Dental Marketing Mastery

This podcast ties together the topics of multiple past podcasts. Listen as Howie Horrocks and Mark Dilatush connect the dots between overcapacity, pre-appointing, and promoting your practice on price.

Podcast Highlights:

• Scenario: start with a price deal and pre-appoint everyone, filling the schedule
• The illusion of security based on that full schedule
• The issue of what type of patients takes up all the appointments
• What happens to your growth when you reach overcapacity
• Two big problems this situation creates
• How to avoid this slippery slope
• How to reverse the slide if you’ve already started
• What about if you don’t promote on price but do pre-appoint hygiene?

In our latest podcast, Mark Dilatush and Howie Horrocks talk about dental implants and how to entice new potential dental implant patients, without focusing on the implant itself. 

Podcast Highlights: 

• Educating patients on the benefits of dental implants
• Using Google Adwords, Facebook, and direct mail to inform
• Understanding passive vs. aggressive marketing
• The challenges of online search engines for implant patients and price shopping
• Implementing alternate, less-costly search terms to reduce online advertising costs
• Tapping into the anger of denture patients who might be prime for dental implants
• The benefits of targeting by age
• Patients of record as a valuable source of referrals for implant patients

In this episode, Howie and Mark discuss hitting dental practice plateaus. Is your practice growth stalled? Learn more about how to handle and anticipate future patient plateaus. 

Podcast Highlights:

• Discussion of the various career plateau points for a dental practice
• When to add a hygienist to a starter solo practice
• Stalling at $800–850,000 gross revenue—and how to break through
• Referrals and insurance participation plateaus
• Aging patient base plateaus
• Relying less on insurance plans and more on marketing
• Transitioning into promoting your practice 
• The always-increasing costs of business, combined with reimbursements going down—leading to plateaus
• Pre-appointment plateaus
• Recognizing when your team is too busy and overwhelmed, leading to practice stagnation, poor customer service, and less time for collections and booking future appointments

Join Howie Horrocks and Mark Dilatush of New Patients, Inc., as they discuss dental insurance participation, the pros and cons, and how to make it work for your dental practice.

Podcast Highlights:

• When insurance companies cut reimbursements, should you take it or leave it?
• Transitioning away from insurance dependence.
• Not feeling cornered or helpless—there is hope. 
• How to fight back and take action.
• Finding patients who value you and your team more than an insurance plan.
• Using Membership Plans to ease the transition.
• How long does it take?
• Unifying and motivating your team for success. 
• Preparing, executing, and budgeting for a marketing plan as a way to replace insurance-dependent patients.
• Calculating how many new patients you need to replace insurance patients.
• Consciously targeting higher-quality new patients.

This week, Howie Horrocks and Mark Dilatush discuss the upcoming update to their bestselling book, Unlimited New Patients, Volume 3.

Podcast Highlights: 

• Is Unlimited New Patients, Volume 3 still valuable? (Spoiler alert: YES!)
• How dentistry has evolved over the past several years
• Sneak peek at topics:
  • The Business of Dentistry
  • Data Tracking
  • Websites
  • Social Media
  • Search Engine Marketing
  • Reputation Management
  • Online Scheduling
  • Online Advertising
  • Call Management
• Original book and update both free!

This week, join Mark Dilatush with special guest Lee Buzard, NPI’s VP of Professional Relations, as they explain how they develop marketing plans for the upcoming year. 

Podcast Highlights: 

• What questions to ask/answer
• Determining goals for growth
• What’s your current capacity?
• Taking stock of current marketing assets
  • websites
  • internal marketing
  • positioning
  • external marketing
  • reviews
  • online scheduling
• Prioritization
  • What’s not working?
  • What needs the most help?
• Budget allocation
• Online versus offline marketing
• The influence of your location
• Monitoring results

In this episode, Howie and Mark talk about your competition. Who are they? How are they promoting their practices? Why does it matter? You can either ignore it, or exploit it to your advantage! Learn how to set yourself apart.

Podcast Highlights:

• Niche vs. price
• Positioning in the local market
• What sets you apart?
• Financing
• Convenience
• Public relations assets
• Technologies
• Competitors too focused on low prices?
• NOT using price in marketing to set yourself apart

Are your new patient numbers staying the same each month? What can you do to fix it without a big investment in time or money? What could be the issue? In this episode, Mark and Howie discuss how your schedule and capacity could be to blame and how to use block scheduling to increase your new patient numbers.

Podcast Highlights:

• What issues contribute to stagnation?
• Taking away availability
• Fixing capacity
• “I’m stuck at X new patients/month!”
• Taking away barriers to creating appointments
• Apply this strategy that will work immediately 
• How to do block scheduling correctly
• How long until you see results?

In this episode, we continue our discussion of Google Adwords and PPC in general. We discuss high volume vs. quality searches, effective landing pages, the economy of language, and more!

Podcast Highlights:

• Website optimization
• SEO specialists
• The foundations of PPC
• Keywords for high volume patients
• Keywords for high quality patients
• Effective landing pages
• Understanding the searcher's mentality
• Economy of language
• Analyzing your PPC budget before diving in

Which marketing efforts are generating a return? How can you tell? In this episode, Howie discusses ROI, short term vs. long term returns, tracking, the marketing bell curve, and more!

Podcast Highlights:

• Finding out which marketing efforts created patients
• ROI can be difficult to track
• Offline Marketing ROI
• First-Level ROI
• New Patient Lifetime ROI
• The Radio?
• Offline traffic drives online traffic
• Referral sources
• Call tracking
• Referral chains
• First-level ROI is short-sighted!
• The marketing bell curve
• Mail list cross referencing
• Getting staff to accurately track source fields