The Marketing Hourglass: A Smarter Approach to Growing Your Dental Practice

In this episode of The No BS Dental Growth Podcast, host Chris Pistorius breaks down the marketing hourglass concept — adapted from John Jantsch’s Duct Tape Marketing — and explains why it outperforms the traditional marketing funnel for dental practices.

Instead of focusing only on patient acquisition, the hourglass emphasizes seven stages of growth: know, like, trust, try, buy, repeat, and refer. Chris shares real-world success stories from dental practices across the U.S. and shows how a shift in strategy can help practices build stronger long-term relationships, increase treatment acceptance, and drive consistent referrals.

Whether you’re looking to improve your online visibility, build credibility, or streamline your patient experience, this episode is packed with practical insights you can implement right away.

What You’ll Learn in This Episode

Why the funnel leads to patient leakage — and how the hourglass closes the gaps.

How to dominate the “Know” stage with Google Business Profile updates, reviews, and strategic ads.

The power of authenticity in the “Like” stage through real photos, videos, and social media.

Why trust is the cornerstone of case acceptance — and how testimonials and transparent communication can double results.

How to create low-risk trial offers (like free smile assessments) that bring in high-value patients.

Ways to streamline the “Buy” stage with easier scheduling, transparent pricing, and a well-trained front desk team.

Action Items

Google search “dentist near me” to check your visibility.

Update your Google Business Profile with new photos, hours, and categories.

Set a team goal of 10 new reviews in 30 days.

Launch a basic Google Ads campaign with a minimum $500/month budget.

Audit your social media for likability.

Record a quick 60-second meet-the-dentist video.

Create a low-barrier trial offer (consultations, specials, memberships).

Add virtual consult buttons to your website and Facebook page.

📥 Free Resource:

🎁 Download the free PDF: “50 ChatGPT Prompts Every Dental Practice Should Steal”

Head to https://kickstartdental.com/aiprompts to get instant access!

Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________