If you keep dripping good information and offers for your dental services in front of prospective patients, you will create a relationship based on trust and value
New Albany, IN (PRWEB) August 04, 2011
‘Drip marketing’ techniques help dentists take their practices to greater heights
Dentists can dramatically expand their practices through an effective sales tool known as “drip marketing”—a communications plan that sends, or “drips,” personalized messages to patients and prospects over time. Now, dental marketing expert & author Colin Receveur shows dentists how to implement this proven marketing strategy.
On August 15, Receveur will release his newest book, “How to Stay in Front of Your Patients Until They Are Ready to Buy: The Authoritative Guide to Social Media & Drip Marketing for Dentists.”
Receveur’s book informs dentists how to:
Install auto-responders to “drip” information continually to prospects, including postal and/or direct mail pieces.
Employ social media to create a true “following” or online community to address directly.
Offer attractive “advertising lures” that will get patients to respond every time.
In 2009, the National Sales Executives Association released a study showing that 90 percent of sales are made between the 5th and 12th contacts.
“To turn prospects into paying patients, dentists should look at their marketing as a long-term strategy,” said Receveur, CEO/founder of SmartBox Web Marketing. “It takes time and effort to win over new patients. It’s easier to concentrate only on the ‘hot buyers.’ However, drip marketing allows dentists to send a steady flow of high-quality materials to reach a broader base of targeted prospects.”
Building a dental practice takes patience. In their book, “Three Cups of Tea,” authors Greg Mortenson and David Oliver Relin quote a proverb from the Balti people of Tibet: “The first time you share tea with a Balti, you are a stranger. The second time you take tea, you are an honored guest. The third time you share a cup of tea, you become family.”
Likewise, in dental marketing, the goal is to become a familiar, trusted resource for prospective and current patients.
“If you keep dripping good information and offers for your dental services in front of prospective (and existing) patients, you will create a relationship based on trust and value,” Receveur said. “Persistence pays. Eventually, prospects are going to give the dentist a chance to provide them with professional services. But first dentists need to break down the barrier that stops those prospects short of a sale.”
Receveur said drip marketing focuses on following up effectively and building the practice over the long haul. Immediate buyers represent just 1 percent to 3 percent of a practice’s entire client/prospect list.
“Dentists can make free offers and bonuses in their drip-marketing,” he said. “They will rely heavily upon social networking, such as Facebook, and establish opt-in pages inviting patients and prospects to sign up to receive the practice’s newsletter or free e-book. Drip marketing is a well organized, efficient approach that generates a huge return on investment (ROI).”
“How to Stay in Front of Your Patients Until They Are Ready to Buy: The Authoritative Guide to Social Media & Drip Marketing for Dentists” is available for $49.97. If pre-ordered before August 15 the book will be available for just $1 below.
Receveur’s two previous books are “The Dentists’ Strategy Guide to Video Marketing: How Really Smart Dentists Are Leveraging YouTube to Explode Their Profits and Dominate the Web” and “Web 3.0: What Every Dentist Must Know to Thrive in the New Economy.”
The Definitive Guide to Marketing for Dentists is also available via the SmartBox Web Marketing site.