Your absolute most valuable asset...and....

OK, it's Monday..."time to make the donuts!"

Your Absolute Most Valuable Asset...and...
What To Do With It!

Lately I've gotten an increasing number of messages from dentists
around the US and Canada, asking me what THE most effective thing
is that they can do to close out 2009 strong. No doubt, many
dentists are suffering poor growth, or even a decline in business
this year. They want answers...they NEED answers. How about you?

Well, first I'll answer the above question by emphasizing that
there is NO ONE THING that will catapult your practice to new
levels this year...or any year. Sustained, consistent growth comes
from implementation of a MULTITUDE of actions and initiatives.
That's the only way to build true momentum. The last thing you
want is only one way to acquire new patients, for example. If that
source ever goes dry, to put it bluntly you're hosed.

Nevertheless, you may want to know where to START. OK, I'll give
you my best recommendation, right now. Start with your most
valuable asset:

- your own PATIENT LIST.

Without question, your most valuable asset in your practice is
your patient list, and the relationship you have with that list
will largely determine how successful you'll be, and how much
you can expect to grow your practice in ANY economic climate.

Sure, new patients are critical to practice growth. You always
need a flow of new patients, and I always advocate constant
marketing for new patients. However, while most dentists tend
to focus solely on acquiring new patients, they neglect the
massive opportunity that exists within their own patient family.
They already know you, and they'll typically be more receptive
to your messages...IF you send them!

Just like a farmer tends to the crops, you must care for and
cultivate your patient list for best results. If you do this
your "harvest" will always be strong!

There is NO group that you have more influence over than your
list of patients...that is, IF you are STAYING IN TOUCH with them
consistently over time. Every month you do not contact your
patients you LOSE 10% of your influence with them...and they
begin to forget who you are!

I recommend keeping in touch with your patients a MINIMUM of
twice per month, through various methods. Yes, that's 24 times
per year. And recall cards and statements don't count!

How, you ask? I've found the best way to stay connected with your
patients is with a combination of mailed monthly newsletters and
emailed newsletters. You need BOTH...don't rely only on email
to get your message across. In fact, the physical, mailed
newsletter should be the cornerstone of your communications
with your patients!

One BIG point: Any promotions or offers you make to your patients
will be MUCH more effective if you've been keeping in touch with
them over time! They must be "trained" to receive your messages,
and the only way to do that is to SEND them messages consistently.

In a couple of days I'll continue this thread with advice about
the best MIX of communications to use...that it, how to weave
your non-promotional messages with any offers you make. Stay tuned!

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance
www/DentalInsiders.com/patientattraction