Irish
discount airline Ryanair. This week the CEO of Ryanair announced
that he intends to install PAY TOILETS in their fleet of planes!
This is not a joke. With an estimated charge of $1.40 per use,
Ryanair estimates annual revenues from this "pay to go" policy
to be about $21 million annually.
My opinion, in a word: stupid. Yes, $21 million sounds like a
lot of money, but Ryanair's fiscal year 2008 revenue was over
2.7 BILLION Euros (about $3 Billion), with an estimated profit
of 481 Million Euros (over $500 Million)!! By the way, passenger
flow was estimated at 50.9 Million seats for the same period.
Hopefully you're thinking what I'm thinking: what in the world
are THEY thinking? $21 Million is a drop in the bucket for a
business this size... not to mention the bad press and NEGATIVE
CUSTOMER SENTIMENT they're already getting from such a move.
Add in the costs of installing "toll booth" doors on their lavs,
and you've got a financial and PR disaster on your hands.
Hey Ryanair... want more revenue? Raise your fares on your 50.9
million seats sold (and growing, oddly enough) by just one euro,
and you'll more than DOUBLE your estimated "pay to go" revenues
~FOR NO COST~ to your airline. And no one will notice!
Hello... anyone home??
Now, let's apply this to your practice. It's time to closely
evaluate your policies and protocols related to your fees and
financial options, for example. Are you "nickel and diming"
your patients, when you should be focusing on the bigger picture?
It's an all-too-easy trap to fall into when economic conditions
worsen and business owners look to "cut costs". But it's often
a BAD IDEA because of what it costs in terms of headaches and
customers' (translated, patients') lowered satisfaction levels.
Here are some things to look out for:
- Charging for every little x-ray, and other piddly things
- Reducing prepayment savings if paying with a credit card
(my biggest business pet peeve...have you EVER had a clerk
at any retail store reduce your % off when you pull out
your Visa card?!)
- Adding annoying itemized charges to a patient's bill, instead
of bundling services into one simple fee
- Limiting the scheduling of certain procedures to only certain
times of the day
- Only allowing new patients to enter your practice through either
the doctor's side, or through hygiene, but not both
- Not allowing patients to make monthly payments through automatic
bank draft (with sufficient up front payment required)
- Cutting back on marketing and special offers for new patients
- Not sending monthly patient newsletters because of "the expense"
(the return from this is among the highest around if done right!)
- and on and on and on...
I imagine by now you've got the picture. If your services are
excellent, and your fees are positioned properly, AND your team's
communication skills are good, you will benefit far more from
"giving in on the little things" in return for capitalizing on
the BIG things!
What's more, focusing on this now, while everyone around you in
business is "cutting back", will position your practice better
than ever before. Your patients will appreciate this, and they'll
tell others about it too... especially if you ASK them to!
All my best,
Chris
PS: Remember to SPREAD THE WORD about this E-Alert network
(www.DentalInsiders.com); and the most amazing "Patient
Attraction Collection" offer you'll ever see (found at
www.dentalInsiders.com/patientattraction). Thanks a BUNCH!
Dr. Chris Bowman
Dental Insiders Alliance
First, a few important notes, then on to today's message.
NOTE #1: Today's the last day to let me know what your TOP CONCERN is about your dental practice today. Go to:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1gptEUX3RFhxOT&b=8v9Ez7YE5yogAD0VtSQyVQ
and enter your reply to this critical question. I'll tailor
future messages to the exact topics that you raise!
NOTE #2: I just returned from an AWESOME two days in Baltimore
with my Millionaire Mastermind group, led by Glazer-Kennedy Inner
Circle president Bill Glazer. Bill bought Dan Kennedy's business
5 years ago and has grown it by over 1200% (yes, that's 12x)! I'm
the only dentist in the room, surrounded by 18 top business and
entrepreneurial minds from 16 different business sectors. These
are "heavy hitters". We estimated the total ANNUAL revenues of
businesses represented in the room at over $56 million!
Let me tell you, NOTHING will help you grow your business faster
than a true mastermind meeting, provided it's led by the right
business coach to facilitate keeping idea flow on the right track.
My mind is literally bursting with dozens of new ideas to implement
in my practice. Most, of course, are adapted from OUTSIDE of the
dental profession, through the mastermind and numerous other means.
While much of what we share in that room is confidential, I will
continuously be providing new strategies for you... based partly on
what I bring home from these meetings, and from my own analysis
of what's new AND working in dental practice marketing and business. Simply put, there is no one in dentistry with "ear to the ground" and "antennae in the air" more so than yours truly.
NOTE #3: OK, this is a request for a favor. If you're benefiting
from the information I provide, PLEASE HELP YOUR COLLEAGUES by
recommending that they join this E-Alert network. Have them
go to www.DentalInsiders.com to subscribe for *free*.
Or if they want to take advantage of my BEST new member offer EVER, they can go to www.DentalInsiders.com/patientattraction to join Dental Insiders Alliance as a Preferred member. I'm giving away
over $2378.00 in content at that webpage only to the next 23 doctors who join! I started with 57 "Patient Attraction Collection"
packages, but I have only 23 remaining. Once they're gone,
they're gone.
Just forward this message to 2 or 3 colleagues that come to mind.
They'll no doubt thank you for it... and I thank you too!
*****************************************************************
Today: Are you stepping over DOLLARS to pick up PENNIES?
Lately I've been imploring you to "get going" and make the moves
you need to make to grow your practice in these challenging
economic times. Today I want to caution you against a behavior
that tends to rear its ugly head during economic downturns. This
behavior can crush the morale of your patients and your team at
a time when you most need them to be "raving fans".
I was prompted to share this with you after reading about Irish
discount airline Ryanair. This week the CEO of Ryanair announced
that he intends to install PAY TOILETS in their fleet of planes!
This is not a joke. With an estimated charge of $1.40 per use,
Ryanair estimates annual revenues from this "pay to go" policy
to be about $21 million annually.
My opinion, in a word: stupid. Yes, $21 million sounds like a
lot of money, but Ryanair's fiscal year 2008 revenue was over
2.7 BILLION Euros (about $3 Billion), with an estimated profit
of 481 Million Euros (over $500 Million)!! By the way, passenger
flow was estimated at 50.9 Million seats for the same period.
Hopefully you're thinking what I'm thinking: what in the world
are THEY thinking? $21 Million is a drop in the bucket for a
business this size... not to mention the bad press and NEGATIVE
CUSTOMER SENTIMENT they're already getting from such a move.
Add in the costs of installing "toll booth" doors on their lavs,
and you've got a financial and PR disaster on your hands.
Hey Ryanair... want more revenue? Raise your fares on your 50.9
million seats sold (and growing, oddly enough) by just one euro,
and you'll more than DOUBLE your estimated "pay to go" revenues
~FOR NO COST~ to your airline. And no one will notice!
Hello... anyone home??
Now, let's apply this to your practice. It's time to closely
evaluate your policies and protocols related to your fees and
financial options, for example. Are you "nickel and diming"
your patients, when you should be focusing on the bigger picture?
It's an all-too-easy trap to fall into when economic conditions
worsen and business owners look to "cut costs". But it's often
a BAD IDEA because of what it costs in terms of headaches and
customers' (translated, patients') lowered satisfaction levels.
Here are some things to look out for:
- Charging for every little x-ray, and other piddly things
- Reducing prepayment savings if paying with a credit card
(my biggest business pet peeve...have you EVER had a clerk
at any retail store reduce your % off when you pull out
your Visa card?!)
- Adding annoying itemized charges to a patient's bill, instead
of bundling services into one simple fee
- Limiting the scheduling of certain procedures to only certain
times of the day
- Only allowing new patients to enter your practice through either
the doctor's side, or through hygiene, but not both
- Not allowing patients to make monthly payments through automatic
bank draft (with sufficient up front payment required)
- Cutting back on marketing and special offers for new patients
- Not sending monthly patient newsletters because of "the expense"
(the return from this is among the highest around if done right!)
- and on and on and on...
I imagine by now you've got the picture. If your services are
excellent, and your fees are positioned properly, AND your team's
communication skills are good, you will benefit far more from
"giving in on the little things" in return for capitalizing on
the BIG things!
What's more, focusing on this now, while everyone around you in
business is "cutting back", will position your practice better
than ever before. Your patients will appreciate this, and they'll
tell others about it too... especially if you ASK them to!
All my best,
Chris
PS: Remember to SPREAD THE WORD about this E-Alert network
(www.DentalInsiders.com); and the most amazing "Patient
Attraction Collection" offer you'll ever see (found at
www.dentalInsiders.com/patientattraction). Thanks a BUNCH!
Dr. Chris Bowman
Dental Insiders Alliance
Mar 2, 2009
More detail on "whatever it takes"...
[Note: I'm getting some great replies to my question
that I posed to you in the last message. To see the
question again and share your answer, go here:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cfyii02ZFhxOT&b=qAnw2kRb81MQqQkiUKLLXw
I'm extending the deadline for replies to this Friday,
March 6. Then I'm going to reveal the answers that
you all gave, and break them down one by one in my
subsequent messages to you Don't delay... answer now!]
Well, the past 24 hours have been very interesting in
the Bowman household. We've had a very unusual March
snowstorm, and we lost power overnight and into this
morning! Not normal for Charlotte.
Needless to say, we get crippled by snow down here, and
my day at the office is canceled. But at least I got to
get outside with the kids and play in the snow... that is
until little Olivia (2 y.o.) started freaking out when
her hands got cold. Didn't quite finish the snowman.
OK... back to business...
More detail on "whatever it takes":
Last time I left you with the charge to "get going" on
that thing or those things that you've been holding back
on, and thus they are likely holding you back.
Today I want to expand on that thought with a couple of
guiding principles and a BIG TIP. If this doesn't get
your creative juices flowing, have someone nearby check
your pulse.
First, a friend of mine recently pointed out an extremely
important fact about recessions and economic downturns.
It's that "spending doesn't just 'stop' during economic
downturns. People are more selective, and they work harder
at getting value for their money -- but they're still spending."
"So you want to make sure you're out there where they can
see you, and that you offer a superior value to them."
(Yanik Silver)
That's HUGE! On Saturday night Elizabeth and I had a date
night, and we went to dinner at a great local restaurant.
It was PACKED. All day I noticed that no parking lots were
empty anywhere. Not all full, but none barren.
There IS money being spent out there, folks. Not as much,
though, and it's saved for those who motivate, inspire, and
attract it the most. But how do "us dentists" do that, when
dentistry is not necessarily at the top of everyone's lists
of "favorite things to do"? Keep reading...
Second -- and here's the BIG TIP -- focus NOT on elective,
wants-based services, but on NEEDS-BASED services at this time!
This speaks to Yanik's second paragraph. You want to position
yourself and your practice so that you become the "obvious
choice" when people need you to fix their problems.
I know it's not as "sexy" to market problem-fixing dentistry
as it is to market gorgeous cosmetic smile makeovers. But
the stubborn fact is that when economic selectivity goes up,
elective procedures go down. Ask any cosmetic plastic surgeon!
What am I focusing on right now? In no particular order,
sedation dentistry, sleep apnea solutions, periodontal disease
recognition and treatment (and it's connection with systemic
diseases), and solutions for broken and missing teeth, including
implants. Oh, oral cancer detection too.
Does your current marketing mix EMPHASIZE these solutions?
Just having them on a laundry list of the "things you do" is
NEVER good enough. In fact, it's best to focus on only ONE
of these per marketing piece or campaign. Then you'll be
recognized as THE choice for THAT problem.
Now I realize I'm speaking mostly here about marketing to
prospective new patients. Or am I?? No, this too applies
to your existing patients! If you haven't started on that
monthly newsletter, what are you waiting for? And if you're
wondering what to write about... well, you can start with
one of those topics two paragraphs above this one.
OK, you've got the point. Now, third, another guiding principle:
Outproduce your future tax liability!
Yes, I'm ticked off to no end about what's happening in
Washington too. Yes, I'm concerned about where the markets
are heading (Dow down 250 today at time of writing). Yes,
I'm concerned that we may not be "turning the corner" for
quite some time AS A NATION. That's "THE economy", though,
and there's not much you can do about any of that.
However, you can and do control "YOUR economy"! Your practice,
that is. You can make all the difference you need to succeed
wildly, and you can do it NOW. No need to wait for "things to
get better"... why give so much power to external forces?
Step up to the helm, grab the wheel, and steer your practice
in the direction of success! Even in stormy weather, with
the right navigation, the proper plan, and a good crew, you
WILL get to your intended destination. All ahead FULL!
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
PS: If you haven't joined Dental Insiders Alliance yet, this
may be the best time ever to do so. I'll help guide you to
more fertile ground through application of the innovative
concepts, strategies, and ideas I share with my members.
Right now I'm sharing my Patient Attraction Collection with
new Dental Insiders Alliance members that join now. Curious?
Go here: www.DentalInsiders.com/patientattraction
that I posed to you in the last message. To see the
question again and share your answer, go here:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cfyii02ZFhxOT&b=qAnw2kRb81MQqQkiUKLLXw
I'm extending the deadline for replies to this Friday,
March 6. Then I'm going to reveal the answers that
you all gave, and break them down one by one in my
subsequent messages to you Don't delay... answer now!]
Well, the past 24 hours have been very interesting in
the Bowman household. We've had a very unusual March
snowstorm, and we lost power overnight and into this
morning! Not normal for Charlotte.
Needless to say, we get crippled by snow down here, and
my day at the office is canceled. But at least I got to
get outside with the kids and play in the snow... that is
until little Olivia (2 y.o.) started freaking out when
her hands got cold. Didn't quite finish the snowman.
OK... back to business...
More detail on "whatever it takes":
Last time I left you with the charge to "get going" on
that thing or those things that you've been holding back
on, and thus they are likely holding you back.
Today I want to expand on that thought with a couple of
guiding principles and a BIG TIP. If this doesn't get
your creative juices flowing, have someone nearby check
your pulse.
First, a friend of mine recently pointed out an extremely
important fact about recessions and economic downturns.
It's that "spending doesn't just 'stop' during economic
downturns. People are more selective, and they work harder
at getting value for their money -- but they're still spending."
"So you want to make sure you're out there where they can
see you, and that you offer a superior value to them."
(Yanik Silver)
That's HUGE! On Saturday night Elizabeth and I had a date
night, and we went to dinner at a great local restaurant.
It was PACKED. All day I noticed that no parking lots were
empty anywhere. Not all full, but none barren.
There IS money being spent out there, folks. Not as much,
though, and it's saved for those who motivate, inspire, and
attract it the most. But how do "us dentists" do that, when
dentistry is not necessarily at the top of everyone's lists
of "favorite things to do"? Keep reading...
Second -- and here's the BIG TIP -- focus NOT on elective,
wants-based services, but on NEEDS-BASED services at this time!
This speaks to Yanik's second paragraph. You want to position
yourself and your practice so that you become the "obvious
choice" when people need you to fix their problems.
I know it's not as "sexy" to market problem-fixing dentistry
as it is to market gorgeous cosmetic smile makeovers. But
the stubborn fact is that when economic selectivity goes up,
elective procedures go down. Ask any cosmetic plastic surgeon!
What am I focusing on right now? In no particular order,
sedation dentistry, sleep apnea solutions, periodontal disease
recognition and treatment (and it's connection with systemic
diseases), and solutions for broken and missing teeth, including
implants. Oh, oral cancer detection too.
Does your current marketing mix EMPHASIZE these solutions?
Just having them on a laundry list of the "things you do" is
NEVER good enough. In fact, it's best to focus on only ONE
of these per marketing piece or campaign. Then you'll be
recognized as THE choice for THAT problem.
Now I realize I'm speaking mostly here about marketing to
prospective new patients. Or am I?? No, this too applies
to your existing patients! If you haven't started on that
monthly newsletter, what are you waiting for? And if you're
wondering what to write about... well, you can start with
one of those topics two paragraphs above this one.
OK, you've got the point. Now, third, another guiding principle:
Outproduce your future tax liability!
Yes, I'm ticked off to no end about what's happening in
Washington too. Yes, I'm concerned about where the markets
are heading (Dow down 250 today at time of writing). Yes,
I'm concerned that we may not be "turning the corner" for
quite some time AS A NATION. That's "THE economy", though,
and there's not much you can do about any of that.
However, you can and do control "YOUR economy"! Your practice,
that is. You can make all the difference you need to succeed
wildly, and you can do it NOW. No need to wait for "things to
get better"... why give so much power to external forces?
Step up to the helm, grab the wheel, and steer your practice
in the direction of success! Even in stormy weather, with
the right navigation, the proper plan, and a good crew, you
WILL get to your intended destination. All ahead FULL!
All my best,
Chris
Dr. Chris Bowman
Dental Insiders Alliance
PS: If you haven't joined Dental Insiders Alliance yet, this
may be the best time ever to do so. I'll help guide you to
more fertile ground through application of the innovative
concepts, strategies, and ideas I share with my members.
Right now I'm sharing my Patient Attraction Collection with
new Dental Insiders Alliance members that join now. Curious?
Go here: www.DentalInsiders.com/patientattraction
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