Mini Dental Implants Videos
Why This Is Great News For Implant Dentists!
This may sound kind of crazy, but the downturn in the economy, or as many would call it: recession may turn out to be a major opportunity to maximize your dental implant practice and profit now, but completely dominate in the long term as well!
Here are two benefits if you are an Implant Dentist that you need to be aware of and leverage as much as humanly possible. First, since the baby boomer market is exploding and the senior population is living longer than ever before, there is an ever expanding niche’ of people who have money and are prime candidates for dental implants.
Secondly, when you and your practice are marketed properly, dental implants allows you to differentiating your practice and ensure that you are perceived as an authority instead of “just another dentist”. When you are perceived as THE authority, you practically eliminate price resistance and if you follow what I’ve outlined below, you’ll enjoy working with pre-qualified, pre-educated, and pre-motivated Implant patients.
Also, this sets your practice up to do a LOT more cosmetic, crown and bridge work…while getting
away from being pigeon holed into dealing with price driven patients. Does this make sense?
I hope so, because if I could give 1 tid bit of advice to any Dentist who is looking to make 2009 your best year ever…and stay profitable, I’d say: Niche your practice…and if you do Implants and/or Sedation Dentistry…even better! Let’s get down to the basics…and how you can make it happen:
Market and Promote your Practice: my definition of marketing is, ‘the process of identifying, targeting, pre-qualifying, pre-educating, pre-motivating your highest prospects that are most likely to buy, while sifting, sorting, and screening out all prospects that are not likely to buy from you!”
When marketing is done properly, you should see a higher number of patients that you enjoy dealing with, presenting treatment to, and have a higher case acceptance rate.
If you are seeing the ‘opposite’ of this, irregardless of the economy…you need to improve your marketing.
With the economy being the way it is…and some predict it will get worse…your marketing MUST get better, tighter, demonstrate more proof, be more targeted, and follow my ‘worse case scenario formula’!
With that said, what the normal dentist will do…and has started to do is to cut back. Stop marketing. And ‘hope’ and pray’.
I spoke with Dr. Tom Riutta, one of my clients, today. When I got on the phone with him, he said,
“I’m cleaning up Ed! This Implant stuff has me so busy! Any guy who is not ‘niching’ is a fool!”
I’ll get into niche marketing later…but the point is, that while your schedule might not be as full as you’d like, there are people out there right now who are cranking! Commonality: Targeted marketing at a niche’!
(Warning! Do NOT take away from this comment that I’m saying NOT to do general marketing. That is not true. You need to stay diversified in your marketing, but you need to focus on your niches. Make sense?)
Obviously, there are more commonalities…and that is a key purpose of this article…but let me go into the second part of your job as a business owner.
That is Selling! In Dentistry it’s called “case presentation”, but since we are having a frank discussion about how to profit and do more implant cases in this crazy economy…it’s sales.
Marketing gets the phone to ring. Marketing can pre-qualify, pre-educate, pre-motivate…and much more…but the fact is: if you and your staff have ZERO clue how to move a patient through a process that diagnoses, educates, and gets the patient moving toward accepting treatment, then you do NOT have a business!
My definition of sales is this: “Guiding prospective and existing patients to find what it is they want, and assisting people in putting aside their customary process of buying so they can make the best decision for themselves…that they may or may not have made by themselves!”
Notice I said, to help them make the best decision for themselves. NOT: to sell them something that they don’t want or need. That is unethical…and inappropriate.
That is not what we are talking about…and unfortunately your staff and maybe you yourself have negative associations or experiences with the term selling. Heck, we all do. Shady car salesmen, tele-marketers, pushy people….all those people suck. The problem is that they were never taught how to sell ethically and with integrity.
Ed O’Keefe’s Rules Marketing of Selling!
I have a couple rules when I sell, and this will be even more important over the next few years:
First, I never make a presentation to anyone without them going through some kind of process. This is where I use a marketing process. Since you are reading this, you’ve been through at least one of my processes.
But the purpose is to move them gradually up a step ladder so by the time they get to YOU…all the lookie loo’s and price shoppers fall off the ladder…and go somewhere else. But most importantly, THEY do not waste YOUR time.
That, right there, is a million dollar tip, that wealthy people understand…and non-wealthy people or people who are not moving in that direction never ‘get’.
YOUR time is completely spent with more educated, more interested, and more qualified patients. Some docs and many dental consultants will say “Yeah right Ed. That is just a ‘cliché’ you use. That is not reality.”
Cliché Or Reality?
The reason they say this is because they are not implementing what I’m talking about. Most never do. That is GREAT for the person who is a 3%-er. (A 3 percenter is a person that is committed to being in the TOP 3% of their profession, career, sport, etc… A real winner!) Because a 3% will do what the norm is NOT doing…that is why they are in the Top 3%!
Can you see the power in what I’m telling you?
The normal person is in the average, because they are doing what everyone else is doing! You can avoid all of that by not doing what the average is doing…instead doing what the winners are doing.
Now, here’s my final thought on this…and then I’ll move on. It’s not that the people who will win in this new economy are going to be flawless…it’s that they don’t stop when they hit a hiccup. They see those small bumps in the road as ‘tests’ or ‘feedback’. After all, that is all those things are!
They are telling you what is NOT working and giving you feedback to alter direction. Once you find what is working, you can focus and drill deep with that area of your business! Back to selling!
The process I recommend for Implant Dentists goes like this:
Step 1: Run an advertisement, free standing insert, or Google Pay Per Click Ad:
Step 2: Prospective patient responds to an ad in a media and either calls the office, or goes to the office, or calls our toll-free recorded message hotline # where we collect their contact information so we can….
Step 3: Send them a free report. I’ve attached a photo of our mini-implant website ‘widget’ (free report and CD) that we offer.
The reason you offer a free widget is to get their contact information…so that you can begin our marketing process! We send them the report, email them a link to our blog where we have video, articles, testimonials (in the state that it is allowed).
If the patient calls the office first, we schedule the patient. We immediately send them out a welcome packet and free report via email if they have one with directions to review ‘prior’ to the appointment…and we also send it to them via regular direct mail.
We want them to “review it” before they come in. This cannot be 100% controlled all the time, however, if you can get the majority of your patients to go through it before you ever even speak to them about the benefits about Implants, Cosmetics, Sedation, Sleep, etc…you are way ahead of the game.
Final thoughts about qualifying and pre-educating before you ever think about selling:
As I stated earlier, one of the biggest mistakes people make when trying to present a treatment plan is they spend too much time presenting to uneducated, unqualified patients. That is why we have a process in our marketing and our selling. In a future article, I’ll reveal the rest of the process and how you can tie it all together for a bullet-proof system.
You can log on to our website, www.DentalImplantMarketingSecrets.com and get a FREE CD and Report titled “”The MULTI-MILLION DOLLAR Dentist LEAP! The World’s Easiest SYSTEM To Attracting Implant Patients, C & B, and BIG CASES Immediately and Every Month Like Clock Work!!!”
About the Author
My name is Ed O’Keefe, and over the past 7 ½ years I have shown over 5300 General Dentists world wide how to flood their practice with patients using my counter-intuitive, yet extremely effective dental marketing, internet dental marketing secrets, and dental advertising secrets that are proven, guaranteed, and unmatched by anyone else in dentistry!
Mini Dental Implants – Dr. Todd Shatkin on FIRST Technique
[affmage source="amazon" results="5"]mini dental implants videos[/affmage]
Related Blogs
Mail this post
Tags: flickr, mini dental implants videos, photo, photography, photos, pictures
