The Internet has undeniably changed the face of healthcare and the way dentists market to their patients. As more and more people use the Internet to research dental conditions and locate a dentist in their area, a dental practice must be acutely aware of the unique challenges brought on by Internet marketing and develop effective strategies to convert web visitors into new patients.
If your website does nothing else, it should communicate who you are, what you do and most importantly, what sets you apart from other dentists. That message needs to carry through to your office, so that when a lead comes in, your staff is empowered to overcome common objections and book an appointment.
Ads Next works with dentists from across the country. We’ve found that the dental practices with the highest conversion rates, that is turning leads into new patients, share similar traits. One of those is to treat all incoming phone calls with purpose and provide simple answers to common objections.
The Characteristics of a High Converting Dental Practice
- Treat each incoming call with purpose
- Make a great first impression; be happy the patient called and make them feel welcome
- Articulate in a compelling way what separates their practice from others
- Have a predictable, simple new patient process
- Avoid the trap of collecting too much information or telling the patient too much before they come in
- Have easy answers to common objections like dental insurance or price
- Focus on setting an appointment rather than getting into specific answers about price
- When price information is provided, offer a value statement to help the patient make the association between price and value.
How Can You Convert More Leads Into Patients?
You can start by giving your front desk staff the tools to properly handle incoming calls. This means creating value statements and simple answers for common objections.
Ads Next is hosting a Free Webinar presented by leading dental practice consultant, Larry Guzzardo to share the best practices for overcoming common objections.
December 12, 2012
- Best practices for handling incoming phone calls
- How to respond to leads from website forms and email
- Scripts and strategies to overcome common objections including: Do you accept my insurance? and Your fees are too high!
- Tips for developing a simple and effective new patient process
This information is presented by industry experts in dental practice management and dental internet marketing. Don’t miss this opportunity to maximize the marketing potential of your practice. Sign up for our webinar and find out how you can become one of the high converting dental practices.
by Bill Mulcahy, Vice President of Ads Next