CREATE A NICHE PRACTICE INSIDE YOUR GENERAL DENTAL PRACTICE

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1 Apex Dental S O L U T I O N S CREATE A NICHE PRACTICE INSIDE YOUR GENERAL DENTAL PRACTICE How to Successfully Integrate into your General Dentistry Practice

2 MINI DENTAL IMPLANTS HELP YOUR PATIENTS GET A GRIP ON THEIR GRIN Welcome to the Apex Dental Solutions complete guide to integrating mini dental implants into your general dental office. With the dental industry expanding rapidly, it is more important than ever to differentiate yourself and your practice. create opportunities with new patients who otherwise avoid the dentist. Often times promoting general dentistry will not bring in mini dental implant cases. However, educating patients in your area about the benefits of mini dental implants will not only create MDI cases, but also general dentistry patients. Outlined in this guide is an overview on mini dental implants, the principles of marketing and how you can generate new patients. Our goal is to help you and your staff get excited about mini dental implants and to provide the tools and support to do it right! As always, the Apex Dental Solutions team is standing by to help make your integration of mini dental implants into your practice a success. Call us toll free at (888) or admin@apexdentalsolutions.com. Whether you have questions about our brand messaging or specific case questions, our knowledgeable staff can answer all your questions, so don t hesitate to give us a call! SEE RESULTS YOU AND YOUR PATIENTS WILL SMILE ABOUT. 1

3 BENEFITS OF SHOUTING THE MINI DENTAL IMPLANT MESSAGE TO YOUR COMMUNITY HELP PEOPLE Unique services that help you stand out from your competition MDI cases are of higher revenue & profit Tap into the wealthy, aging baby boomer population. Baby boomers love to look younger and typically have the means to do so. Creates nd opinion opportunities for those who have been told they need implants. Quick - Easy - Affordable solution Higher case acceptance Fewer office visits / Increased hourly production BENEFITS of OF MDIs

4 Is your entire team educated on the benefits and procedure of placing of mini dental implants? It is very important to have your whole staff on board and excited about promoting mini dental implants and expressing the benefits with patients. It is also important that your staff is knowledgeable, as they make the first impression on the patient. Follow the steps below and see your case acceptance increase! 1 When someone calls asking about mini dental implants the goal is to have them book a consultation and get them in the door. Getting patients into the dental office within one week of them calling keeps the idea fresh in their minds. Try not to have a lengthy conversation about dental insurance or pricing over the phone. Instead, invite the patient in for a free consultation where all their questions will be answered, in person. NEW PATIENT EXPERIENCE KNOWLEDGE IS POWER When giving a mini dental implant consultation, it is important to have the assistant be as involved as possible. The doctor should only be in the consult room for an average of five to seven minutes. The goal of the consultation is to have the assistant build a rapport and form a relationship with the patient, making them comfortable and creating a sense of trust that they have the patient s best interest in mind. new New patient Patient experience Experience

5 NEW PATIENT EXPERIENCE (CONT) MAKE THE PATIENT FEEL AT HOME During the consultation try to provide a different experience than the patient is used to. Instead of rattling off everything that is wrong with them, ask the patient open-ended questions, giving the patient a chance to talk. Asking questions such as: What is bothering you? What don t you like about your smile? How can we help you? These types of questions will get the patient engaged and often times will talk themselves into the treatment. Many times these patients are embarrassed about their situation and are looking for someone who will show empathy and compassion, listening to their dental problems. This type of approach will allow the patient to explain their desires and what their goals are for their smile. Examples: Do they want to be able to eat whatever they want? Be pain free? Have confidence when smiling? 4 One last very important thing to know and practice is that the doctor should not discuss cost of treatment with the patient. Once the doctor has gone over all the options of treatment and answered all of the patient s questions, the assistant should present treatment plan pricing and financing options. Having the assistant present the pricing allows for the patient to feel at ease because they have built a good relationship with the assistant. new New patient Patient experience Experience PRACTICE THESE STRATEGIES AND YOUR CASE ACCEPTANCE WILL INCREASE! 4

6 MINI DENTAL IMPLANTS ONLINE PRESENCE BE ON TOP OF SEARCH ENGINE RESULTS Here are the necessary steps to ensure you have the best search ranking for & Dental Implants searches. Give Google what they want and they will give you what you want. We refer to Google because they capture over 65% of Internet search. 1 DEVELOP A MICRO WEBSITE THAT FOCUSES ON MINI DENTAL IMPLANT INFORMATION ONLY. Notice that this site only talks about dental implants... The goal is to create the most relevant resource for mini dental implants in your community. Make sure you write unique content for your microsite, talking all about mini dental implants and not about your practice. CLAIM & ORGANIZE A SET OF INTERNET BUSINESS LISTINGS. Be sure all of your listings are consistent and relevant in the information they contain. Use your micro website as your domain incorporated in the listings. Be sure to follow all instructions when creating and verifying all business listings, especially Google, Yahoo, and Bing. Online online Presence presence TRY NOT TO LISTEN TO SEO CHATTER. Don t listen to SEO gurus ; they aren t really gurus. Call us toll-free at (888) for straightforward, easy to understand answers to all your search engine optimization questions. We look forward to helping you! 5

7 4 DOMINATE YOUR LOCAL SEARCH WHEN SEARCHING FOR MINI DENTAL IMPLANTS, YOU WANT TO BE ON THE FIRST PAGE! Want to see how this works for yourself? Go to & in the search bar type in mini dental implants Southampton PA. Online online Presence presence MDI Site MDI Site MDI Site MDI Site Hub Site Practice Site Practice Site THOSE ARE REAL RESULTS! 6

8 Direct mail is one of the most effective and profitable ways to reach out to new and existing patients. Educating the patients in close proximity to your office will get them thinking about their dental health and even if they don t call right away, they will hold onto the brochure and call when they are ready. Below are steps to successfully send. 1 Know your audience inside and out. are in high demand by today s aging baby boomers. Use unique messaging. Dare to be different! Today s consumer is constantly being bombarded by general dentistry direct mail pieces. TARGETED DIRECT MAIL HOW TO SET UP A TRULY TARGETED MAIL CAMPAIGN Secure a truly targeted list. Focus on age, income, assets & distance from your office. You should send to this list four times throughout the course of one year with a different unique message pertaining to. targeted Targeted direct Direct mail Mail 4 Type of direct mail piece. We recommend using tri-fold brochures rather than postcards due to the amount of information that can be displayed in a tri-fold. Be sure to use tracking phone numbers to track effectiveness and ROI. TARGETED DIRECT MAIL CAN GENERATE A CONSISTENT PIPELINE OF IMPLANT OPPORTUNITIES 7

9 1 PRINT ADVERTISING IS ALL ABOUT PLACEMENT & CREATIVE Placement of ad is just as important as creative message. Know where your audience likes to read the paper. We often place our MDI ads near the obituaries. Another good place to run an ad is near the classified section. We recommend not running an ad smaller than a quarter page. It may be less expensive, but not when you consider the lost opportunity with a smaller ad that may be hard to read. Selecting the right publication. Be sure to look at all the options of publications in your area. Find all local papers and gather information such as distribution numbers & frequency (monthly, weekly, daily). Also, look into special publications such as senior living or retirement publications. print Print advertising Advertising Track all your results using a unique tracking number. 8

10 The goal of running a TV commercial is to broadcast when your target audience is watching. Be unique and creative in your messaging and approach to give them a reason to call! 1 Know your audience inside and out. Noon News is the spot to run! Your target audience will be sitting down to watch the news and eat their lunch. They will be frustrated that they aren t eating the foods they d like. With a unique message, you will grab their attention. Only run ads when your dental office is open. Don t spend money on primetime spots when your patients can t call and speak with someone immediately. BROADCAST TV KNOW WHEN YOUR TARGET AUDIENCE IS WATCHING Don t let the TV reps sell you on what they make the most commission on. Focus on the shows that have the greatest percentage of your target audience, Run 60 second commercial spots. We recommend 60 seconds as an efficient amount of time to get a clear message across. BROADCAST TV IS A GREAT WAY TO EDUCATE YOUR IDEAL DEMOGRAPHIC! 9

11 IT S VERY IMPORTANT TO TRACK YOUR RESULTS & ACTIVITY REGULARLY TRACK, TRACK, TRACK! A great way to track marketing efforts and determine ROI is to use unique tracking phone numbers. Using these tracking numbers can help you track where your patients are coming from and give you insight into how well your marketing campaign is performing. Without using these tracking strategies, it will be very difficult for your front end staff to give you an accurate answer when asked how your marketing is working. 1 Create a daily new patient call log to track & record each call. The daily log sheet should include name, telephone number, how they heard about your office & whether or not the patient booked a consultation. The daily log sheet will help your office keep track of both scheduled and unscheduled callers. Following up with callers who do not schedule an appointment on the first call can stimulate future opportunities. Use a call tracking system that will record all calls. It is important to follow up with missed calls as they are missed opportunities. A call tracking system will keep a record of all calls, answered or missed, allowing for automated reports to be ed daily, weekly or monthly. Be sure to have staff access your call tracking system. They should check for missed calls first thing in the morning & throughout the day to keep on top of calling potential patients back. 4 Cross reference new patients with daily call log. This will help you determine which efforts generate revenue and what type of patients you are seeing from the different mediums. MOnitoring THIS WILL HELP TO ENSURE POTENTIAL PATIENTS DO NOT FALL THROUGH THE CRACKS! 10

12 YOU VE GOT QUESTIONS? WE VE GOT ANSWERS! DON T HESITATE TO GIVE US A CALL! This guide will help you grow the dental implant side of your practice. Apex Dental Solutions is a leader in niche dental marketing and has developed proven strategies to help you grow your practice. We are here to help your practice become the go-to for dental implants. Apex Dental S O L U T I O N S (888) Because you are a valued M customer, we are happy to schedule a free 0-minute strategy call with you and your team. CALL TODAY! Apex Dental Solutions 809 Wehrle Drive, Suite #1 Williamsville, NY