Follow the routes to growth – Mr. Matthieu Dupui – TBR Marketing Product ManagerFeatured Products Promotional Features
Posted by: The Probe 3rd January 2019
There is no end of hard work and determination involved with growing a successful dental practice, but one of the ways practitioners can do this effectively is by developing their dental implant services. Even for some of the most experienced professionals there is always more to learn about the business and potential marketing strategies for developing and growing the implant treatments on offer. Providing an excellent service is a given, but there are other factors to consider as well.
Build an online presence
It is important that practices do not underestimate the power of the internet as a useful marketing tool. In the last few years, 77% of adults have bought goods or services online, demonstrating the extent to which the internet has changed our purchasing habits.[i]If a patient is seeking dental services, they will often browse online for a reliable dentist in their area.
In order to reach out to a wider audience, practitioners should ensure that they set up a website for the practice, which includes information about the dental team’s credentials, experience and education. The website should detail the implant services available, so that patients are able to weigh up the benefits of treatment. Practitioners can also make it easier for patients to schedule appointments through online forms, which can streamline the booking process for initial consultations.
Linking the website to any social media networks will help promote the practice further and develop the professional image of your business as a brand. Posting information on interesting topics is an ideal way of motivating patients to enquire about treatment. For instance, you could use before-and-after clinical photos of patients who have successfully undergone implant treatment, as a way of showcasing your skills and demonstrating what can be achieved.
Follow up with patients and reward loyalty
Some patients with missing teeth may not have considered dental implants as a way of enhancing their smile, so it is well worth spending time engaging with them about the benefits of implants. Following initial consultations, you can send reminders as a way of prompting them to return to the practice – using a mode of communication that is preferable to the patient and will be more likely to generate leads. Many practices mail friendly reminders, but you can also send these electronically which can prove much more efficient for some patient demographics.
In addition to this, gratitude can go a long way to expressing how much you value patients. More than half of consumers are likely to refer if offered a direct incentive, social recognition or access to an exclusive loyalty programme, so you could ask patients if they would be willing to refer in exchange for additional value with implant treatment.[ii]Moreover, as implant surgery is a major procedure, someone is more likely to seek treatment at a practice that has been referred by their friends and family, as they will recognise your practice for its reliability. It is vital to remember that following up with patients who provide recommendations and rewarding this action shows that your business is efficient and that you appreciate their loyalty.
Approach with the right attitude
Dentistry is a major source of apprehension for many people, so it can be very easy to put patients off of treatment as a result of a poor experience at the practice. Patients make their own judgements on the different aspects of the service you and your team provide, so consider how you can improve the overall patient experience – from the initial interaction patients have with waiting room staff, to their comfort once seated in the dental chair. Setting a high standard of care from the very beginning is key to ensuring you form good impressions with patients. In this regard, it might be worth investing in new equipment, which can not only help improve the quality of treatment and create a more efficient workflow, but also demonstrates you are committed to improving the care you offer.
Provide a quality product
Dental implant treatment is now highly sought after as it can offer an alternative to traditional solutions such as dentures or bridges. However, it is important to ensure that you utilise an effective implant system such as the TBR Z1, which combines zirconia and titanium to guarantee supreme function and aesthetics. Providing treatment with a reliable implant solution will only help to develop your reputation, as patients will come to recognise you as a practice that can achieve excellent clinical results. Patients who associate your services with high quality and accessibility, will help to grow your business through online reviews and word-of-mouth recommendations.
To ensure you remain relevant in an increasingly competitive industry, it is important to look for ways to improve as a business. As the demand for implants continues to rise, practitioners have the opportunity to deliver the exceptional dental treatment that patients desire, which will serve to help grow your practice.
[i]Office for National Statistics. (2017) Internet access – households and individuals. Link: https://www.ons.gov.uk/peoplepopulationandcommunity/householdcharacteristics/homeinternetandsocialmediausage/bulletins/internetaccesshouseholdsandindividuals/2017. [Last accessed: 08.05.18].
[ii]Borowski, C. (2014) B2B Demand Generation Benchmark. Link: https://www.softwareadvice.com/resources/demand-generation-benchmark-report-2014/. [Last accessed: 08.05.18].