15 New Patients in 8 Hours!

I have to share our most recent "home-run" patient attraction strategy with you!

It hit yesterday ... 15 NPs in 8 hours!

I tried to call Rachel (My Front Office) several times during the day, and every timeI called, I got, "Can I call you back, I have two people on the other lines!"

THAT is an excellent response to an ad!

The best part: $1,100 total investment!

Wait though...I do have one other thing I want to add:

Each patient will have an initial value of $99 to the practice.

Based on the last time we ran this ad (we run it two-times a year,and every time we've ran it, results have been this good orBETTER!), each patient will have a value, by the end of their 3rd month in the practice, of about $1,110.00.

Every patient responding also has potential for major cosmetic work.

If you woke up in a 5 mile radius of my office and picked up the paper, here is what you saw...


One last thing: Please, PLEASE do not copy this ad verbattim. This is a copyright protected ad and I'm providing it to you as an example only. The media choice is obvious, so take advantage of being...FRONT PAGE NEWS!

Good Luck...And to YOUR *Profits*!

~Jerry

How To Achieve A 1:1 Return On Investment

In my daily contact with our dental partners about their practice marketing, I tend to recieve a lot of questions, many come more frequently than others, so today, I am going to talk about one simple question that I get from almost every client out there.

How many patients should I expect?

Well, #1 it depends on the type of marketing...are we sending postcards for you, or are we doing our RARE newsletter system?

For this example we'll use the Simple Green Postcard Program. This external marketing program produces 1500 cards every three weeks, and averages 6 to 8 patients per mailing.

Let's say, however, you are like Dr. H from Michigan. His first mailing in the postcard system brought in 4 patients...OH NO, 4 patients! That's below average for what you usually get!

Now hold on, let me continue, if those 4 patients come in and each spend $250, that is $1000 that you have made. This more than covers the $993.27 you paid for the mailing.

"But James," you say, "That doesn't include overhead or anything, and that is only a 1:1 R.O.I."

Well that is correct doctor, but let me tell you this, is dentistry a one-time transaction business? Or is it a business where you can create and develop relationships with people, locking them in not only as lifetime patients, but also, lifetime friends?

Knowing how any business operates, I would take a 1:1 R.O.I. anyday because I know that:
A: I will show on that first visit that I am the best at my craft.
B: I will prove that the new patient will get treated better than they ever treated before.
C: I will make sure to dedicate some time/money to keeping them around as long as possible.

With those 3 things I can not only keep this new patient around, but also build word of mouth.

As Walt Disney once said, "Do what you do so well that they will want to see it again and bring their friends. "

If you do that, you will never need more than a 1:1 R.O.I.

Think And Grow Rich

Some of you may recognize the above title as a book by Napoleon Hill about your mental state and how it impacts your wealth.

In watching one of my favorite television programs, Inked, the other night, I was reminded of how destructive a persons negativity can be.

The owner of the tattoo shop featured in the show, Carey Hart, was in the process of getting an online store up and running to sell his logo merchandise. He was at his wharehouse with the merchandise manager when the first shipment came in, so Carey pulled out some hats.

Carey was quite bent out of shape because the hats were white with a pink logo. Immediately he targeted the merchandise manager who claims that the pink logoed hats were not what he ordered. Carey was mad because he knew guys would never buy a pink logoed hat, and the hats were to big to sell to women. 12 boxes of hats no one would buy.

As time went on, Carey kept complaining about the hats, while the merchandise manager set into action. He immediately made it mandatory for the front staff at the tattoo shop to wear the hats and mention them to everyone through the door.

Two weeks later, Carey was back in the wharehouse looking around, and the merchandise manager reported to him that he had sold all of the hats except for one box. Carey was more than relieved.

The moral of the story is...If Carey's attitude would have gotten the merchandise manager down and discouraged, the hats would not have sold, contributing to a self-fulfilling prophecy. Carey could have then said "I told you so."

How does this effect you? When you go into an op to present treatment, assume the answer will be yes. Be surprised when someone turns down treatment, and watch your confidence and acceptance rates soar. Watch the attitude of your staff improve as you see more of the glass half full.

Don't get stuck with the hats.

Have a profitable week!!!

Fuel Up To Drive Your Practice

Guest Column By Hillary O’Callaghan

Apparently, the oil industry isn’t the only one cashing in on the skyrocketing gas prices. In South Dakota, Dr. John is taking advantage of the soaring gas prices; while his patients are cashing in at the pump, his referrals numbers may be increasing at a rate faster than that Exxon Mobil sign down the street.

Dentists are often baffled at how to reach their audience in a way that will excite them. After all, everyone has teeth, so the audience is pretty much everyone in your area. How are you going to reach all these people, from all different walks of life, in a personal and relevant manner? The answer is usually through a lot of market research.

So how did Dr. John fashion this win-win situation? Using his monthly patient newsletter as the vehicle (no pun intended), he is announcing his new referral rewards program: For every friend or family member referred to his office, Dr. John will award his referring patient with a $30.00 gas card. We’ll be sending this announcement to his best referring patients (those most likely to refer to him) to elicit the best response to the promotion.

You too can generate more referrals AND help your existing patients with this ever-increasing burden. Simply offer an incentive that will hit home with your patients. The response just might be enough to fill your tank.