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Good Vs. Great Dental Practices

revupmanager Filed Under: Marketing May 10, 2022

Good Vs. Great Dental Practices

Have you ever wondered why it takes some dental practices decades to generate just $1 million in revenue, while other practices are able to grow to $5 million in a fraction of the time? In this article, we’ll get into the biggest factors that separate good dental practices from exceptional ones.

What Makes a Successful Practice?

At RevUp Dental, we’ve worked with dentists all across North America, and have seen first-hand how they operate. While some practices generate under a million in revenue, others may generate $5 million or more! Obviously, these practices have different approaches to the way they organize the practice, schedule payments, present treatments, etc. But, it might surprise you to learn what the real difference-maker is.

The experience of the dentist doesn’t seem to make a big difference. We found many cases where incredibly talented dentists with decades of experience were struggling to get by, while younger and less experienced dentists achieved much better results much faster.

The area in which the practice is located doesn’t seem to matter much as many would believe either. We’ve worked with practices in highly competitive areas that still do exceptionally well, while others, operating in areas with very little competition, were still struggling.

So then, what’s the big secret? Why do some dentists take decades only to achieve mediocre results, while other dentists can build a practice that’s two or three times the size in just a few years? The best way I can explain it is by telling a story that happened to me in which I had a lightbulb moment about what really separates good practices from bad ones.

Marketing Makes the Difference

A few years ago, we hired a new employee at RevUp Dental, and I had to go to the Apple store to pick up a new laptop for her. This was during Black Friday and every store in the mall had balloons and flyers featuring all kinds of promotional sales.

So I made my way to the Apple Store, and at the front of the store, there was a female customer talking to an Apple employee behind the desk. I was a few steps behind her so I could overhear their conversation. After the employee had greeted her, she asked him:

“Hey… what kind of promotions do you guys have going on today?” 

To which the employee responded, “Ugh…. we don’t have any promotions going on.”

“How can you not have any promotions on Black Friday?” the customer said, taken aback. “Literally every store in the mall is running promotions today and you’re telling me you guys don’t have any promotions?”

And I will never forget what the employee said next. He paused for a moment, then said, “Ma’am.. this is Apple… we don’t really have promotions… ever. Maybe once in a while on some small things like cables or bags, but never on the main products. We just don’t need to.”

I remember looking around the store after he said that and realizing that they didn’t have any balloons, posters with buy-one-get-one-free deals, or any of that sort of nonsense. And yet, the store was completely packed. There were more people in that Apple store than just about any other store in the mall. In fact, the customer complaining about the lack of deals started looking at products as well.

On my way out of the mall, I looked around at all the other stores and realized that most of them were empty. Every one of them had promotions, special deals, and all kinds of gimmicks to catch people’s attention, and still, all the salespeople twiddling their thumbs attempting to chat people up as they walked past were just being ignored.

This made me think:

  • What is it that makes companies like Apple so popular?
  • Why are there so many people that live paycheck to paycheck but have to have the latest iPhone?
  • How many students do you see at coffee shops who have Macbooks?
  • Why do these customers with no income, saddled with thousands of dollars in student debt, and living off of ramen noodles still feel that they HAVE to have the latest Macbook? 
  • You can buy a faster laptop for half the price yet they all want a Macbook. Why?

And it’s not just Apple, you see the same level of devotion to brands like Lulu Lemon. How many girls spend $150 on a pair of yoga pants when they can go to Walmart and buy a pair for $20? How many people are happy to spend thousands of dollars on a Rolex. Why? It’s just a watch. 99.9% of people on the planet would not be able to tell the difference between a real Rolex and a fake one, so why do people buy it?

The simple answer is people don’t make logical decisions, they make emotional decisions. The same emotional elements play a big role in how successful you will be as a dentist.

People Want the Best

Everyone wants “the best” or at least what they perceive as “the best”. If people perceive your product, service, or business as something unique, something that can help them stand out, something that is different and novel, they are going to spend a lot more money than if they perceive what you are offering as a commodity that they can get elsewhere.

This is why there are a lot of people out there who may spend hundreds of dollars on a nice pair of shoes, but when it comes to the socks they just go to Walmart and buy a 3-pack for $10.

If people think that you’re just a dentist like every other dentist in your area, then they are just going to go to the dentist who is the closest, or the cheapest, or whoever happens to accept their insurance.

The reason companies like Apple, Rolex, or Lulu Lemon are so successful is that they put an insane amount of thought into the little details of the customer experience. Apple puts a lot of thought into how the keys on the laptop are shaped, how they feel when you press them, how the laptop feels when you hold it, and when you open and close it. They obsess over things that most other tech companies regard as completely pointless. The same is true for dental practices.

Those small details that most people think are pointless are what separates dental practices that spend decades and only achieve mediocre results from dental practices that achieve 2 or 3 times as much revenue in just a few years. Successful practices understand that the little details matter, and they matter A LOT.

The Little Details

So, exactly how do the little details make or break a practice? We’ve been inside many practices over the years, and have witnessed first-hand how inattention to those little details can cost practices potential patients.

Presentation Rooms

On numerous occasions, I have gone into dental practices that don’t have a beautiful or professional presentation room. They are trying to pitch a patient on $20,000 of dental implant work, and they’re doing this presentation in the staff lunchroom, while another staff member is busy heating up a pizza pocket in the microwave. Obviously, the patient doesn’t accept treatment, and, in response, the staff or the dentists assume that the patient just wasn’t serious about seeking treatment.

Nobody is going to come in for a consultation on implants or Invisalign for fun. If they’re standing in your office, they want to buy dentistry. If they leave without committing to treatment, it means that, after looking around the office, they realized that the office was not the best choice for them and they decided to go somewhere else.

Branding

A lot of dentists opt for the “good enough” approach when it comes to things like branding, marketing, photos, or staff training. They think, well, we’re a small office, so this is good enough for now, but once we get bigger… we’ll invest more money into doing things better.

We often see practices present their patient with a treatment quote by simply printing out a quote from their patient management system onto a single piece of the cheapest paper they could buy at Staples.

Taking the time or effort to put together a detailed treatment plan, a professional folder with nicely designed and branded material to explain to the patient what that treatment will entail, why they’re the best at it, etc. will make all the difference for the patient experience.

Companies like Apple didn’t get to where they are by starting out building “good enough” products. If you want to build a very successful dental practice, you need to start acting like a successful practice before you become one. You need to start doing all of the little things at a much higher level of quality than other dentists are doing before you see the results.

The little things in your practice matter a lot. How your office looks, your logo, your website, the photos on your website, the quality of your sign, how your staff answers the phone, how you present treatment, and how you make your patients feel during their visit.

So, the next time you’re thinking about why a patient didn’t book their treatment with you, ask yourself: 

  • How did your staff greet that patient on their first visit? 
  • Did they offer them a cup of coffee? 
  • Does your office look clean and professional or does it create the impression that you don’t really care?

While these details may not seem important to the daily operation of your practice, for the patient, they could make all the difference.

The Importance of a Transition Statement

revupmanager Filed Under: Marketing, Operations May 10, 2022

The Importance of a Transition Statement

If you own a dental office and you want your staff to book more new patient appointments, then they must master the use of a transition statement.

A transition statement is a powerful tool that will allow your staff to take control of the conversation, build trust with prospective patients, and ultimately secure them as new patients.

But what exactly is a transition statement, and how do we use it? Keep reading to find out!

What is a Transition Statement?

A transition statement is a single sentence that can change the entire course of a call. This one simple sentence allows receptionists to take control of the conversation so that the call goes smoothly and is much more engaging.

Without the use of a transition statement, a call will often end up being led by the patient and the conversation doesn’t go where it needs to, resulting in the patient ending the call without booking an appointment.

How Not to Book an Appointment

Often, when a new prospective patient calls your office, the conversation might go something like this:

Patient: “Hi, do you guys do dental implants?”

Receptionist: “Yes we do.”

Patient: “Ok… how much do you guys charge for implants?”

At which point, most dental receptionists will assume that the patient is a price shopper calling around to find the cheapest dentist in their area. They’re not alone. We used to think this too– until we learned better from our friends at All-Star Dental Academy.

According to All-Star, when a patient calls asking for the price, they’re not asking because they’re comparing costs to other practices, but because they simply don’t know what else to ask!

In other words, they don’t know how to begin the conversation. But neither do the dental receptionists. We have listened to thousands of dental calls and when a patient asks about the price, as in the above exchange, most receptionists respond with something like this:

“Oh well… I’m not sure…it really depends… everyone is different… you’d have to come in for a consultation”. 

Not only do responses like this fail to lead the conversation anywhere, but they also risk making patients feel like you are not being upfront with them. They might suspect that you just want to get them in the door, and they won’t book as a result.

This might lead us to believe that the best course of action is to be upfront about the cost… but this doesn’t work either.

Let’s say the receptionist answers with a firm amount, like:

“At our office, dental implants start at $3,000 per tooth.”

At this point, the patient’s question has been answered, leaving them with no choice but to say something like:

“Oh… okay… thanks,” and hang up.

When this happens, not only are we left without the patient’s name or their phone number for a follow-up, we don’t know anything about their issues, whether they were missing one tooth or multiple teeth, whether they were calling for themselves or someone else– we don’t know anything at all and the conversation ultimately went nowhere.

How Transition Statements Work

A transition statement allows us to take control of the conversation and steer prospective patients toward booking an appointment. The following is a great example of a standard transition statement:

“I’d be happy to help you with that today. Would you mind if I ask you a few questions so I can better assist you?”

A sentence like this can make all the difference in how well a call goes. Let’s take a look at how the previous exchange might play out with the use of a transition statement:

Patient: “Hi, do you guys do dental implants?”

Receptionist: “Absolutely. We’ve got a very talented dentist in our office who has done hundreds of implants, he’s an artist when it comes to that type of thing. Are you looking for some information on implants?”

Patient: “Uh… yeah. How much do you guys charge for implants?”

Receptionist: “I’d be happy to help you with that today. Would you mind if I ask you a few questions so I can better assist you?”

Patient: “Sure, okay”

Receptionist: “Great! Well, my name is Andrea, who do I have the pleasure of speaking with today, and would you mind giving me your phone number in case we get disconnected?”

This one simple sentence has shifted the power away from the patient and into the hands of the receptionist, allowing them to assume the role of the expert. The transition statement signals to the patient that the receptionist has done this before and that there is a process in place for the service they are looking for.

Because the receptionist now has the power on this call, they can ask investigative questions that will build trust and rapport with the patient. The following are a few examples of good investigative questions:

  • “How did you find out about us?”
  • “Are you looking for implants for yourself or someone else?”
  • “Are you missing one tooth or multiple teeth?”
  • “Is it top or bottom? Left or right?”
  • “Is it causing you any pain? Are you having any trouble eating?”

You can see how these questions can lead to a much more engaging and meaningful conversation with a patient. Even if they do call a dozen other offices, it’s going to work in your favor because you will have been the only office to make a great impression.

A transition statement creates trust and people buy from people they trust. Make sure your staff knows how to use it, and that they use it on every call because it’s going to make a huge difference in the quality of conversations they are having with patients, and ultimately in the number of appointments you book.

Conclusion

While marketing can get the phone to ring with new patients, it’s important to remember that how well your staff does on the phone plays a big role in how many patients actually come through your door.

You could get ten new patients calling this week, but if your staff are not well trained and have no idea what to say to patients to maximize their chance of booking, then those ten new patient leads may only result in two to three new appointments. Meanwhile, there could be another dental practice in your area that is spending just as much on marketing while also securing ten new patient leads. However, if their staff is well trained in how to talk to new patients, those ten new patient leads could result in 7-8 new appointments for that practice.

Dental patients don’t care about your equipment

revupmanager Filed Under: Marketing, Operations May 9, 2022

Dental patients don’t care about your equipment

Your dental patients don’t really care about all of the fancy equipment in your practice. The reason why a lot of dental websites don’t perform very well is that they show pictures and talk about things that do nothing but stroke the dentist’s ego, not things patients actually want to see or are interested in reading about.

In this video, we’re going to break down what types of content and photos on your dental website will ACTUALLY help you attract new patients.

A common request we get from our dental clients is to feature all of the fancy equipment they’ve purchased at their office. They want to show off their CERC machine, or their CBCT scanner, or their dental laser. They want to make sure everyone knows that their office is not like everyone else, they’re “state of the art”

Now I get it. You’ve spent a lot of money to equip your practice with the best equipment. It’s natural to want to make sure this is front and center on your website so everyone knows it. However, here are two main reasons why this doesn’t actually work.

your equipment might not be that special

The first reason is that in 99% of cases you don’t actually have anything that’s really all that special. I cannot tell you how many times I’ve spoken with dentists who are showing off their fancy new laser or intraoral camera or whatever fancy gadget they bought, and they feel that this will help them really stand out, they feel like they are one of only a few dentists that have this type of equipment (because that’s what the sales rep told them), and they feel they need to REALLY promote this (because again, that’s what the sales rep told them to) and then I go on Google and find 20 or 30 dentists in their area that all have the exact same equipment.

This is something that happens ALL THE TIME, and you have to remember that dental supply companies have some of the most talented sales people on the planet. They are absolute experts at getting dentists to buy a bunch of fancy gadgets by making them feel that this will really help them stand out from other dentists… and unfortunately… in 99.9% of cases this is just not true.

Now it’s important to have up to date equipment, to do better dental work, to do it faster, to do it more efficiently, but if you think some piece of equipment is going to help you stand out or give you a big edge over other dentists in your area you are sadly mistaken.

Why you shouldn't feature your dental equipment

The second reason why talking about your equipment on your website doesn’t work is… patients don’t really care. A patient has a very limited attention span when they visit your website and you don’t want to squander that time by talking about things they have little-to-no interest in.

Let me give you a good example here. Imagine you are trying to sell tickets to a cruise vacation. Instead of talking about how they’re going to discover the world, they’re going to dance the night away in beautiful cities, they’re going to enjoy the sun and the warmth… no,no,no… you instead run an advertisement talking about the diesel engines that power the cruise ship, how big they are, how much horsepower they produce. You talk about how your cruise ship is equipped with the LATEST and the BEST navigation system. We’re not like other cruise ships, we connect with much better GPS satellites for our navigation, we’re state of the art. Instead of our position being accurate on the map to 5 meters, our navigation system is accurate to 2 meters. Order your tickets today!

How successful do you think this would be? This is why so many dental websites produce little-to-no results. They are built to impress the dentist and stroke their ego rather than actually impress patients. You have to remember that when you’re trying to sell someone on Invisalign for example, that person is considering whether they should do Invisalign or if they should go with their friends on a cruise. And the cruise companies do a much better job of marketing their services than dentists do.

focus the content on the benefit your equipment provides not what that equipment is

So what should you talk about on your website and what pictures should you show? Well when it comes to content you want to focus mostly on what a patient can expect from coming in. If someone is looking for Invisalign for example, you don’t want to spend a lot of time explaining what Invisalign is like most dental websites do, because nobody is going to land on your Invisalign page not knowing what Invisalign is and read your content and say “ohh.. that’s what that Invisalign is. I never knew. I don’t need Invisalign, but I was curious to find out what it was.”

You want to have a bit of that content explaining the service more for SEO reasons to help Google understand that you actually do provide this service. The vast majority of your content though should be around things like:

  • How is this treatment carried out?
  • How long does it take?
  • Does it hurt?
  • Do I need to take time off work?
  • What can I expect to happen when I come in to YOUR office.
  • How do YOU do this procedure?
  • Why do YOU do it that way? Why is that better?

You want to talk about what makes you different from other practices. This is where you can sort of touch upon your equipment, but make sure it’s not the main focus, or you’ll lose people’s attention. For example, if you have a CEREC machine, you can say that “Our office is equipped to do same-day crowns.” You would focus the content on the benefit your equipment provides not what that equipment is, because again patients don’t care.

Talk about the dentist

You can also focus a bit of content on the dentist who provides the treatment. For bigger cases like implants or ortho, people will want to know that the dentist who’s doing the work is an expert. While you can’t necessarily state that you’re an expert because this may go against the advertising guidelines of your governing body, you usually can say something like “Dr. so and so has been practicing dentistry for 30 years and has performed over 2,000 implant cases.” or “Dr. so and so has been doing implants for 15 years and regularly teaches at the local university.”

Again you want to review the advertising guidelines for your state or province and make sure you don’t break any rules, but you can have usually have a nice section on a page talking a little about the dentist from the angle of “this is how their experience is going to benefit you as a patient” much like you do when it comes to dental equipment. You don’t want this section to talk about how “Dr. So and so has 4 kids and he enjoys hiking and fishing on the weekends” because… nobody cares. It has to revolve around the patient and their needs.

What type of photos to use

Now when it comes to photos, you want to follow the same examples you see with vacation advertising. Pictures of happy patients, pictures of your staff in the practice, smiling, having fun, pictures of kids coming in for their first checkup, pictures of staff events, etc.

What you DONT want is pictures of an empty office. You don’t want pictures of an empty operatory showing your equipment, or pictures of your sterilization area or your CBCT scanner. Nobody is going to look at a picture of an empty dental chair with a bunch of sharp and pointy instruments on a table beside it and think “wow that looks fun!”

We see this all the time and I can tell you it is going to tank the conversion rate of your website.

Again, think of it like the cruise vacation. You want to show pictures of guests having a blast on the ship, having a wonderful vacation, you don’t want to show pictures of the engine or pictures of empty rooms on the ship or random equipment.

What your photos need to convey is that you have a nice and modern office, you have warm and friendly staff, and patients seem to be having fun and are happy to come to your office.

Conclusion

Things like photos and content usually seem trivial to most dentists but the reality is they can either make or break your business. The success of a cruise ship is not based on how state-of-the-art their ship systems are or how many certifications the captain holds. It’s largely based on the marketing that attracts passengers and the experience those passengers have once they are on the ship.

The same happens with dentistry. Your success as a dentist is much more dependent on your ability to attract patients and the experience those patients have when they come into your office,  than it is on your clinical skills. This isn’t to say that quality dental care isn’t important, it is, but dentists often neglect many other areas of their practice which leads to poor results over the long term.

Accountability System for Dental Staff

revupmanager Filed Under: Marketing, Operations May 9, 2022

Accountability System for Dental Staff

The success of your dental practice, and your success as a dentist, is really at the mercy of your staff. If you’ve got a great team that delivers amazing customer service, you will be able to build a very successful and profitable dental practice.

However, you could be the best dentist in the world, but if you’ve got a team that is average, or below average, you’re going to be under a tremendous amount of financial and emotional stress as you have to constantly run around putting out fires in your business.

Today we’re going to talk about why you need to implement a strong accountability system to monitor and improve the performance of your team. Stick around.

One of the biggest challenges we faced when we began working with dentists is that we would build them a great website, do their SEO and rank them high on Google, create a great presence on social media… but what we were surprised to find out was that in a lot of cases… this didn’t actually create a big improvement in their new patient count.

Sure, the numbers did go up and those clients did generate a return-on-investment… but nowhere near the amount that we expected to see. When we doubled or tripled the amount of new patient calls to a practice, we expected to see double or triple the amount of new patients booked… but this wasn’t happening.

the customer service and new patient experience was lacking

We were really curious to understand what was going on so we started to listen to every single  call coming in and… let’s just say… what we found was shocking.

Across nearly every dentist we worked with the customer service and new patient experience was lacking at best. We found hundreds of instances of staff being rude or dismissive to patients, not taking the time to engage with them and answer their questions, often just talking to patients with this demeanor that said “I don’t really care”

Let me give you some examples. Just TWO WEEKS ago, we listened to a call from a dental practice where a patient called in at 4:31 PM on a Friday. Now this practice closes at 5:00 o’clock. The patient wanted to book an appointment for next week. The receptionist told him “ohh.. I already turned off my computer, can you call us back on Monday?” 

Do you think this patient called back on Monday? No… they went somewhere else. The dentist didn’t even know about it until we showed them.

In another example, one of our dentists had recently purchased the ZOOM teeth whitening system and wanted to get more teeth whitening patients in the practice. We built them a new landing page, did their Google AdWords campaigns, and started to get them more calls for teeth whitening. Someone saw the advertisement and called the practice and said:

“Hi, do you guys do teeth whitening” ?

The receptionist says “Yes we do”

The patient asks “How do you do it? Is it take home trays?  Is it done in the office? How does it work exactly?”

The receptionist says “Ugh… I don’t really know. The hygienists have something they do but I’m not really sure, you’d have to talk to them about it”

The patient goes “Oh… ugh.. Okay. Well could I speak to the hygienist?”

And the receptionist says “Actually the hygienist is on a vacation this week, I think she should be back next week. You can try calling us back then”

The patient goes “Oh okay… thanks.”

The receptionist didn’t ask for the patient’s name, how he found the practice, his phone number to followup later, or anything at all. The funny thing is this practice could have seen the patient because they had multiple hygienists and doctors that could have done the whitening. Also the dentist who owned this practice also owned another practice on the other side of town, just 7 minutes away and the receptionist could have referred the patient to that other office instead.

Do you think this patient called back a week later to book the appointment? No, of course not. He went to a different dentist down the road.

Dentists didn't know

What was shocking to us and our dentists was that these weren’t rare isolated cases, this was often the standard experience new patients were getting.

Take a look at what our clients had to say when we started to share our findings with them this is pretty much the reaction every one of the dentists had.

Here’s one of our clients that operates a very large cosmetic practice in Toronto that focuses on dental implants. He had spent hundreds of housands of dollars over the last 10 years on marketing his practice and on training his staff and was under the impression that they were delivering world class customer service. Here’s what he had to say when we shared with him a dozen call recordings showing him the experience new patients were getting when speaking with his staff.

 

Hi Nick

I’m absolutely appalled by this. I can’t believe this is my staff!

I have so many questions…

Here’s another quote from a large established office. Again this dentist had spent thousands of dollars on marketing, consultants and training. We shared with them a handful of examples of how new patient inquiries are being handled and here’s what the dentist had to say:

OMG! This is absolutely not the way I want my business handled. Thank you for bringing this to my attention. I will address it ASAP.

We got this reaction from virtually every dentist we worked with. Here’s another example. One office manager said:

Hi guys,

Wow, that call was very difficult to listen to. That was probably the worst customer service call I’ve heard on her part in the 2 years she’s worked here.

Key note here… “that she’s heard”… but here’s the thing, nobody was recording or listening to any of the calls coming in before we came along, so how many times did it happen in the past 2 years? This is like catching someone stealing and thinking “well they only did this once, so I’ll forgive them” but the truth is this is just the first time you caught it, not the first time it’s happened.

In many cases the problem is that receptionists don’t really know what to say and they give patients wrong information.

In one example we had a patient call one of our clients to book a consultation for Invisalign. A new receptionist who had only been working there for 4 months told the patient “ohh… I don’t think we do Invisalign”

The patient was confused because he was looking at an Invisalign page on the client’s website. He thought maybe he called the wrong practice so he asks the receptionist if she knows anyone in the area that does it. The receptionist proceeded to give the patient directions to one of our client’s competitors down the street.

Now this may sound like I’m just sitting here bashing dental receptionists, but the truth is we were really shocked to discover this. We were just trying to figure out why new patients weren’t booking and we never expected to find what we found.

How to fix this?

So how can you tell if this is happening in your practice, and if it is, how do you fix it? Well it turns out the reason this happens is because nearly all dental offices lack a strong system of accountability. This is what we started to implement into each dental practice. We did a few things:

  • We tracked, recorded, and listened to every single call coming in. Our team found out how many calls were coming in each month, how many were new patients or existing patients, how those patients found the practice (Google, Facebook, Referrals, Flyers etc). Who they spoke with and whether they were booked for an appointment. If they weren’t, why not?
  • We looked at how each staff member was performing. We found many instances where if a new patient spoke with Receptionist A, there was a 60% chance to get an appointment, but if that person spoke to Receptionist B, only 25% of calls turned into appointments.
  • We tracked each new appointment request that came in from the website and followed up with the staff to see what happened. As we started to do this it became clear that a lot of patients who requested appointments weren’t even being contacted, and if they were, it was often days later after they had already decided to call and book with a different practice because nobody had reached out to them. Once we started to hold the staff accountable for those appointments and followup with them we found that patient booking rates more than doubled.

Take a look at an email one of our dentists sent us:

Hi Nick,

Just a brief update to report something astounding that happened yesterday. We booked 9 new patient exams in one day! Mind-blowing, considering nothing anywhere near this has ever happened, and rarely do we get this many in a full month never-mind in a single day. All but one came in through Google.

The truth is we didn’t actually do anything different on Google. All we did was implement a system of accountability and followed with the staff about each patient and… surprise surprise… things improved.

Conclusion

So if you’re not happy with the amount of new patients you’re getting, ask yourself “what are you measuring?” You may be measuring how many new patients come in, but are you also measuring things like:

  • How many people contact you to inquire about different dental services?
  • How are those people finding you?
  • Who is speaking with these patients?
  • What is your staff saying to these patients?
  • What is the result of that conversation? Do they book an appointment?
  • When a patient requests an appointment from your website, how quickly do the staff contact the patient back? Is it a few hours later or a few days later?
  • When your staff can’t reach a patient, do they try to follow up multiple times or do they just give up after the first attempt?

If you don’t have answers to these questions then it’s likely that you’re missing a strong system of accountability in your office, and this is critical to building a successful and profitable dental practice.

The Importance of Collecting Google Reviews

revupmanager Filed Under: Marketing, SEO May 9, 2022

The Importance of Collecting Google Reviews

The amount of Google Reviews your dental practice has and the rating associated with those Google reviews can make or break whether a new patient calls your practice or decides to visit your competitor down the street.

We’re going to dive into why it’s so important to rank among the top 3 BEST and MOST reviewed dental practice in your area with the goal of always getting to that #1 spot because once you reach that #1 spot several doors begin to open and there is a noticeable difference in how many new patients are contacting your practice for an appointment.

So let’s jump straight in…

1. Google Reviews are First Impressions

People are deciding whether they like you, trust you, and want to buy from you before even picking up the phone to call your dental practice. Heck, they are doing it before they even click on your website to explore what your dental practice offers. Think about it, your Google Reviews tell the story of your practice and have the ability to showcase the honest experiences that your patients have had with your dental practice. New patients are more inclined to trust you if they feel like others do as well.

If I am looking up dental practices in Toronto and I see one practice with a 4.6 rating and 18 reviews and then I see another practice with a 4.8 rating with 250 reviews, who do you think I am going to call? It is absolutely critical to make sure your Google Reviews are providing a great first impression of your practice because they are genuinely the new storefront to your business.


2. Great Reviews Help you Rank Higher on Google

When Google is deciding where your practice deserves to be ranked… will it be page 1 of Google or page 10? It will take your Google reviews into consideration. Google is in the business of providing people with the best results for what they are searching for so naturally it’s going to take people’s review of you into consideration.

If you don’t have many reviews, or you have bad reviews, Google will push you further down the page. If you have lots of reviews and great reviews it is going to trust you more and move you up the page. The goal of Google is to provide their customers with a great experience. They count on your Google reviews to do that. So if you want your practice to be seen online then you need to prove to Google that you are trustworthy.

3. People might call you right from your GMB space rather than the website

Sometimes a series of good Google Reviews are all a person needs to decide that they trust you enough to pick up the phone and call you.

If you have a high enough rating and the most reviews in your area, chances are high that someone will call you from just those reviews alone or they will head over to your website to explore you further. If you don’t have a ton of great reviews or you are sitting at a low rating patients are realistically going to end their relationship with you there. They aren’t going to give you the benefit of the doubt and think…”hmm maybe this practice is the best kept secret”.

Conclusion

After years of marketing dental practice we know from experience that if you are going to encourage your staff to assist you with marketing it should 100% be with collecting Google Reviews. They are the new storefront of your business and have the best success rate at bringing new patient leads to your practice.

Happy Google Reviewing!

The Importance of Testimonial Videos

revupmanager Filed Under: Marketing, SEO May 9, 2022

The Importance of Testimonial Videos

Do you ever feel like all dental websites look exactly the same? And don’t actually do much to drive new patients to pick up the phone and call the practice? Well, to be honest, it’s because they do and the majority of them are all lacking one critical component….the element of personalization.

So how do you personalize your website so that new patients are more inclined to pick up the phone and call your practice … rather than just tossing you into the pile of …. “This is just another dentist who does the same thing as every other dentist” and who will just end up calling your receptionist and asking only about your price points.

What is a Testimonial Video?

How do you personalize your website and get more potential patients to pick up the phone and call you? Two words.. TESTIMONIAL VIDEOS! A testimonial video is a quick 1-2 minute video of a happy patient who has just had a great experience at your dental practice.

Check this out:

Awesome right? Is every patient going to be this much of a superstar on camera? No, but the goal is to fill your website up with real people who have had real experiences at your practice.

#1 Videos are Visually Stimulating and will Trigger and Emotional Response

When you have a page on your website that is filled with a ton of friendly faces who have awesome things to say about your dental practice… that is going to resonate emotionally with new patients who are wondering if they should pick up the phone and call you.

A page full of Testimonial Videos will make your website stand out. Imagine you are looking for someone to do your ortho treatment and you stumble across this…

That is the type of content that is going to inspire potential patients to pick up the phone and call you.  At the end of the day, people buy from people they trust so it’s critical to be reinforcing messages of trust from real consumers all throughout your website.

#2 Video Content Converts Better Than Text

The reality of living in the time of social media and digital marketing is that video converts better than text. People spend their day scrolling through social media and rather than reading in-depth articles they are quickly consuming bits of important information through photography and video content. According to a commonly cited report viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in text.

Video tends to resonate better with people than text because it allows them to create that emotional connection. It’s like storytelling, our brains are particularly attuned to stories—and that’s exactly what testimonials provide.

A great testimonial video might tell the story of how a patient overcame dental anxiety while visiting your dental practice

#3 People Trust Patient Reviews

In another one of our videos we talk about the importance of collecting Google Reviews because a series of positive reviews can genuinely make or break whether a patient decides to pick up the phone and call your practice. Well it’s the same thing with testimonial videos but testimonial videos can be even more impactful because you are seeing a real person, in real time and hearing their journey while looking at the expression on their face.

Think about it, if a patient sees a wall of testimonial videos of happy and smiling patients, even though they aren’t going to sit there and watch each and every one of those testimonial videos. That page full of happy and smiling patients is going to resonate. It says, wow this practice actually has a ton of real patients who like and trust them enough to actually get on camera for them.

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