Many dentists want more dental implant patients.

Maybe they want to take on new dental implant patients since they’re switching their expertise. Maybe they’ve hired an associate and want to make sure that there’s enough work for him/her or maybe they want to increase production and so want to increase the number of new patients they have.

This blog post will give you ideas on the modern methods that you can use to advertise dental implants so you can get more dental implant patients.

Remember that you should give these methods time to see whether they work. Some can be used as part of a short-term plan whereas others can be used over a longer period of time.

Here’s what you will learn:

• How to get more dental implant patients with your existing patient database
• How to get more dental implant patients with Facebook Ads
• How to get more dental implant patients with Google Ads
• How to get more dental implant patients with SEO
• How to get more dental implant patients by training your staff

How to get more dental implant patients with your existing patient database

Whenever I work with a client I always tell them to start with the people who have already interacted with them or gotten some type of service from them.

Why?

Because these people already know you, they like you and because they’ve used your services, there is some element of trust, unless you provided a poor service.

The first thing you can do as a dentist is to go through your existing patient database and identify those patients who are the most profitable. 

A profitable patient can be someone who has previously presented as easy to do business with. 

That means they’ve paid on time, they may have paid in full and they have been satisfied with your level of care provided. 

A profitable patient can also be someone who recommends your practice to others and is your practice’s “champion”.

So out of all the patients who’ve paid on time or in full before, find the ones who recommends your practice either because they’ve written a review about you or they’ve sent their friends and family to you before. 

When you find these people start building closer relationships with them, then asking them for additional referrals or see whether they would be the right candidate for relevant or follow up treatment.

How can you do this?

You can send out physical monthly newsletters to the patients you’ve identified. Think of ways in which you can make the newsletters memorable so the person receiving it, remembers you when they see your newsletter and is automatically inspired to talk about your practice to their friends and family.

If monthly newsletters are an expense you can’t justify, messenger bots can be used to communicate with your ideal patients, provided you have their Facebook contact details and they have previously given you permission to contact them this way. Messenger bots can be customised to send a message flow that interacts with the patient, which will keep you top of mind.

Alternatively you can use emails to communicate value to your patients. Remember that email open rates are very low these days so they may not be as effective as messenger bots or physical newsletters.

How to get more dental implant patients with Facebook Ads

Considering the above patient list that you’ve created – those who are profitable patients and refer or recommend your services – it’s time to create your ideal patient profile. 

An ideal patient profile is a set of characteristics that you have identified as being common amongst your most profitable and “champion” patients.

You can identify and pay attention to the following characteristics:

• Their gender – do you find that most profitable patients are male or female?
• Their age – do they fall into a certain age bracket?
• Their location – do they live in a certain area e.g. wealthy neighbourhoods?
• Their career – do they have a certain type of career e.g. healthcare professionals, educational professionals, corporate professionals?
• Marital status – are they single or married?
• Family status – do they have a family?

Once you have identified the most common characteristics amongst all your profitable patients, you can then create an ideal patient profile and find more people like them. 

Facebook allows you to easily create an audience that is like your ideal patient with their audience targeting, which is why Facebook ads are a great way in which dentists can get more dental implant patients. 

They must first identify who are their ideal patients and plug in that data into the audience targeting tool.

As you will see in the above image, if you know that the majority of your “champion” patients are aged 50-60, women and living within a 5m radius from your practice, you can enter these details into the Facebook Ads Manager tool.

To get started with Facebook ads click here to create your own Facebook business account.

When you know your ideal patients, it’s time to create the content strategy. 

Most dentists get their content strategy wrong because they start from a place of wanting to sell their services. 

Especially if you are using Facebook ads for the first time, it is a big mistake for you to create an ad and then target an audience that knows nothing about you. 

As the dentist who stands out, you should adopt a content strategy approach where you are adding value to the lives of the people who see you for the first time, by understanding what their problems are and then offering a solution that helps. 

One way to do this is to create blog posts, videos, Lives and Facebook posts about various problems dental implant prospects may have so you can serve these and warm up your audience to you. 

You want to share as much content as possible so they become familiar with your dental practice and start liking you, because you’re not selling to them but rather giving them the information that they want. 

This sets you apart because not many dental practices do this.

Once you have created that warm audience, which Facebook tracks for you, you can retarget that audience by putting your offer in front of them. 

For dental implants, your offer might be a free consultation and the below image gives an example of what I would say in your ad.

Also keep in mind that if you do offer a free consultation, that to attract the highest quality lead, it’s not enough to simply ask for a name, email and phone number. 

You should also be asking for additional information so that the lead commits more time to completing that information for you. 

The more someone commits time in completing something, the more they’re likely to follow through. Additional information could be a simple question like “are you considering dental implant treatment in the next 3 months”.

How to get more dental implant patients with Google Ads

Google Ads is a completely different kettle of fish from Facebook Ads. Therefore your approach to getting dental implant patients would be different but you can lead with the same thought process. 

Knowing your ideal patient profile, it’s also important that you understand what their problems are and why they would be looking for a solution like dental implants.

Think about what’s going on in their minds and what types of sentences they would use in their searches. 

Google Ads allow you to enter an auction and place a bid on these sentences, known as keywords or keyphrases, so when someone types in the keyword or keyphrase into Google, your ad shows up at the top, depending on how much you bid. 

Now what we often see in Google Ads, are dentists creating ads that sell based on price. 

So for example, they may create an ad that looks like this:

When you create content based on price you will almost certainly attract the person who is looking for the cheapest price, which is what you don’t want as an implant dentist. 

Which is why a better approach is to lead with educational content, just like with Facebook Ads, so you can not only attract people with value, but also stand out from all the other dental practices that are marketing in the same way.

I therefore recommend creating your ad like this:

Once you’ve created your ad to come from a place of serving, rather than selling, make sure that you deliver the information to the lead, since dental implant prospects are more than likely using Google to find information to help them make a decision about dental implants and who is the best dentist to help them. 

They’re not only looking at price, they’re looking for information on what their options are, how dental implants work and who can they trust. 

Therefore your content that you will deliver through your landing page, should be highly informative, that it makes a good first impression on the prospect. 

Whilst you can get dental implant leads through Facebook Ads, Google Ads is probably a better marketing platform. Because of the intent behind the search, leads may be easier to convert since they know they want dental implants but just need a bit more information to help them make up their mind. 

How to get more dental implant patients with SEO

In the beginning, I spoke about having a long term plan and that plan is with the use of search engine optimisation (SEO).

Your goal with any SEO campaign is to eventually replace your paid advertising campaign. Provided you can target as many valuable keywords as possible that help you rank at the top of the Google searches. 

Google SEO for dentists focuses on targeting keywords that people would search for based on their location. 

Therefore if you can optimise your website so that you target for example, “dental implants + city”, then when your prospect searches for these keywords, your website appears and you will have the opportunity to convert them into a lead once they click on your website. 

Now there are a few things you can do to ensure that your website gives the best user experience and helps convert your visitors. 

Page speed load time

Make sure that your website loads quickly. If your website is taking 5 seconds or more to load, your prospect can become impatient and decide to abandon before it loads completely. This tells Google that your website is not relevant or delivers a poor experience and can potentially cause you to fall down in the search ranks.

Visible click to call and online scheduling

Ensure that you make it easy for the prospect to be able to contact you or book a consultation with you by implementing a visible hyperlinked telephone number or easy online scheduling.

Use custom photos 

The use of stock photos on dental websites are overdone. Instead use custom photos which will set you apart.

Reviews

Ensure that all testimonials and reviews are easily visible making you trustworthy and giving the visitor peace of mind that they’re making the right decision in using your services.

Offers

Do you have any special offers that you can highlight on the home page? This will help with any objections that the visitor has plus when you put these offers right in front of their eyes, it makes it easy for them to take the next step with you, since you may have answered many of their questions when it comes to pricing. 

How to get more dental implant patients by training your staff

Now all of the above are great ways that you can market dental implants to get more patients, but they won’t work if you don’t have well-trained staff to nurture your leads. 

This is the crucial part since one of the biggest problems dentists face, is converting those leads into dental implant consultations. 

Here are some tips to manage leads when they convert on your website:

Leads should be contacted immediately, typically within 5-15 minutes of the leads providing their information, to find out about their submissions, provide any further information and schedule an initial consultation.

Ensure that all staff who answer the phone are doing so with consistent information from the website. Therefore if you have any offers that are being advertised, ensure that your staff is informed of these offers too.

Staff should always lead conversations to an appointment booking. The best way to ask a lead to book an appointment is to offer one of two appointment times. You can say “Mr Smith we have 1 or 2pm on Monday or Wednesday available. Which one suits you?” When you ask in this way, you’re leading the call to return a positive answer rather than a negative answer when you ask “Would you like to book an appointment?”.

Keep waiting times to a minimum. When you have an ad campaign running, the number of leads you get can sometimes come in quickly. Be sure that you have enough time to contact all leads within the minimum times to maximise all lead conversions.

Wrapping Up 

You now have the best ways to advertise dental implants to get more dental implant patients. Do all of them and you will have no problem filling your practice calendar. 

If you’d rather someone handle your marketing so that you have more time on your hands to take care of and be of service to your patients you can book a Patient Attraction Breakthrough call where we will discuss your current marketing and see how we can help you make the most of it.

Click here to book your free Patient Attraction Strategy Call.

Other Resources

If you want to see an increase in more high-quality leads you can learn more about Implant Funnels by watching my short presentation to learn how How Cosmetic Dental Practices Can Stop Seeing Low-Quality Leads (“Price Shoppers”) And Get High-Quality New Patients To Accept Dental Treatment 

The post How To Advertise Dental Implants For More Dental Implant Patients appeared first on I Am Dawn-Marie.

It seems to be a constant battle with their marketing that’s preventing them from attracting high-value patient enquiries who are not only ready for treatment but are ready to actually pay for the treatment. 

A typical scenario that a dentist will have, is that they launch a Facebook or Google ad campaign, drive traffic to a landing page and wait for the leads to submit their information. 

Then when they get on the phone to discuss the treatment, they find that most are just enquiring about the price and need to “think about it” or are not ready. 

When you have leads who are in the “thinking about it” phase, these are leads that you probably need to nurture over time, but what’s of a priority to dentists, is finding those patient prospects who are ready to move ahead with treatment. 

As a cosmetic dentist you certainly do not want to fill your calendar with “price shoppers”. It would be a much better use of your time, if you are able to speak to a core group of people who have made the decision to have dental implants and are ready to invest. 

So how can you do that effectively and without wasting your time chasing low-quality prospects?

In this case study, I want to examine a dental implant funnel that a San Diego cosmetic implant dentist used to generate over $142,000 within 6 weeks and break down for you what you can do in your dental marketing to get the same results. 

I have not identified who the dentist is but have provided to you, images of his funnel so you can see the strategy that he has used to achieve his result.

Here’s what you will learn:

• What is an Implant Funnel?
• The anatomy of an Implant Funnel
• Why your marketing isn’t getting you results
• What to do next?

What is An Implant Funnel?

Let’s talk about what a funnel is first. In a previous blog post, I wrote about sales funnels and how businesses were using it to identify, secure and qualify their leads.

A sales funnel is the process that you take a prospect through, to raise awareness of your brand, educate or nurture them on your services, answer any objections they may have and convert them into a sale. 

Every dental practice will have a sales funnel. If you look at the process that you use to identify in the market who is the best candidate for your treatment services and what you do next to educate and convince that candidate about your services and why you are the best choice to offer that treatment, you have just implemented a sales funnel.

Therefore an implant funnel serves a similar purpose. You can use an implant funnel as a lead generation system, to identify, secure and qualify your leads so when you’re ready to get on the phone with the prospect, you’re only speaking to the right people who have a higher likelihood of becoming an implant patient.

The Anatomy of An Implant Funnel

So let’s look at how one dentist was able to use an implant funnel to identify, secure and qualify higher-quality leads.

This dentist is based in San Diego and grew his practice by only offering implant treatment. The problem that he had was that he was often chasing low quality leads through sub-standard marketing that were never going to get treatment from him in any event. 

The Ad

When I look at the type of marketing that cosmetic dentists are using to attract leads to their business, you can understand why there is such a problem.

The problem is that the type of marketing you’re using is attracting prospects whose benchmark is based on price. 

So if you make price the hallmark of your ads, then you’ll only ever attract that prospect who is looking for the cheapest deal.

When it comes down to marketing, I have learnt that price should never be the basis of a sales discussion. 

Rather you should focus on the outcome and paint the picture of what the transformation looks like for the patient prospect.

So the first part that the San Diego dentist had to get right was how to attract leads who were not looking for a “deal”. He did this by differentiating his marketing from other cosmetic dentists by seeking to educate the lead first and foremost. 

Here is an example of the ad that he used

You can see how this is different from other cosmetic dental implant ads. When I did a search of Google to see what type of ads there were this is what I came up with:

As you can see, most if not all cosmetic dentists were sharing “their best price”, which if you understand sales and closing high-ticket offers (offers that are expensive), then leading with price will almost certainly attract the “price shopper” who is looking for the cheapest deal. 

The San Diego dentist decided to take a different approach and that was to lead with education, to educate the prospect patient on three things:

• How much do implants cost?
• What are the best options for implants?
• How to choose a cosmetic implant dentist?

Because there are so many other cosmetic implant dentists offering the same type of treatment, how can you stand out and really differentiate yourself?

What I have found in today’s marketplace is that the person who leads with value, rather than trying to win the sale, is the one who will have a better outcome. 

Leading with value helps you to build trust, by providing answers to your patient prospects and helping them make the right decision for them. 

The Landing Page

When the prospect patient searches the internet for answers to their biggest concerns and they see your ad and click on it, you now want to start building that relationship with the prospect. 

The aim at this point is not to send the prospect to your website, but rather a dedicated landing page that is specific to the treatment that you are offering. 

Therefore if your goal is to get implant patients, then your landing page should only speak about implant patients and nothing else. 

Here is a snapshot of the San Diego dentist’s landing page. 

As you can see, the landing page immediately offers to educate the prospect about dental implants and is consistent with the text used in the ad.

As we go further down the landing page it speaks about the benefits of dental implants and also gives a bit of information about the dental practice and the specialist.

In my experience, landing pages typically convert better when they are short and straight to the point. 

The San Diego dentist’s landing page was quite long with a lot of text. I am not sure by what percentage it converted but if you do decide to use a similar landing page, I would recommend that you do a split test – test a shorter version against a longer version.

The Thank You Page 

Let’s now talk about the thank you page. What exactly should you add to your thank you page when you want to generate higher-quality leads. 

The thank you page, is the second page that the lead is taken to immediately upon submitting their details and you can add anything additional on this page to speak to the lead and convert them into a better-quality prospect.

One thing you need to understand when it comes to securing higher-quality leads is the more information they provide to you during the enquiry stage, the more likely are they to be of a higher-quality. 

The concept is this, if someone spends 5-10 minutes out of their day completing a form and providing personal information, then you can assume that they know what they want and are certain that they want a solution.

I actually learnt this strategy a long time ago, when a marketer I followed was able to use a Fitness Client Funnel to book and close 42 high-ticket ($3000+) coaching programs.

So I am not surprised to see that this is the strategy that is being used in this case. When the patient prospect opted to get the dental implant guide, here is what the thank you page looked like.

Pay attention to the offer and most importantly to the fact that the dentist has asked the lead to complete an application to have treatment.

The Application

Here’s what now happens when you add this step to your implant funnel.

You start eliminating people who are not ready and only focusing on those who are ready to move forward with treatment. 

Here’s what the San Diego dentist noticed and said

“[We] immediately noticed that the number of patients was not the goal of the Implant Funnel. Instead, the likelihood that those patients would close became the priority, so his practice would not have to chase down leads that were not profitable. He has expressed that the greatest value of the Implant Funnel is how it qualifies patients:

“We love abundance, but we also like to know that we are moving forward, and narrowing down higher-quality patients every time.” 

Here is what your marketing strategy should NOT do. 

It should not send you a large number of leads that are likely to become nothing but only waste your time in free consultations. Rather the more narrow your lead generation can be, where you are identifying those who are more profitable, the better ROI you are likely to have. 

And of course by introducing this step, the number of leads you have secured will be lower, but you now have a targeted group of people who have a higher chance at committing to an implant procedure, because they have qualified themselves for you before they even speak with you.

The Follow Up

What happens to those leads who do not complete the application form, you might be asking? 

Well in order to make your marketing work for you, you must have a system in place to help move the lead from being undecided to absolutely certain. 

The San Diego dentist did this with weeks’ worth of email messages to not be pushy about booking a consultation, but rather to provide ongoing education. 

This education can be in the form of patient testimonials, patient case studies, your practice’s story, who the dentist is and what makes them the best choice. 

Prospects will need more time to decide on investing in a high-value cosmetic procedure and as a marketer we acknowledge this fact. 

That’s why there are tools available to help you automate the follow up process, to always be top of mind, so when the patient is ready, they know who to reach out to.

Here’s what the San Diego dentist’s follow up email looked like:

Why Your Marketing Isn’t Getting You Results

If you are using special offers, discounts or free consultations to book implant patients, then be prepared to see an avalanche of price shoppers who are curious about your prices. 

As you have seen from above, this is what every implant dentist is doing in their marketing. They advertise offers that are only attracting people who are looking for the best price and who do not have the mindset that implants are an investment that can deliver a tremendous outcome. 

Therefore, before you put a strategy together, ask yourself, what problem does my target patient have? What questions are they asking? How can I help them answer those questions before I even ask for money?

You stand out from your competitors when you lead with value rather than being the next dentist who just wants the sale. 

Patients have many options these days. How can you be seen as the go-to cosmetic dentist?

Patients want to be served by a dentist that they can trust and who understands their needs. Your marketing should therefore cater to these patients by establishing trust upfront, rather than being pushy. 

The Implant Funnel helps you to achieve this since it captures the patient prospect’s information, follows up with them automatically without being pushy and qualifies them for you so you’re only speaking to the right people who are more likely to be ready for treatment.

What To Do Next?

From the San Diego dentist’s results using an implant funnel to attract, secure and qualify leads is a smarter marketing strategy that you should be using, instead of relying on sub-standard marketing that will only send you unqualified prospect patients, also known as “price shoppers”.

If you want to see an increase in more high-quality leads you can learn more about Implant Funnels by watching my short presentation to learn how How Cosmetic Dental Practices Can Stop Seeing Low-Quality Leads (“Price Shoppers”) And Get High-Quality New Patients To Accept Dental Treatment or book a call with me and I will share with you how an implant funnel can help you leverage your time so you are only speaking to high-ticket cases that are worth your time, qualify new patients BEFORE you meet on the consultation and automate your marketing so you are spending more time delivering the care that your patients need.

Click here to book your free Patient Attraction Strategy Call.

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