The Funnel Theory in Dental Business
The funnel theory in marketing refers to building a large database of prospects that with follow-up will “funnel” down to be buyers of services and products. Dental practices, as with most small businesses, do little or no follow-up with their customers. The store door opens and the waiting game begins for customers to show up. If we imagine the dental office as an open store without appointments, where patients walk in during store hours and are accommodated according to their needs and your ability to serve them, how would the schedule look? If the dental office operated this way, what would you do to attract new patients?
Lately the schedules in many dental practices have open time - and not entirely due to cancellations and no-shows. The challenge to create a profitable schedule every day requires focus and a commitment of time. In order for the funnel theory to work, a large volume of prospective patients must be created. In dentistry, this is referred to as the active patient list. In practices that have relied on word of mouth to grow, it is wise to see that other tactics need to be in place to stimulate growth. Think of the following as ways to fill up your funnel - or as the “lucky seven.”
1. Increase Contact with Potentially New Patients
2. Update or Create an Effective Website
3. Record All Prospective Patients in your Database
4. Maintain your Relationships
6. Excellent Customer Service
7. Building Trust Builds Loyalty
Need help with growing your practice? McKenzie Management has the marketing tools to increase new patients and help you to retain your current patients. From business training programs for your staff to internal and external marketing plans, McKenzie Management is here to help you.
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