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Acquiring 150 patients a month on average in multiple new dental offices launched this year.
Here are 3 key patient acquisition principles
Here are 3 key patient acquisition principles
#1 Market, NOT marketing agency determines success
If I started an office in Beverly Hills, Iâd be inviting influencers to come into the office, offering free services, and hiring someone full time for IG.
CAC goes up. Effort goes up.
If I started an office in Beverly Hills, Iâd be inviting influencers to come into the office, offering free services, and hiring someone full time for IG.
CAC goes up. Effort goes up.
Instead, I choose suburbs in underdeveloped markets.
CAC goes down. Why? Because now youâre filling a real need.
Also, Boring + Not sexy =
CAC goes down. Why? Because now youâre filling a real need.
Also, Boring + Not sexy =
#2 Convenience, Affordability, and Quality
This is what all patients care about. In some order.
My playbook:
Convenience â 24/7
Affordability â Major insurances, discount plans
Quality â Proof from Google reviews, IG
Optimizing for 2/3 = standard, 3/3 = magical
This is what all patients care about. In some order.
My playbook:
Convenience â 24/7
Affordability â Major insurances, discount plans
Quality â Proof from Google reviews, IG
Optimizing for 2/3 = standard, 3/3 = magical
Understand what quality *actually* means to your patients.Chances are, they donât care about a fancy new piece of equipment they know nothing about, but is the latest & greatest.
Doctors fall into this trap all the time. Equipment and supply salespeople live off this trap.
When costs go up, fees have to go up too.
Now, youâve made your service more expensive than the corresponding value add to your patient.
Willingness to pay stays consistent = major no, no...
Now, youâve made your service more expensive than the corresponding value add to your patient.
Willingness to pay stays consistent = major no, no...
So what do patients *actually* care about?
Happy office atmosphere, staff friendliness
Easing anxiety
Basic amenities â solid options on the TV or a cup of coffee
Provider education and transparency
Notice how these things are cheapâŚor free!
Happy office atmosphere, staff friendlinessEasing anxiety Basic amenities â solid options on the TV or a cup of coffee Provider education and transparency Notice how these things are cheapâŚor free!
#3 Find the Right Medium
The best mediums for marketing differ between markets. In general, my top performers are:
Google
Every Door Direct Mail (Yes, annoying paper mail)
Facebook / IG
Depending on the office and market, the weight on spend will skew.
The best mediums for marketing differ between markets. In general, my top performers are:
Google Every Door Direct Mail (Yes, annoying paper mail) Facebook / IGDepending on the office and market, the weight on spend will skew.
For example, a cosmetic-focused office in a major metropolis will favor IG if Iâm advertising veneers.
But for a for a sub $75K household income population, Google for emergencies and EDDM for routine family visits is an effective mix.
Experiment, measure, optimize.
But for a for a sub $75K household income population, Google for emergencies and EDDM for routine family visits is an effective mix.
Experiment, measure, optimize.
If youâre working, investing, or adjacent to healthcare services
Give this thread a
or
and hit that follow button to see my next 3 patient acquisition principles + follow along my new projects.
https://twitter.com/doctor_parth/status/1389335588109705233?s=20
Give this thread a
orand hit that follow button to see my next 3 patient acquisition principles + follow along my new projects. https://twitter.com/doctor_parth/status/1389335588109705233?s=20
TL;DR
-The worst marketing techniques in the best market > the best marketing techniques in the worst market
- Convenience, Affordability, and Quality - competing on 2 is easy, 3 is special
- Best marketing mediums depend on market + value prop. Experiment, measure, optimize.
-The worst marketing techniques in the best market > the best marketing techniques in the worst market
- Convenience, Affordability, and Quality - competing on 2 is easy, 3 is special
- Best marketing mediums depend on market + value prop. Experiment, measure, optimize.
