It’s a fact that every job has elements of tedium – repetitive tasks that need to be done but don’t yield much in the way of satisfaction. Dentistry is no exception.
Dentists today complain of being overwhelmed by the number of new patients seeking services. That should be a great problem to have, and it would be except for the fact that most of those patients are seeking routine dental care. Dentists’ chairs are full of routine exams and drill-and-fills, and doctors describe themselves as practically running between rooms trying to keep up.
If this is the kind of dentistry you like to practice, well and good. One question, though: How long can you keep this up? Ergonomics for dentists have improved over the last few years, but there’s still the risk of repetitive strain injuries as well as back and neck problems. And it only takes one chronic injury to make dentistry something you’ll dread.
Change The Equation
If the high-volume, low-value scenario described above fits you, you’re almost certainly creating the situation through your marketing.
The traditional dental marketing approach is focused largely on getting new patients by offering low prices, discounts, insurance acceptance, and specials. The consequence is that people who want the cheapest dentistry call your office for an appointment.
Given the high level of competition these days, it’s not surprising that dentists continue to market like everybody else. But that marketing is based on the false assumption that dental patients only care about what dental work will cost. That’s certainly true for many of the prospects in your market… but not all of them.
In any given market, up to 30 percent of dental prospects have the ability and willingness to pay more for the right dentist. You might think that this requires a “concierge” approach, but that’s not the case. Certainly, your practice has to appear welcoming, modern, and comfortable, but that’s just one factor.
You Get What You Market For
Better prospects are looking for a long-term relationship with the dentist who they regard as likeable, trustworthy, and the expert to solve their dental problems.
Attracting those better prospects requires a non-traditional marketing approach, one that positions you as the dentist of choice. That’s not something that price-based advertising can manage; these prospects aren’t overly motivated by saving money or what insurance will pay. They’re willing to pay out of pocket for elective dentistry.
You could completely change your marketing approach, but it requires a large number of very specialized skills and a considerable time commitment. And you won’t make one dime while you’re investing all that time. You make money by seeing patients and solving their dental problems. Marketing is just a means of getting more patients in your chairs.
If you’re tired of the old drill-and-fill day after day, get started on the path to practicing the dentistry with better dental patients.
All it takes is a free, no-obligation 25-minute phone call. Following the call, we’ll send your free Patient Attraction Roadmap
that’s yours to use however you wish.
You can work less, earn more, and enjoy dentistry again with SmartBox.
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