27 Mar How to attract and retain new patients
“What if we don’t want to chase patients looking for one-off dental transactions? It’s not all about getting leads for whiter, straighter teeth. There’s plenty of demand for better and healthier, isn’t there?”
Yes, of course, there is, and the demand for healthcare is often less sensitive and less exposed to external factors, too, because of the value of relationships built upon trust, which means you can build a sustainable business for the long term. Think about it before you burn your marketing money.
That is pretty much the conversation we have been having recently with many dental practice owners and their teams. The timing of these conversations is not a coincidence. It’s a result, no doubt, driven by the daily headlines and current significant global events, but this shift has been building for a while. The money to pay for elective dental transactions is in shorter supply. In other words, there is less demand for elective dental procedures at a time when the supply of transactional dentists has increased, which is creating nervousness. And on the other side, we now have bemusement among those struggling, in the first instance, to find a dental healthcare provider, when they are overwhelmed by dentists offering a ‘life-changing dream smile’.
The informed bystander is wondering what is going on. Technical innovations and improved materials are ever-present and welcome, but they won’t pay the bills because the problem isn’t technical.
Many practice owners are witnessing this right now, and it mirrors what is happening online and what people are searching for. There is demand for dental healthcare, an emotional connection, trust, common ground, and affordability that has never gone away. For some, the insight to meet that demand, to remain primarily a provider of dental healthcare, will keep on filling the books for months in advance.
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