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Dental Marketing Mastery

Dental Marketing Mastery is brought to you by New Patients Inc.com. In this podcast, Howie Horrocks and Mark Dilatush share their 30 years of experience in bringing quality new patients to thousands of dental practices across the world.
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Dental Marketing Mastery
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Now displaying: Category: general
Dec 2, 2023

In this podcast, Mark and Sal help unravel the secrets to optimizing your dental practice's success! You will be introduced to NPI's Call Management & Training coach, Linda McNeil. Join us as Linda delves into the crucial aspects of handling calls effectively, addressing challenges faced by dental practices, and sharing invaluable strategies to ensure you not only convert leads but also maximize your return on investment from marketing efforts. Linda brings years of expertise to the table, guiding you through the art of communication and transforming potential patients into loyal clients. Don't miss out on this episode if you're ready to elevate your practice to new heights!

Nov 2, 2023

In this episode, Mark and Sal share tips to navigate the exciting world of launching and growing a startup dental practice. Learn how to create the right strategy to ensure you can accomplish your marketing goals. Most importantly, how to avoid the pitfalls that some experience launching a new practice. 

 

Sep 1, 2023

In this podcast episode, join Mark and Sal as they delve into a common concern among dentists: the slowdown in their practices. Unpacking the reasons behind this phenomenon, they offer valuable insights and helpful tips to fuel sustained growth for dental practices.

Jun 5, 2023

The hamster wheel: On this podcast Mark Dilatush and Vivek Kinra with PPO Profits share how dentists inadvertently build their own version of a hamster wheel and end up feeling stuck there. You are not stuck. Listen to this podcast to start your journey off the hamster wheel.

Jul 6, 2021

Howie Horrocks and Mark Dilatush discuss what you might think is a boring topic - forms management. Your business team cares and your patients DEFINITELY care, so we explain everything in this podcast.

Podcast Highlights:

  • What it was like 30 years ago to manage paper forms
  • What it is like now managing paper forms
  • Why patients (especially new ones) care about how you process forms
  • How you can be the high tech hero to your patients and your business team for $169 bucks
Feb 11, 2021

Now is the time to start preparing for April, May 2021 and beyond. Listen in as Howie & Mark divulge what's coming and how to turn a slowdown into a fantastic opportunity.

  1. Your hygiene schedule will be empty. Now what do you do?
  2. Where are you going to put new patients?
  3. How to grow your way out of the Covid downturn.
  4. Turning the looming dip, into a wonderful opportunity.
Dec 26, 2019

It may be hard to believe, but three out of five dental practices will experience some form of dental fraud or embezzlement. Dealing with theft, especially from a trusted employee, can be a shocking experience. There are steps that you can take to help prevent this or catch it early on, there by limiting your loss. In this podcast, Mark interviews Dental Practice Fraud Examiner Susan Gunn and they discuss how to protect your dental practice.

Podcast Highlights:

  • Embezzlement, if it’s happening, won’t just go away on its own
  • Three out of five practices will experience embezzlement
  • Average embezzlement case - $125,000
  • Three ways to protect your practice
  • It’s not what you do. It’s what you give the appearance that you’re doing.
  • Lock’em up!
  • Pay attention! Especially during busy times
Sep 29, 2017

The best time to plan your future marketing is NOW! So what should every practice know?

 

Podcast highlights:

  • How often should you update your website?
  • Use it or lose it campaigns
  • The dangers of putting all your eggs into one basket
  • Clients who disappear. Where did they go?
  • Skipping or delaying online scheduling
  • Practice management software
  • How are you getting reviews? Where do they go?
  • How much are you budgeting for marketing?
  • Avoiding stop and go
Sep 22, 2017

Everyone loves online reviews! So how do you get them to work for your benefit? What should you look for when shopping for review management software?

 

Podcast Highlights:

  • The muddy waters of being the online review champ in your area
  • Reviews from the consumer point of view
  • Avoiding the "train wreck" company
  • The problems review software must fix
  • Simplicity for the patient and doctor
  • The dangers of third party sites
  • Becoming the local expert in your area
  • Increasing social currency
Sep 1, 2017

The Big Reveal is here! Sign up for the special today: https://goo.gl/ouyq8W

If you sign up for our ADA show special, you will have access to all four of our NPI software products for free until January 1st, 2018. However, the offer expires on October 21st and we are NOT extending it! What does all of this software do? Why did we make it? 

Podcast Highlights:

  • The power of online reviews
  • The "sweet spot" rating that you want
  • Avoiding missed calls and missed appointments
  • Call centers? 
  • Online scheduling is not the boogieman 
  • Online scheduling that actually integrates with practice management software
  • Social media use
  • Dental Web Content
Apr 30, 2017

In this episode of Dental Marketing Mastery, Howie and Mark explain offers, copywriting, features vs. benefits, and creating digestible advertising for your potential new patients.

 

Podcast Highlights:

 

  • Are you overly concerned about your offer?
  • The different offers you make based on the demographics you are targeting
  • How do people REALLY choose a dentist?
  • Using patient-friendly language
  • Copy is for people, not for you!
  • Understanding features vs. benefits
  • The flaw behind "We have CEREC"
  • How to advertise your technology
  • "We can take care of this today"
  • Convenience
  • How to advertise your new gizmos
  • Understanding the difference between dentist benefits and patient benefits
  • Marketable attributes
  • Writing easily digestible content
Apr 17, 2017

What is the lifecycle of marketing a practice? Why do you often see competing dental practices side by side on the same street? In this episode, Mark and Howie explain all of this and more.

 

Join our Facebook group: https://www.facebook.com/groups/dentalmarketingmasterycommunity/ 

 

  • The importance of a wide-area analysis
  • The ratio of potential patients to doctors every practice should seek
  • Risk and dental marketing
  • Different practice ownership scenarios
  • Why do you see dozens of practices side by side?
  • The correct budget allocation for a new practice
  • How long to run your practice on this budget
  • Call tracking and call management
  • Staff training
  • Applying budget properly
Apr 10, 2017

Who are you, or rather, how is your practice perceived? In this podcast, we highlight how you can affect this perception through your marketing and other efforts.

  • The person at the grocery store
  • Why people don't want to go the dentist in the first place
  • Views depend on demographics
  • The 50/50 split
  • The deals trap
  • "The cheap dentist in town"
  • Corporate dentistry's effect on you
  • Why "what should the offer be?" is NOT the question you want to ask
  • The expenses of rebranding
  • The right mix of messaging
  • How to promote multiple services and avoid the niche trap
  • Using your website effectively
Apr 3, 2017

In this episode of Dental Marketing Mastery, we run through an example marketing plan we did for a multi-specialty practice.

 

Podcast Highlights

 

  • Setting the marketing foundation
  • Specialists
  • Dealing with a capacity increase
  • Getting this practice to the "next level"
  • Magazines for a specialized audience
  • Hitting the top 20% of the market
  • Trifolds, Magazines, and multi-niche advertising
  • Setting up online scheduling and review management
  • Setting up lead capture and appointment capture
  • How to promote both the practice AND its niches
  • Marketing as a specialist
Mar 27, 2017

In this episode of Dental Marketing Mastery, we answer a few questions we received and give a special announcement.

 

Podcast Highlights:

We just attended the "Get it Done Weekend" and it was great! It is a great place for dentists to get all of their requirements done in one day.

 

How Do I Defend Against Illegitimate Reviews?

  • Practice Management and Marketing
  • What the web surfer sees
  • Who leaves illegitimate reviews?
  • The amount of positive reviews it takes to counterbalance these bad reviews
  • How to get more reviews
  • How do you respond to bad reviews?

Is All Mail Dead?

  • No way!
  • Statistics on mail
  • Are you using clipper? A value pack?
  • The difference between good mail and bad mail (hint: It's price incentives)
  • Which mail mediums are out?
  • The bell curve when some mail mediums become ineffective
  • What's the ROI on good mail?

How Often Should I Email Patients? I Don't Want to be a Spammer!

  • Separating what is promotional vs. what is internal
  • Newsletters vs. confirmations or recalls
  • The magic number is 4
  • Saying as much as you can
  • Promoting one thing at a time
  • Your mail formula for the next 2 years
  • Effective landing page use
  • NPI Concierge

Announcement: The ADA

  • We will be at the ADA!
  • October 19-23
  • Atlanta, Georgia
  • We have a surprise for you!
Mar 20, 2017

We take you through the decision-making process that a potential new customer will go through before they finally book an appointment with your practice.

 

Free Marketing Plan from New Patients Inc.: https://goo.gl/9YVCbM 

 

Podcast Highlights:

  • How reviews and reputation management affect online AND offline performance
  • Googling pizza as an exercise
  • The psychology behind clicking on search results
  • Avoiding the "train wreck" companies
  • How consumers JUSTIFY the dentist they choose
  • What a 2.8 star rating means vs. a 4.8 star rating
  • Offline advertising
  • The 5.0: good or bad?
  • The decision-making process behind websites
  • Converting website visitors to phone calls
  • The important of convenience and online scheduling
  • Why 20% of phone calls are missed... and how to prevent it
  • How to take away borders from decision making
  • How to get a 7pm Sunday Evening caller turned into a patient
  • The impact of software on your website
Mar 6, 2017

How many patients are you losing? How do you know? How do you keep them? We answer all of these questions in our podcast.

 

Podcast Highlights:

 

  • Promoting conveniences and technologies
  • "If your offer is your best foot forward, you have no feet!"
  • How to measure New Patients vs. Overdue Patients
  • How to see if your practice is trending up or down
  • How to stop losing patients
  • Are you pre-appointing too many people?
  • How to sort patients
  • How to reward reliable patients
  • How to create reliable patients
  • Closing the back door with scheduling conveniences
  • How to not create your own mess
Feb 27, 2017

In this episode of Dental Marketing Mastery, we interview the CEO of LocalMed®, Keith English. We discuss why real time online scheduling is becoming the “hot new marketing tool” in dentistry, and why you and the team should embrace it without fear.

Feb 27, 2017

In this episode of Dental Marketing Mastery, we discuss three more commitments every dentist can make to improve their practice.

 

Understand ROI

  • What is exponential ROI?
  • The problem with measuring in only 30 day increments
  • Tracking first year production
  • Projecting ROI
  • The problem with measuring first line responders
  • Secondary and tertiary responders

Keeping the Back Door Closed

  • The pitfalls of being a new patient junkie
  • Keeping existing patients
  • Practice Analysis Worksheet: email josh@newpatientsinc.com to receive it

Commit to Capacity

  • The number of days that a patient will wait to see you
  • How to reduce patient no shows
  • Asking yourself, "If a new patient called today, what's the earliest I could see him or her?"
Feb 20, 2017

How do you best ask your patients for referrals? How do you reward them, and how do you create incentives to do so?

 

Podcast Highlights

 

  • The importance of internal promotions
  • Avoiding the state board
  • Types of relationships
  • Transactional Relationships
  • Social relationships
  • "Predictably Irrational"
  • Why you don't give your mother in law $300 for cooking dinner
  • Making patient relationships social
  • Receiving a gift when expected vs. when it's unexpected
  • Incentives
  • When is the best time to offer incentives?
  • The two halves of the dental market
  • Transactional customers vs. social customers
Feb 13, 2017

What commitments can you make to yourself for a better practice? In this episode, we explain.

 

  • View your practice as a business
    • Fighting reimbursement entities, corporate entities
    • Your mental image of a "practice"
    • "I don't need marketing. I have organic referrals"
  • Commit to a marketing budget
    • Where your money went vs. where it should go
    • The vicious cycle of starting and stopping
    • Avoiding "starting over" every time you market
  • Commit to ROI tracking the right way
    • Source your new patients
    • Call tracking
  • Understand what customers are looking for and access more education
  • You have a choice!
Feb 6, 2017

In this episode of Dental Marketing Mastery, we discuss branding, and the difference between branding and being branded.

 

Podcast Highlights:

 

  • Definition of Branding and Branded
  • How people FEEL about you, their perspectives
  • What is achievable for the average dentist
  • The amount of TRULY branded dental practices
  • How long does it take to establish a brand?
  • Newer practices vs. transition of ownership
  • How far should you try to brand?
  • The dangers of price incentives on branding
  • Mismatching your advertising with who you are
  • Avoiding the "race to the bottom"
  • The ideal mix of traits to showcase

 

Jan 30, 2017

Controversy! In this episode of Dental Marketing Mastery, we discuss duplicate content on websites.

 

Podcast highlights:

  • What's real and what's not?
  • How many ways can you describe dental implants?
  • SEO
  • Effects of geolocation
  • Dentistry SEO
  • Cookie cutter vs. unproven
  • Website companies
  • Dentists who want to write every word on their website
  • Google's algorithm
Jan 9, 2017

The new year is upon us, so what is your practice going to focus on? In this episode of Dental Marketing Mastery, we explain three easy, proven, FREE commitments that your office can make to convert more new patients.

 

Podcast Highlights:

 

  • Calling new patients the same day they call you
    • Conversation script
    • How patients feel about calls from their dentist
    • Benefits and goals
  • Would you like us to take care of that today?
    • Online scheduling
    • Opening up conversions
    • CAD-CAM, same-day dentistry
    • Asking the right questions when patients are in the chair
    • Schedule flexibility
    • Having a team that supports this strategy
  • Commit to listening to phone calls
    • Listening to all calls brought in by marketing... yourself
    • Understanding what your patients are asking and what your staff is saying
    • Taking corrective actions
Dec 26, 2016

Allow patients to schedule their own appointments online? MADNESS!

Or is it?

In this episode of Dental Marketing Mastery, we explore the pros and cons of online scheduling and debunk the myths surrounding this controversial subject.

 

Podcast highlights:

  • The two crowds in this argument
  • Parallels between other uses of this technology
  • The proper implementation
  • Argument #1: "I don't want to lose the connection I have with my patients"
  • Argument #2: "We need time to talk to the patient beforehand"
  • Argument #3: "I don't want to lose control of my schedule"
  • Closing statements
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