Discover How Dr. Jones from Springfield Is Attracting High-Value Dental Implant Patients Using This One Secret Strategy
Dr. Jones from Springfield was treating a patient who was having pain in his tooth. Sitting in the dental chair, Brad, the patient, looked at Dr. Jones and said, “I hate going to the dentist, but this pain is unbearable.
Can you make it go away?”
Jones dropped his with a sigh.
Before Dr. Jones could answer, Jenny the office manager came in to tell Dr. Jones that Judy at the front desk was letting calls go to voicemail instead of answering them.
Rolling his eyes, Dr. Jones got up and asked Jenny to tell Judy to start answering the calls.
While he was out in the hall, Margaret, one of his other assistants said, “Dr. Jones, your wife is on the phone. She’s saying something about the bank not getting your student loan payment for this month.”
Letting out a big, heavy sigh, Dr. Jones told Margaret he would call his wife back when he was finished with this patient.
Being reminded of his $300,000 student loan and now stressing about it, Dr. Jones took a deep breath before returning to the examining room.
After examining Brad for a few minutes, Dr. Jones offered up a few treatment plans that would not only relieve Brad’s pain but would also resolve his underlying issue for good.
In response, Brad asked, “Do you take my insurance?”
“We don’t carry your insurance plan, Brad.”
“Then, can we just watch this for a while?”
“Well, Brad, it will only get worse and…”
After finishing with Brad, Dr. Jones was deeply discouraged about the prospect of how things were going in his life and in his practice.
He was deeply discourage by the fact that he was wearing too many hats—figuratively speaking. He was dentist, CEO, CFO, HR director, benefits coordinator, payroll specialist, office manager, and liaison to the dental insurance all rolled up into one human being.
What happened to just being a dentist?
He didn’t think things couldn’t get any worse. Judy at the front desk told him that Stephen Lane—his two-hour appointment—had just canceled. And another patient was threatening to sue Dr. Jones because his tooth “wasn’t like that before coming in the other day.”
This was all giving Dr. Jones a bigger headache than he thought possible while he was in dental school.
And every day it was the same…
• Last-minute appointments
• Last-minute cancellations
• Emergency calls
• Difficult patients wanting all sorts of discounts
• Insurance issues
• Office staff infighting
And in between all that, he wondered how he was going to pay down all the debt he had accrued—the office equipment, the dental equipment, the staff, the office space, and the ever-present and the overbearing student loan, etc.
This was all weighing down on him heavily without a solution in sight.
And the patients who did come on time and didn’t cancel weren’t well-informed about the treatments they were about to receive. And they didn’t blame themselves for their ignorance, they blamed Dr. Jones.
They didn’t understand how their lives and their health would be greatly improved by his expert skills, knowledge and hard work. They thought Dr. Jones was just over prescribing and over treating.
And they often treated his dentistry profession like a commodity and were always looking for a deal—whether it was with Dr. Jones or someone else. Dr. Jones was beginning to feel he wasn’t being respected in his profession by his patients, colleagues—and even his family and friends.
Getting too many “FREE Exam & Cleaning” patients and not enough $2,145 implant-patients was making Dr. Jones feel like he was running a Dunkin’ Donuts shop. His practice wasn’t being respected, and he wasn’t feeling the prestige of being a doctor.
And with online services like Groupon, Dr. Jones had a hard time recommending his higher level procedures that were very much needed for his patients. Most patients only wanted to see him if there was an offer for 50% off on Groupon.
After 16 years of dedicated practice, Dr. Jones was thinking about early retirement.
He just wanted to be done with it all. He wanted to be rid of all the headaches, back aches, neck aches and the sore hands.
All the high-level and expensive marketing wasn’t helping him out of this mess.
With all the marketing and promotions for his practice, Dr. Jones was still only getting uninformed, price conscious and disrespectful patients.
He didn’t know if the postcards were bringing in his leads or not. There was no way of tracking the success or failure. Most of his patients just said, “I found you online,” whether it was from a postcard, a flyer, a newsletter, a magazine ad or a newspaper ad.
This frustrated Dr. Jones very much.
And finding a good way of advertising online was equally frustrating. The only people who clicked on his ads were SEO companies from India. And with over a billion people in that country, there was no end to the calls and e-mails.
And SEO wasn’t working either. That was a complete failure—a dream that never materialized.
The big dental marketing agency he was using didn’t seem to understand what kind of dentistry Dr. Jones was doing. There was no personal connection. They often didn’t answer phone calls.
He couldn’t figure out why his campaigns for the more expensive procedures like dental implants were failing. He didn’t get any answers from anyone—not even the marketing agency that he paid thousands of dollars a month for. They blamed everyone and everything but themselves.
• The market
• The economy
• The practice
• The audience
• The office help
It was all so frustrating for Dr. Jones.
But all that changed…
When Dr. Jones discovered the one secret that all the other highly successful dentists discovered to get their ideal patients, his practice completely changed from a miserable practice to a joyful one.
He learned that needed to pre-frame his patients BEFORE they came in for a visit.
When Dr. Jones was able to pre-frame his patients before they sat in the dental chair, all the stress and frustration of running a dental practice melted away.
Dr. Jones discovered that the difference between happy, fully booked, and well-to-do dentists and dentists who are struggling, hate their job and have empty schedules is all in how the patients are pre-framed before being booked for an appointment.
Dr. Jones came up with a list of what he wanted out of his dental practice.
His ideal patient…
• Doesn’t haggle over price
• Doesn’t argue about a treatment plan
• Follows all instructions given by the dentist or assistants
• Is happy to see the dentist and even says, “I love my dentist.”
• Holds the dentist in high regard and respects the profession of dentistry
• And makes early appointments
• Keeps all appointments
After he was able to frame the procedure in a way that the patient understood, Dr. Jones started to truly love the fine art and science of dentistry again.
He once again loved driving into work every day. He had not heard any patients saying, “I hate the dentist.” He was bringing in solid patients who never haggle over money.
Instead of hearing the dreaded, “Maybe if it’s starts hurting again, I’ll come in,” he now hears, “Thank you, doctor. When can we start? I’ll go to the front desk and make an appointment!”
Today, when he relieves someone of their pain, he feels like a hero. And patients now understand and appreciate that he is there for their health and well-being.
Dr. Jones now he feels less stress when he drives his blue convertible BMW into work because he is bringing in high quality and high-value patients. Their expectations are real because he’s pre-framing them before they come in.
Now he enjoys the freedom of being a dentist and having normal dentists’ hours, and he’s looking at an extra 20-30 new high-value patients a month.
Would you like to have wonderful patients like Dr. Jones?
Looks pretty good, right?
With today’s technology these can easily be done. Done properly, all potential doubts, objections, hesitations, and disagreements can be eliminated.
When you pre-frame your patients two things are going to happen…
- Those looking for deals will leave, but that’s okay because they aren’t going to be with you in the long run anyhow. And it’s not where you should concentrate your resources – you should open up the opportunities for others.
- The patients who stay are going to become more professional and courteous toward you. They are going to appreciate your services and treatment plans because they are going to see themselves in a different light.
It’s all about communicating the right message at the right time. Dentists and their marketing agencies often present the wrong offers (i.e. $2,500 Dental Implants) at the wrong time in the sales cycle.
This only leads to getting the WRONG patients.
The patient is NOT pre-framed to the message, so the patient will naturally resist offers, treatment plans and associated costs.
With a pre-framed patient who has seen offers at the right time in the sales cycle, he or she will be eager for treatment and have NO objections to costs and recommended treatment plans.
Would you like to see another 20-30 high quality, high-value patients a month—the kind that need and want high level services like dental implants?
Would you like your patients to enjoy seeing you instead of saying, “I hate going to the dentist.”
Start getting the patients that appreciate you and don’t haggle over price or treatment plans. Start taking control of your dental practice.
Start getting a high return on investment from your $2,245 dental implant postcards or your “$495 Dental Implants | Complete w/ Post $ Crown $1,699” Google ads.
How I Can Help You Get High-Value Patients Everyday
As a direct response copywriter and online direct marketer, I know how to create the right message… for the right market… using the right media. This is the sacred triad of marketing (more on that later).
Unfortunately, too much time, money and effort is wasted on ad campaigns that simply don’t work.
As a Certified Client Acquisition Specialist, I know exactly how to frame your message and put it where the people will see it and respond to it. This way you will get well-informed patients who won’t haggle over price… who won’t argue about treatment plans… and who will respect you as a medical professional and the work that you do.
With my help, you can expect to get 20 – 30 NEW high-value patients every single month. No more periods where you’re wondering where the new patients (who pay your bills) are coming from.
No more leaving it up to your staff to close deals.
I work closely with local dentists to frame their high-value services (i.e. as dental implants), so your patients are already pre-sold on getting dental implants. You won’t have to twist anyone’s arm.
The Sacred Triad of Marketing
The three important things you need to remember when trying to attract high-value patients…
Message: Your message must pre-frame your patient, so they will be instantly attracted to you and want to set up an appointment with you right away. If there is any hesitation, you will lose the patient.
Market: Your message must be targeted to people who are actually interested in your services. There is no sense in advertising to people who are NOT interested in your services. I have a strategy that puts your message right in front of those people who have expressed interest in dental implants or any other high-value service you offer.
Media: Your message must be where your patients are. With all the technology and resources we have today, it’s a shame that dentists can’t find the right media that have their ideal audience.
The Problem Isn’t Going Away On Its Own
Like most dentists, you’re probably just cranking out ads and postcards and hoping something will stick. With the high advertising budgets that most dentists have, this strategy has been working for you for a very long time.
But the times have changed.
The media is more restrictive. The best sources of getting patients today is Google and Facebook, and they are very restrictive of what you can and cannot say. It’s not like the post office.
Facebook just announced that it is eliminating some demographics that dentists have come to rely on. Some of these are income and “recently moved.”
Old school marketing agencies are scrambling, trying to figure out how to overcome this. Unfortunately, they don’t understand why people buy. They only know how to get cheap ads with demographics that handed to them on a silver platter. Now that silver platter is being removed.
But all that doesn’t matter if you know how to pre-frame your audience to the services you offer.
With So Much Competition, the Time to Get Started Is Now
It’s crucial now more than ever to have to pre-frame your patients before they come in for high level services.
There is so much more competition now for dentists. Dental schools are cranking out more and more dentists every year—making the market for dentist very crowded. There are only so many patients to go around.
With Groupon, people expect cheaper and cheaper services. And if you have any bad reviews on Yelp or Google, you’re pretty much toast.
This is why it’s so important to understand your audience, find where they are and pre-frame your message so they will make an appointment with you without any hesitation.
It’s time to get started now.
Your ideal high-value patients are out there.
There are things you are doing right now that when your patient sees those, they will skip over you and go to the next dentist.
Ash Waechter is a direct response copywriter who helps small businesses sell more products and services online. He also writes SEO copy for attracting readers from around the web.