Why do some practices operate at full (100%) capacity while spending virtually nothing on marketing, while others spend 4-6% of collections but yet aren’t busy? It’s likely because the busy practice generates numerous new patients by way of referrals from satisfied patients and enjoys high treatment acceptance rates because of a successful internal marketing program.
Every time I speak to dental groups, I ask “What’s the best way to build your practice—internal or external marketing?” Without exception, every doctor responds that internal marketing is the best way to add high quality patients to their practice at very little cost. Then I ask this follow-up question: “How many of you do a really good job of internal marketing?” Unfortunately, very few hands go up (less than 5%).
Do You Offer High-Quality Care?
When I ask those that do a good job what makes their internal marketing program successful, they routinely respond that they run a high-quality practice. While many doctors believe they operate a high-quality practice based on the clinical care they
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