Marketing Implant Dentistry - Attract Influence Patients to Accept Your Dental Implant Treatment

A large percentage of skilled dental professionals lack the tools and comfort level required to market themselves and their dental implant practices effectively As a consequence, these dental professionals miss several opportunities to help patients and grow their business. Even those who recognize the need for marketing often don't have the experience or training to do so effectively. Marketing Implant Dentistry meets this need by giving dentists the tools to better market and promote their practices and to gain case acceptance.
 
Marketing Implant Dentistry presents proven approaches for attracting dental implant patients and demonstrates the use of successful communication skills, including verbal and visual aids. This book details multiple examples of patient friendly and professional letters for use in targeting both new implant patients and professional referral sources. Readers will learn the benefits of adopting non-traditional approaches such as hosting patient education seminars, as well as cultivating professional relationships with the medical community (physicians) for the purposes of generating untapped referral relationships. Best practices in internet and social media marketing, specific to implant dentistry, are also demonstrated so practices can make the most out of these low-cost opportunities.

List of contents

Foreword viii
 
Introduction x
 
1 Visual aids and verbal skills 1
 
Physicians make great use of visual aids 2
 
Better to show empathy, not sympathy 2
 
Implants are worth more than replacing missing teeth 4
 
Everything begins with asking the right questions 4
 
The power of visual aids 6
 
Verbal skills 11
 
Work out the financials 13
 
Dental implant models 16
 
Elevator pitch 18
 
Could it be that your case presentation just sucks? 19
 
Implant animations 20
 
Leveraging your auxiliary staff for animation demos 23
 
Summary 24
 
2 Patient education seminars 25
 
Lasik eye surgery education seminars 26
 
Using patient education seminars to attract dental implant patients 27
 
Seminar location 28
 
The presentation 30
 
The body of your presentation 34
 
Presentation conclusion 43
 
The postpresentation process 45
 
Advertising your patient education seminars 47
 
Summary 49
 
3 Partnering with physicians for dental implants 51
 
A physician's endorsement of you could be priceless 52
 
Speak in a language the physician understands 53
 
Unconventional methods can lead to extraordinary results 55
 
Targeting endocrinologists and orthopedic surgeons for patient referrals 56
 
Targeting the gastroenterologist doctors 58
 
Targeting otolaryngologists (aka ENT doctors) 61
 
Targeting plastic surgeons for patient referrals 63
 
Targeting obstetrician and gynecologists (OB/GYN) 64
 
Other healthcare providers to target 65
 
Keep your expectations realistic 67
 
Physicians need dental implants too 68
 
Comarketing efforts 69
 
Summary 70
 
4 Marketing full?]arch implant dentistry in your practice 71
 
Tissue?]borne dentures: The short?]term solution 73
 
Targeting your denture wearers first 75
 
Face?]to?]face with the denture patient 77
 
Immediate load/immediate function 79
 
Targeting removable partial denture and fixed partial denture patients for immediate load 81
 
Presenting the treatment plan for immediate load 81
 
The failing partial?]denture: Post?]op examination discussion 82
 
Consultation with the immediate?]load candidate 87
 
Making financial arrangements 95
 
Establish goals for immediate?]load production 96
 
Summary 97
 
5 Implant marketing for the surgical specialist 98
 
Who moved my implant? 99
 
Meeting the needs of restorative doctor 100
 
Sharing case reports with restorative doctors 103
 
Edentulous patient implant study group 105
 
Target your top two to five referral sources' patient base 112
 
Patients and professionals are used to direct?]to?]consumer advertising 114
 
You too should go direct to consumer 115
 
Strategies for going direct to consumer 116
 
The prosthodontist specialty 118
 
Role of an implant coordinator 120
 
Expand your geographical range 122
 
Reducing clinical limitations is crucial 123
 
Summary 126
 
6 Database marketing 128
 
Automate your data entry as much as possible 130
 
Querying your removable partial?]denture patients for in?]depth insight 131
 
Collecting the right data through patient surveys is crucial 133
 
How you structure your survey is important 135
 
SurveyMonkey.com: Use it! 135
 
Tailor your marketing efforts to match your research findings 136
 
Automate your marketing cor

About the author

Marcus Hines is the Director of Full Arch Solutions for BioHorizons Implant Systems, Inc. where he promotes full arch continuing education courses and provides practice marketing coaching to clients throughout North America, designed to target, attract and close full-arch dental implant supported cases.  For more than a decade Marcus' sales and marketing services has been concentrated around implant dentistry and has earned him such accolades as Rookie of the Year and Highest Total Implant Sales of the Year awards.  Marcus is an author, blogger and social media marketing enthusiast.

Summary

A large percentage of skilled dental professionals lack the tools and comfort level required to market themselves and their dental implant practices effectively As a consequence, these dental professionals miss several opportunities to help patients and grow their business.

Product details

• Authors: Hines, M Hines, Marcus Hines, Marcus (Biohorizons Implant System Hines, Hines Marcus
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.10.2015
• EAN: 9781119114512
• ISBN: 978-1-119-11451-2
• No. of pages: 192
• Subjects: Natural sciences, medicine, IT, technology > Medicine > Non-clinical medicine; Zahnmedizin, PARODONTOLOGIE, IMPLANTOLOGIE, dentistry, Periodontology, Implantologie i. d. Zahnheilkunde, Implant Dentistry, Berufspraxis i. d. Zahnmedizin, Dental Professional Practice