How To INCREASE Starts At Your Practice Without Spending A Dime On Marketing!
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Word count for this issue: 615
Approximate time to read: 2.5 minutes based on 250 words per minute Click here to download your FREE copy of
"The Ten Best Practices of Case Acceptance."
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As a practice marketing consultant for orthodontists, we speak with many different types of practices.
1. Practices who, prior to the economic downturn, never felt the need to market
themselves, but still enjoyed a profitable practice.
2. More mature orthodontists whose referral sources have retired, leaving their practice in
a less than desirable position.
3. Young orthodontists in newer practices with large monthly debt obligations, who
frequently are reluctant to invest in the necessary practice marketing required to
grow their practice quickly.
4. Established, multi-office practices who frequently are the dominant practice,
or one of the dominant practices in their marketplace.
Regardless of the category that an orthodontic practice fits into, we at GetOrthoCases have found that the same diligent marketing expertise that we provide for each and every one of our clients, can result in different levels of profitability for different clients. Why is this? Usually, this variation in profits from the GetOrthoCases Marketing System can be attributed to the internal systems that an orthodontic practice has in place.
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And, quite possibly, no internal system impacts an orthodontist's bottom line more than the fee presentation.
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Personally, I have listened to treatment coordinators who are smooth, polished sales professionals who do an outstanding job explaining treatment, finding out all of the referral sources that may have contributed to that patient seeking treatment with their practice, and detailing the numerous ways that their practice compares favorably with other competing orthodontic practices. These presentations are concluded with an explanation of payment options that appeal to all credit-worthy families with good credit ratings, regardless of their ability to make a down payment.
On the other hand, I have also personally listened to fee presentations made by treatment coordinators, office managers, a staff member, or occasionally by the doctor themselves, that only explain payment options, but leave out all of the other components of an effective fee presentation.
Regardless of the communication skills of your practice's treatment coordinator, most practices can significantly increase their quantity of new starts by ensuring that each fee presentation is presented in the way that is best from the perspective of the patients who are most at risk of not starting for financial reasons.
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To explain further, when thinking about payment options, all families basically fall into one of four financial groups:
 Group 1 - Have Full Treatment Fee. These families typically make payment in full or opt for your no-interest, office payment plan.Group 2 - Have Initial Payment. These families typically opt for your no-interest, office payment plan.Group 3 - Don't Have Initial Payment Plan, but are Credit-Worthy. These families will use a Flexible Payment Plan.Group 4 - Not Credit-Worthy. These families don't start treatment.
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To help ensure that as many patients as possible can accept treatment in your practice, this week we are providing Springstone Patient Financing's "Ten Best Practices of Case Acceptance."For your own FREE copy of this insightful report, click here to download.In conclusion, your success leads to our success. When orthodontic practices have effectively-functioning fee presentations, they enjoy an even greater return on their practice marketing investment with GetOrthoCases.
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Would you like to create a Practice Marketing Plan
for your practice for 2012 - 2013?
If the answer is "YES", then you need to call GetOrthoCases
and I will personally send you a practice marketing
questionnaire to help you get started.
Call 1.888.657.2762
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Marketing System
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- Increased new starts from professional, targeted direct mail.
- Increased referrals from your present patients.
- Convert more recall list patients to new starts.
- Achieve page 1 ranking on Google for numerous local zip codes,
NOT just the zip code your office is located in.
Best regards,
Andrew Zuch
GetOrthoCases
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