Generating quality dental implant patient leads are critical to your implant marketing campaign success. But leads do not magically turn into patients. And leads that do not turn into actual patients won’t get you a return on your investment. Only revenue generated from leads who become patients gets you a return. That’s why it’s important to get qualified leads and nurture them through a proven process to turn leads into patients.
If you are working with a dental implant marketing company, it’s important that your marketing agency doesn’t just send you a list of names, phone numbers, and emails and say “Good luck.” They must understand and work with you to help you turn those leads into actual patients.
This is a foundational principle of Driven Dental Implant Marketing (DDIM) and how we differentiate ourselves from traditional marketing agencies. We do not just give you leads and wish you good luck. We want to make sure you can turn those leads into patients to get you the best return on your investment.
DDIM’s Charles Biami was interviewed on the Shared Practices podcast about how to make sure you get a return on your investment. Here are three steps to closing more implant patients that Charles shared on the podcast.
Build Value for a Dental Implant Consultation
Choosing to move forward with dental implants is a complex purchase decision. Patients are skeptical and nervous. You’ve got to slow down that very first phone call and not try to sell them on the implants. Instead, create a personal connection with them. Listen to their concerns before asking them to do anything. The goal for that phone call should not be to sell them on the implant but to schedule a consultation.
It’s important to realize that the consultation is an investment even if it’s free. They still have to invest time, effort, and energy. The patient has to take off work, drive across town, find a babysitter, etc. Make it clear to them that coming to the consultation is a worthwhile investment of their time.
We’ve got to communicate clearly, on the first phone call, that they will be one step closer to getting the smile they want if they come in for a consultation. In order to do that, you’ve got to ask questions. You’ve got to figure out what’s going on with the patient. What’s motivating them? Where are they in the decision process? Have they seen other dentists? Find out the answers to these questions all before you make an appointment on the schedule. Once you find out those answers you can tell them how your practice will help meet their needs. You want to paint a picture of what’s going to happen at the consultation so that they can see there’s going to be value there. Make them excited and full of great expectations when they walk through that door.
Set The Right Financial Expectations
One of the biggest challenges with getting dental implant patients is that a large segment of the population that needs dental implants, unfortunately, can’t afford them. Set the right expectations about cost so you’re not wasting anyone’s time. Explain that this is surgery, a medical procedure. That every patient is unique and must be diagnosed and have a personalized treatment plan developed to achieve their goals. It’s not like buying a product off of the shelf. Quality outcome, delivered by a competent provider, and patient experience matter tremendously. Cost shouldn’t be the only factor in choosing the right implant dentist.
Let them know that there are financing options available to fit into their budget. If they are persistent about what the price will be and don’t want to wait for the consultation, then give them a monthly price estimation. That’s something they can wrap their heads around and it doesn’t seem as expensive. Once they come in for the consultation, emphasize what the treatment will mean for them and how it will alleviate their complaints and so on. That will make the numbers a little easier for them to swallow.
Deliver a Great Dental Patient Experience
Once they walk through that door, you’ve got to make sure your patient experience is more than up to par. This patient is potentially investing tens of thousands of dollars in your practice. Make your patient experience warrant that. Make sure when they walk through that door they are greeted, your office looks good, everything is organized, etc. When your team interacts with the patient, make sure you’re still asking questions and finding out what exactly is going on with the patient.
Dr. Paul Homoly, one of the foremost experts on dental implant case acceptance teaches that you need to focus on two important conversations. The first is to get a crystal clear picture of how the dental problem is affecting the patient’s life. The second focus is how is finally getting the smile the patient desires going to improve their life. You need to understand both the negative motivating factors and the positive outcome patients are seeking. This information becomes invaluable when it comes time to present the numbers. Once you’ve built those relationships and answered the questions, frame the treatment plan as the solution to their problem. Patients feel listened to and value the treatment when you can articulate the transformation you are providing.
Have Financial Options in Place
One of the biggest concerns with patients when it comes to accepting treatment is the cost. If you are able to have that conversation with them where you discuss financial options to help them fit implants into their budget.
It is the practices’ responsibility to work with the patient to make it affordable to maximize their return on investment in dental implant marketing. Get creative. See what you can get out of insurance. Look at third-party financing options. Maybe even consider in-house financing. Whatever it takes to make the treatment affordable. No matter how badly they want implants, they can’t say yes if it doesn’t fit into their budget.
Are you maximizing your return on dental implant marketing?
These three steps can help you close more dental implant patients. To hear more details about these steps, listen to Charles’ conversation on the Shared Practices podcast.
If you want help, attracting and converting more high-value dental implant patients, book a FREE 15-minute strategy session with Driven Dental Implant Marketing right here on drivendentalmarketing.com.