There are a few major goals your dental or dental implant practice will have when performing various forms of marketing to prospective clients, and closing cases with patients is at or near the top of any such list. What are some of the top ways to ensure that you have a high closing rate and are succeeding in drawing in new patients for your practice?
At Dental Implant Machine, we’re here to help. Our dental practice marketing system is second to none in the industry, regularly assisting our clients as they show major increases in ROI and close a greater number of sales. What are some general and specific methods that will help you close more cases and increase your bottom line? Here are several, plus some words on how to avoid obstacles in this area.
Reasons Why Patients DON’T Close
Before we get into some of the top strategies we recommend for closing patients during any dental implant marketing, it’s important to look at the other side of this coin: Why some patients don’t close, and what you can learn from the reasons behind this. Here are some of the most common:
- Inaccurate information or knowledge: One of the single most common reasons that patients don’t close is because they’ve been given inaccurate information or lack complete knowledge about what’s involved in the dental implant process. This can often be chalked up to poor communication on the part of the dental practice, and it underscores the importance of ensuring that your staff is properly trained and prepared to field questions from prospective patients.
- Long wait times: For patients, you contact via phone or email, one of the most common complaints is that they don’t receive a timely response. This can often be attributed to a lack of organization within the dental practice, and it highlights the importance of keeping good records and being prompt in your follow-up.
- Rudeness or poor training: Another common reason that patients don’t close is that they’ve been treated rudely or dismissively by a staff member, or they feel that the staff lacks proper training. This can be a major problem for any dental practice, and it’s crucial to ensure that your staff is properly trained and knows how to deal with patients in a professional and courteous manner.
- Lack of trust: In some cases, patients simply don’t trust the dental practice, whether it’s because of something they’ve heard from a friend or family member, or because of something they’ve read online. This is often a difficult obstacle to overcome, but it’s important to remember that trust is earned, and it can be won back if it’s lost.
Now that you have a general primer on the kinds of mistakes that may diminish your closing rates, we’ll dig into several strong ways of going about increasing these rates in simple ways.
Working With Dental Marketing Professionals
First and foremost, there’s a reason the realm of dental marketing professionals is so robust and widely used: Because it works. When you work with a dental marketing agency that specializes in bringing in new patients, you’re getting an outside perspective and years of experience and expertise in the field. This is an invaluable resource and one that can make a major difference in your ability to close cases and draw in new business.
One of the best ways to close patients is by working with a dental marketing agency that can provide you with a steady stream of high-quality leads. These leads are potential patients who have already been qualified and are interested in your services, which means they’re much more likely to close than cold leads.
A good dental marketing agency will also help you create a custom marketing plan that’s tailored to your specific needs and goals. They’ll take into account your budget, your target market, and the services you offer, and they’ll create a plan that’s designed to get results.
Finally, a good dental marketing agency will provide you with ongoing support and guidance. They’ll help you track your results, optimize your campaigns, and troubleshoot any problems that may arise. This is an invaluable resource, and one that can make a major difference in your ability to close cases and grow your business.
At Dental Implant Machine, we’re proud to serve all these roles and more for our clients. We’re a full-service dental marketing agency that specializes in helping dental practices grow their business. We offer a wide range of services, including lead generation, custom marketing plans, and ongoing support and guidance. Contact us today to learn more about how we can help you close more cases and grow your business.
Improve Staff Training
One of the key concepts we discuss with clients as we help them build trust and authority with patients is that patients must feel like they are in good hands before any type of treatment. This is a result of not only the doctor’s abilities but also the staff’s manners, attentiveness, and how well they work together as a team. If there is anything questionable about any team member, it will subconsciously affect the patient’s decision to go through with treatment.
This is why it is so important to ensure that staff training covers all the bases of customer service, from the front desk to dental assistants, hygienists, and billing.
Hiring Enough Staff
One common roadblock we see dental practices face is not having enough staff. This can quickly lead to overworked team members which will, in turn, lead to a drop in quality of care.
It’s important to have the right number of staff for your patient volume so that everyone is able to do their job well and no one feels overworked or stressed. This will not only lead to happier employees but also a higher quality of care for patients.
For more on the mistakes to avoid while looking to close dental patients, plus some important themes to consider while going down this road.
