Magnetic dental marketing is all about attracting new patients. You have walking billboards that frequently attract interest—your team. Individuals who work in dental offices can turn inquiries into dental patients very easily by following some simple steps.
- When team members leave the office wearing clothing with the practice name and logo, they frequently attract attention. “Where do you work?” “Oh, is that a dental office?” “I’ve heard of that dentist.” These are questions people ask when they see a doctor’s name emblazoned on a shirt.
- If the person wants to end the conversation at that point, then that is their choice; but if the discussion goes further, then talk up the practice by giving your 15-second practice summary. Click here for my podcast on that topic.
- Offer the person who asked the question a business card and answer the questions that are posed.
- Ask them open questions to determine if they need a dentist. Many people will ask for advice about a dental problem and are eager to hear what you have to say. If they need more information or you think could benefit from seeing the doctor, proceed to the next step.
- Ask for their business card. If they have one, that’s great; if not, give them another one of your cards and use this script: “Please write your name and contact information on the back of this card. If you like, I will have our office manager contact you to answer questions and help you make an appointment.”
- Tell the prospective patient that, if they prefer, they should call the office to make an appointment. Here’s the script: “Call the office and mention my name. Say that I said to get give you priority and get you in as soon as possible.” Now the new patient has clout. The patient can call the office and use your name to get special consideration. You are using magnetic dental marketing to encourage someone to call the office.
- Make sure that everyone who answers the phone in the office knows that a team member has made a contact. The script is as follows: “Yesterday I met a woman named Jane while I was out shopping. If she calls, say that you have been expecting her call and that you will give her priority scheduling because she knows me.”
Note how each step makes the person feel important and enhances the likelihood that the person will call the office. This is magnetic dental marketing. Attracting new patients is all about seizing opportunities, making people feel special, and seeing the process through to the happy conclusion–a new patient on the books.