Workers being laid-off. Skyrocketing health care costs causing employers to scale down employee benefits. Don’t expect new patients to come knocking down your door these days without doing some legwork.
There’s never been a more crucial time in your dental practice’s history than now to help prospective patients fully understand why you should be their provider of choice. Here’s why.
Many dentists nationwide are seeing declines of 5%, 10%, 15% or more in production from just a year ago, according to an article published in the October issue of AGD Impact, the newsmagazine from the Academy of General Dentistry.
The reason is because so many people are finding themselves out of work which means more people are loosing their health care benefits making it hard to justify going to a dentist unless in the case of an extreme emergency. Fewer people are willing to spend money on dental work for fear of what they believe may still be to come.
Hard Choices Ahead For Dentists
It comes as no surprise that the biggest victims of the recession aren’t the larger corporate dental practices, but the smaller businesses struggling to stay above water.
Practice revenues are plummeting, but dentists still have to pay staff and other bills plus in some cases pay back huge bank loans that enabled them to open their practices in the first place. Needless to say, some dentists are feeling incredible pressure right now.
Elevate Your Success Through Integrated Marketing
When revenue tightens, some dentists’ knee-jerk reaction is to start cutting essentials, like staff and marketing. Granted, when things get tough, it’s a good opportunity to reevaluate your business plan and find out what you can do better but this is not the time to panic.
Even in a great economy, businesses face tough challenges creating long-term growth. Just because the economy is hurting today doesn’t mean your practice has to hurt along with it. In fact, with the right marketing strategies, you can actually grow your dental practice in the current economy while gaining huge market share for the long-haul.
Reach Your Target Market spends countless hours engaging Atlanta dental patients and testing marketing strategies for Atlanta dentists. In all of our studies we’ve consistently found that almost every dental practice’s marketing effort has untapped profit potential in six key areas: marketing plan development, communication distribution, sales process, customer relationship management, customer retention and campaign enhancement.
We’ve learned that it doesn’t matter if the practice is new or established, mastering these six key principles of marketing will enable your practice’s marketing efforts to increase productivity, production and profitability while building long-term growth.
Producing a great plan
We all know that great marketing helps establish how you differ from your competition but how is great marketing achieved?
Great marketing begins with great ideas. The success of those ideas depends on great planning. Have you ever heard the saying “Failure to plan is a guaranteed plan to fail.”? Well this saying holds true for your dental business as well.
A solid marketing plan is the most important guide you’ll have to maximize profitability and minimize the risk of marketing. We’ll create a well-developed marketing plan that guides the execution of every detail of your marketing effort, and in turn lead your business to greater returns on your investment.
Knowing where to advertise
For dentist to effectively maximize their marketing effort, it’s critical to understand two key factors: Where new prospects are searching for dentistry, and two: How new prospects are searching for dentistry. We find the right mix of integrated channels such as direct mail, print and online marketing that will serve up the highest number of targeted customers consistently over time.
There are six key steps for effective sales: 1. Prospecting 2. Initial contact 3. Sales presentation 4. Handling objections 5. Closing the sale and follow-up 6. Service after the sale. We offer sales coaching for your sales staff and marketing managers to help you establish great customer service.
Building customer relationships
Professional customer relationship management is about being aware of your customer’s needs and reacting to them efficiently. Reach Your Target Market helps you understand your customer’s experience so that you may anticipate and respond to their needs quickly and consistently across your organization.
Retaining customers and gaining referrals
It costs far more to acquire a new client than it does to retain an existing one.
Like all businesses, your revenue comes from two sources: current customers and new customers. Many dental marketers focus all of their attention on generating response from just prospective new patients while completely ignoring the proven loyal customers they already have. It’s like welcoming in new patients through the front door then leaving the back door open for them to walk right back out.
We study your best customers to create the right customer retention program that will save you the time and expense of rebuilding your customer base over and over. We also implement great reward incentive programs to encourage prospect referrals.
Fine-tuning your marketing message and making it stick
Maximizing the success of your campaign takes a lot of ongoing analysis and evaluation. Analyzing your campaign’s performance helps you evaluate its success. Backed by solid data, we fine-tune your marketing messages across all channels to ensure your efforts more effective and highly targeted.
Reinvest, Reinvent and Reward
Increasing your marketing efficiency doesn’t always mean increasing your marketing budget. With practice revenues plummeting, Reach Your Target Market understands that small practices don’t have money to waste. Just because the economy is hurting today doesn’t mean your practice has to hurt along with it. This isn’t the time to panic. The fact is, the right marketing strategies, can actually grow your dental practice regardless of the economy.
We’ll create a well-developed marketing plan that guides the execution of every detail of your marketing effort.
If you need help building your dental practice, don’t wait. Contact us today. We’ll show you the step-by-step process for reaching your target audience through customized marketing and advertising that works.