Bart Knellinger, President and CEO of Progressive Dental, was recently invited to speak on Dentistry Uncensored with Dr. Howard Farran, DDS, CEO of Dentaltown.com. As experts in their field, Mr. Knellinger is recognized as one of the leading innovators in dentistry today, and Dr. Farran is a widely-recognized international lecturer and author. During their conversation, they take you on a journey through the dental market today, and how you can set yourself up for success.
A reality of any industry is that marketing efforts attempted without proper businesses practices in place will not succeed. The key is to focus on internal processes first, such as sales and patient education, before following up with marketing to achieve a higher return on investment.
What’s shrinking your margin? (5:43)
Business decisions in the dental market are often influenced by educational debt. This leads to practices being established without a budget, and doctors trying to get patients in the door without a solid strategy. Is partnering with insurance companies the solution? There is a better way to make strategic decisions for the future that have the potential to double your profit.
Are new patients the answer to success? (14:02)
They may not be the whole answer. Learn how to scale your infrastructure ahead of time to make sure you can handle and maintain a growing volume of new clients.
The Importance of Knowing Your Numbers (16:42)
- What is your cost to acquire a new patient?
- What is your average revenue per new patient?
- What is your direct response rate?
- How many people are going to the website and filling out forms?
- How many people are calling?
- What is your conversion rate?
The BIG Problem with Employee Training in Dentistry (22:31)
Commoditization and Price Shopping (26:39)
The way we are marketing products in dentistry, like dental implants, has positioned them to the public as commodities. This creates a problem when patients are price shopping rather than basing their decision on quality of work. It’s time for your practice to make a definitive switch in your marketing plan to achieve results.
Flexible Financing is a Game Changer (32:45)
The “Salesman” Mind Frame (39:16)
There is a negative stigma associated with the word “selling.” Now, patients are afraid of going to the dentist for fear of being “sold” on something they need. We need to change our tactics from attempting to provide care that patients need and, instead, offer them a treatment plan to get them results they want.
I Have to Run My Practice This Way Because This or That (43:40)
Are you letting external factors such as the economy and political climate influence your business? Changing your strategy could be the solution you need to be successful in an unpredictable market. Remember your success is within your control.
Is it time for an upgrade? (57:06)
Your website should be appealing and easy-to-use for the modern customer. Following these guidelines can help attract new customers and make sure your web presence is responsive and optimized for success.
We can help.
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