Two-Stage Dental Marketing
One effective technique for generating new patients is to employ two-stage marketing. The first stage is an offer for information. Some use the words, special report, like this, “Call now for a special report on how Invisalign can improve your smile”. The potential customer calls to get the information, and you capture their name and contact information.
The second stage is a chance to sell your service. They may call back after reading the information. If not, you have a warm lead (who is obviously interested in some dental service) to follow up with. For more information on this method see Richard Geller’s article.
Of course, I have a sedation dentistry example. I work with practices who now add this to their message, “Call now for a free DVD all about sedation dentistry”. Callers receive a beautiful DVD that shows a typical sedation appointment, contains several testimonials from real sedation patients, and has a sedation expert explaining sedation in terms a lay person can understand. This two-stage method works very well for high fear patients who are struggling to make that first appointment.
