Have you done everything right but still struggle to find success building an implant practice? If so, it’s possible that your challenge is a mindset, not a tactical issue.
When some practices build an implant practice, they find almost immediate success. Their dental implant ads attract a steady flow of high-quality implant leads. Their case acceptance rates are high. As a result, productivity and profits rise fast. Others struggle to gain traction. Their implant ads might attract leads but their case acceptance rates are low.
When a practice’s dental implant case acceptance rate is low, the first natural step to take is to evaluate each part of a quality dental implant marketing campaign. Are you targeting the right patients? Is your campaign copy consistent? Do you have resources in place to help patients afford their care? If so, the next step is to question whether you’re one of three beliefs that drive success when building an implant practice.
The Three Beliefs You Need to Achieve Success in Your Dental Implant Practice
At Driven Dental Implant Marketing, we know dental implant practice success starts much sooner than when your implant ads go live. After all, it doesn’t matter if you attract all the implant leads in the world if they don’t move forward with treatment or you can’t serve them. Many factors determine whether patients move forward with treatment. For example, your ads could attract patients who don’t match your clinical experience. Or, you could attract patients who don’t have the ability to pay for their dental implants.
When surveying some of our most successful dental implant marketing clients, our client Dr. Mike Maroon highlighted one of the most important factors that doesn’t get as much attention as it deserves: mindset. Specifically, Dr. Maroon highlighted three beliefs you need in order to be able to achieve consistent success with your implant practice. These three beliefs drive the success mindsets that help you build a high-profit dental implant practice.
1. You Must Believe In Yourself When Building An Implant Practice.
If you don’t believe that you can build a high-profit implant practice, you won’t. “This is the key to everything,” says Dr. Maroon. “You must feel confident in your ability and convey that confidence to your team and your patients. Otherwise, you will never succeed in what you’re trying to accomplish,” he continued.
“You must feel confident in your ability and convey that confidence to your team and your patients. Otherwise, you will never succeed in what you’re trying to accomplish.”
Confidence is contagious. But so is the lack of confidence. That’s why it’s so important for doctors to invest in the clinical training that matches the level of care they want to provide to implant patients. That builds your confidence that you can serve patients well. And that confidence will form the foundation for everything else that’s needed to succeed with placing implants.
2. Your Dental Team Must Believe In You To Build A Profitable Implant Practice.
“If your dental team doesn’t have confidence in your ability to deliver the goods, then their subtle ‘unspoken’ communication to patients will convey that uncertainty. It is crucial to gain the confidence of your dental team as quickly as possible to put you on the path to success,” explains Dr. Maroon.
Like with building confidence as a doctor, training your team is an important first step to building their beliefs in themselves and in you. Beyond that, sharing success and transformation stories of patients you help shows them you have the skills to help more patients transform their lives.
“If your dental team doesn’t have confidence in your ability to deliver the goods, then their subtle ‘unspoken’ communication to patients will convey that uncertainty.”
When you’re just starting, Dr. Maroon suggests helping a staff member who needs an implant for free. Let your team see how you’ve transformed one of their colleagues and will speak more confidently to implant leads when they come into your office. Continue to share transformations and positive feedback from patients you help and you’ll continue to build confidence in your team.
3. Your Patients Must Believe In You For You To Succeed.
Before patients will move forward with your treatment plan, they need to have confidence that they’re in good hands. The best way to help them gain confidence is by building “street cred” through successful cases and testimonials from patients, in Dr. Maroon’s experience.
As with team confidence, Dr. Maroon suggests being willing to do a few cases at a significantly reduced cost for patients to gain experience and success stories fast. He suggests proposing it to patients as a way for them to get high-cost care at a reduced cost if you can use it as “teaching cases” or “for marketing purposes.” “You’ll be amazed at how quickly people say yes,” explains Dr. Maroon.
While your confidence and the confidence of your team will help build patients’ confidence, nothing beats being able to share success stories from actual patients. As you build your practice, be on the lookout for patients who are willing to let you share their stories so you can encourage more people to get the care they need.
“You need to get a few successful cases done quickly to build up your ‘street cred!’ Often times when I’m introducing new treatment into my practice, I’ll do the first few cases at a significantly reduced cost for patients. We ask the patients if we can use these as ‘teaching cases’ or for ‘marketing purposes’ and that’s why the discount is available. You’ll be amazed at how quickly most people say YES!”
With these three beliefs in place, you have everything you need to build a high-profit dental implant practice. The only thing missing is a steady flow of high-quality implant patient leads who are ready to move forward with their treatment.
At Driven Dental Implant Marketing, we know how to generate a consistent flow of prequalified dental implant leads. We even hired and trained a team of industry veterans, called Virtual Patient Advocates to prescreen and prequalify leads for clients. To learn more about how we can help you achieve your implant practice goals for 2021, book a strategy call with us today.