Why Dental Implant Lead Gen Campaigns Fail

Before we started Driven Dental Implant Marketing, we spent a lot of time studying all elements of dental practice marketing. We interviewed doctors and other practice leaders. We experimented with different advertising platforms and different types of dental implant lead gen campaigns. And we tested all aspects of dental implant lead gen campaigns so we could use only proven dental implant marketing campaigns with our clients.

One of the biggest complaints we heard during our research is about lead quantity or quality. The practice hired a dental marketing company. The company promises dozens of leads. They deliver dozens of leads, only none of them are ready to move forward with implants for one reason or another. Having an influx of low-quality leads can be devastating to the practice. Let’s face it. You and your team are busy. You’re skilled in clinical care. The more time you have to spend outside of performing clinical care, the less time and energy you have to do what you do best.

Symptoms of a Failing Dental Implant Lead Gen Campaign

No matter what causes implant lead gen campaigns to fail, the symptoms are always some combination of the following:

  • You’re not attracting the right people.
  • You’re attracting too many people.
  • Leads require too much phone time before moving forward.
  • You’re not converting many leads to patients.
  • Unqualified leads end up in your chair.
  • Your team members have to act beyond their skillset to prequalify leads, leading to inconsistent prequalification efforts.
  • You and your team get burned out (because you have to do too much work to nurture leads).
  • Your patient care suffers because your team needs to fit nurturing dozens of leads into an already packed schedule and ends up rushing through patient care.
  • You need to pay overtime to team members to take phone inquiries from leads after hours.

If you’ve experienced any of those symptoms, the problem is likely your implant lead gen process. Here are some of the most common causes of a failed dental implant lead gen campaign.

You’re attracting people who aren’t already educated in dental implants.

Quality leads come to you already interested in dental implants. It’s that simple. That means they’re actively searching for teeth replacement solutions. They’re not people who like your Facebook page. They’re not people who are looking for Invisalign. They are people who are missing at least one tooth and are already educated about their teeth replacement options.

These types of leads only need to overcome three objections before moving forward. They need to be able to get an appointment time that’s convenient for them. They need to trust you to be the doctor to place their implant. And, for most of them, they need access to dental implant financing options that help them fit a monthly payment into their budgets. If your leads aren’t knowledgeable about dental implants, you might be using the wrong ad platform or targeting the wrong people.

Your campaign isn’t aligned with current dental implant patient buying patterns.

Traditional dental implant lead gen campaigns aren’t aligned with dental implant patient buying patterns. This causes them to fail over and over again.

You can no longer place and ad and expect people to be ready to buy. You must address all steps patients take to go from interested to committed in your implant marketing campaign. That starts with only targeting people actively looking for teeth replacement. From there, you need to help leads answer the most common objections to moving forward with treatment. That process separates truly interested leads from those who are far from moving forward.

You and your team work too hard to add time-consuming conversations with low quality leads to your workload. Not only is that work far from what you and your team do best—the clinical work—but many implant patient leads do their research on nights and weekends. That means extended days for your team members answering calls from home. It means added costs for you to pay team members to talk with low-quality leads. It also frequently leads to team member burnout.

Your dental implant lead gen campaign does not prequalify leads.

One of the most frequently missing parts of a dental implant lead gen campaign is a process to prequalify leads before they come to the office. Some of this can be done during the campaign. You do this by targeting the right people and designing the campaign to align with consumer buying patterns. Targeting ensures you attract leads who are interested in dental implants. Aligning your campaign with consumer buying patterns ensures those leads are close to buying.

But the last step of the process requires you to prequalify patients. This involves making sure patients are ready to move forward. It also ensures they have the financial ability to do so. The best way to achieve this is by making a highly trained implant scheduling coordinator available during and after work hours. Your implant scheduling coordinator must be familiar with your practice, financing options, and how to help encourage behavioral change. Most of all, they must be consistent. Every call must represent your practice well.

This is the hardest and most important part of dental implant marketing. And it’s one many practices can’t afford to do well. It costs them way too much time and money and frustrates team members and doctors. That’s why we created a Virtual Patient Advocate (VPA) program at Driven Dental Implant Marketing. With our VPA program, our team of highly trained Virtual Patient Advocates will prequalify leads for you.

Are your dental implant lead gen campaigns failing?

We have learned a lot about what makes campaigns succeed and fail through this process. That process helped us do three things to make Driven Dental Implant Marketing different from other dental marketing agencies.

First, it helped us attract a steady stream of dental implant patient leads for our clients right from the start. Our multi-channel digital marketing campaign generates quality leads from people actively searching for teeth replacement options in your area. Second, it helped us identify where other implant marketing strategies failed. We learned from many doctors and other practice leaders frustrated by their results. Third, it helped us focus on providing a more complete solution to our clients. Our solution helps attract better, more quality leads. It also helps prequalify those leads through our Virtual Patient Advocate program. No other dental marketing company does that.

To help you succeed, we provide highly-trained dental implant scheduling coordinators. Our scheduling coordinators will represent your practice well while prescreening and prequalifying leads for you. All you need to do to start is to book a strategy call today before we are full.

Nick Pavlidis
 

Nick Pavlidis is a recognized author for several dental implant articles.

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