Dental practice consultant Ed O' Keefe will show you how to market Invisalign to dental patients. Invisalign is a solution for patients who need whiter, stronger teeth. But how do you market Invisalign to dental patients? And how do you attract more patients to accept Invisalign cases? The dental practice consultant will give you the strategies to market this solution successfully. The dental practice consultant will also define each strategy as well.
For the dental practice consultant, the best way to market Invisalign solution to patients are primarily, through your staff; and next, through conducting Invisalign Open House.
1st : Have The Right Staff....
The dental practice consultant would advise you to have a staff that's trained enough to talk to every patient who express their interest in having straighter, more attractive teeth, and also trained enough to help ask people identify their problem at the same time. In our practice, we ask our patients: “On a scale of 1 to 10, how would you rate your smile?”. The patient would give us various answers. Then we would ask them: “What would make it a 10?”. Then we listen to their answers. We take down notes and through this we can create a good package of information and regurgitate it back and sell the treatment. The staff also needs to know the benefits of the solution for the patients; it's invisible, removable and it allows people to have more confidence!
2nd : Conduct Invisalign Open House....
The dental practice consultant would advise the conduction of Invisalign Open House. Two things should be put in mind when doing an open house:
1) Market your Invisalign day appropriately.
The way I see it, the big mistake that a lot of people do is that they decide to do the open house, but they send out a mailer to their existing patients, and they get 1 to 3 phone calls. You should be expecting this, because if your going to do an entire open house, and you have an opportunity to make $5000 a case or say $15,000 net per case, you need to throw more money at it. And you need to have your staff get people to come to it. So, you have to start planning the promotions of it 4 or 5 weeks minimum in advanced, so as to get 2 to 3 direct mail pieces to my existing and inactive patient base in that time (so once a week for the first three weeks to promote it). If you have e-mails, you should definitely go and just send out e-mails. If you have phone numbers, either you're going to physically call everybody or just do a voice broadcast, which will go out to every single home and it will share with people the details and where to call.
2) Have two schedules for the event, instead of having just one.
The reason for this is that you can use the same marketing dollar to promote both events, and that's one thing. Another thing is that some people who can't make it on a given schedule, say, Wednesday night, are going to be able to make it on a Saturday between 10:00 and 1:00. So you're going to open up a dual option for the people, and enable them to choose more dentistry at the same time.
These are the strategies that the dental practice consultant would advise you to help you market Invisalign successfully. Keep in mind that if you have a lot of Invisalign patients, they refer more than traditional patients do, and also choose more cosmetic dentistry! This would be a big plus factor for your business as well!
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